Sales Development Representative

About Goodfire Goodfire is a research company using interpretability to understand, learn from, and design AI systems. Our mission is to build the next generation of safe and powerful AI—not by scaling alone, but by understanding the intelligence we're building. Scaling has proven powerful, but today's approach is fundamentally limited: we can't meaningfully understand, debug, or shape what models learn. Every engineering discipline has been gated by fundamental science and AI is at that inflection point now. We're advancing the science of how AI systems actually work. Treating models as black boxes is an unnecessary handicap—we have access to the structures inside them, and understanding those structures lets us steer what models learn, make them safer and more useful, and extract the vast knowledge they contain. Our goal is to make AI that can be understood, debugged, and shaped like software. Goodfire is a public benefit corporation headquartered in San Francisco with a team of the world’s top interpretability researchers and engineers from organizations like OpenAI and DeepMind. We're backed by over $200M from B Capital, Menlo Ventures, Lightspeed, Eric Schmidt, and others. About the role We're looking for a Sales Development Representative to be the first person who earns the attention of the technical leaders building the next generation of AI systems. This role demands curiosity, precision, and persistence: the ability to understand who is training models, recognize where Goodfire can create value, and start conversations that become strategic partnerships. This is a high-ownership role where you will help build the earliest motion for reaching frontier AI builders. You won't be running generic sales scripts; you'll research accounts deeply, craft targeted outreach, learn from every interaction, and help define how Goodfire creates pipeline in a category that is still being formed. You'll work closely with our Field Team, GTM, and founders to translate market signals into better messaging and better account strategy. The strongest person for this role is intellectually curious, comfortable with technical products, and motivated by opening doors with people who are hard to reach. Key responsibilities Build high-quality outbound pipeline: identify and research the AI labs, platform teams, and model builders where Goodfire can create meaningful value Craft deeply personalized outreach: translate account research, product signals, research milestones, and market context into precise messages that earn attention Create the first version of our SDR playbook: test channels, messaging, sequences, and qualification criteria in a market where the standard SaaS playbook will not work Partner with GTM and Field teams: bring signal from prospects back into account strategy, campaign design, and early sales conversations Maintain rigorous pipeline operations: own CRM hygiene, handoffs, follow-up, and reporting so the team can understand what is working and scale it What you’ll bring Required experience Demonstrated ability to learn technical products quickly and communicate clearly with technical or research-oriented buyers. Excellent written communication and attention to detail; your outbound should feel researched, specific, and worth replying to. High agency, persistence, and comfort operating without a fully built playbook. Strong organizational habits and ability to manage many high-quality follow-ups without letting details drop. Preferred qualifications Experience in SDR, AE, growth, founder-led sales, or another role where you created opportunities from scratch. Familiarity with AI/ML teams, infrastructure, developer tools, research organizations, or enterprise technical buyers. Track record of excellence in a high-growth startup or similarly ambiguous environment. Experience using research, product usage, community, or event signals to identify high-intent prospects. Our values Goodfire is looking for individuals who embody