Sales Development Representative (SDR)
Vapi
Location
San Francisco
Employment Type
Full time
Department
Go-to-Market
Compensation
- Founding Sales Development Representative (SDR)$75K • Offers Equity • 25K Variable
Vision
We're creating the shift to voice as humanity's default interface. Why voice? Because voice captures the nuance, the emotion, and the humanity of interactions in ways text alone can't: voice makes technology human again.
Mission
Our mission is to bend the arc of technology to voice. We do this by building the best platform for engineering organizations to build voice products.
The Role
We're hiring a Sales Development Representative to help define and execute the strategy for how we generate and scale pipeline (especially for enterprise deals). This is not a traditional SDR role. You’ll be embedded directly with our leadership team to build the systems, messaging, and workflows that turn inbound momentum into outbound results.
We’re currently getting more inbound interest than we can handle. This role will be responsible for both strategically qualifying high-quality inbound leads and building a world-class outbound motion from the ground up. You’ll experiment with new outbound strategies, leverage cutting-edge tools, and work hands-on to identify, engage, and qualify enterprise opportunities.
This is a highly entrepreneurial role where you’ll be expected to act like a founder—taking ownership, solving problems end-to-end, and operating with urgency. You’ll also engineer the business by building repeatable systems, optimizing every step of the pipeline, and thinking in workflows, not just tasks.
Outcomes in
Strategic Pipeline Generation: Design and implement outbound motions that convert inbound signals into repeatable pipeline.
Inbound Ownership: Rapidly qualify inbound leads to ensure high-fit prospects are quickly engaged and moved through the funnel.
Outbound Execution: Identify high-fit enterprise targets and lead multi-touch outreach using channels like email, cold calls and LinkedIn.
Tool Stack Mastery: Operate across Salesforce, Outreach, Clay, LinkedIn, and other tools to build scalable systems and lead tracking.
Market Feedback Loops: Surface trends, objections, and voice-of-customer insights that influence our messaging, positioning, and product roadmap.
Foundational Playbooks: Collaborate with the leadership team to shape our GTM playbooks from the ground up.
Meetings & Conversion: Deliver qualified opportunities to AEs and founders by consistently exceeding goals for outbound meetings and engagement.
Who You Are
Strategic + Tactical: You think in systems but aren’t afraid to get your hands dirty in execution.
Enterprise-Aware: You understand the dynamics of enterprise deals and can speak the language of execs.
Inbound & Outbound Native: You’re comfortable with cold outreach and equally skilled at quickly engaging warm leads with context and precision.
Tool Fluent: Familiar with Salesforce, Outreach, LinkedIn, Clay, and experimental tools like HeyReach.
AI-Literate & Curious: You’re fluent in ChatGPT and AI-native tools. You’ve probably built something technical before—maybe a no-code app, a GPT-powered tool, or an internal workflow—just because you were curious. You like to experiment with new tech and figure out what’s possible.
Founder Mindset: You act like an owner, not an employee. You move fast, take initiative, and build beyond your job title.
Systems Thinker: You “engineer the business”by mapping problems, iterating on workflows, and constantly refining how we operate.
Why Join Us?
Work directly with Vapi leadership and GTM strategy leads.
Help shape how voice AI gets adopted across the enterprise.
Balance of inbound opportunity and outbound strategy execution.
Build in one of the most explosive categories in AI.
Thrive in a culture that values ownership and engineering every layer of the company.
Compensation Range: $75K