Sales Development Representative
Sales Development Representatives at AI companies generate and qualify pipeline through inbound and outbound prospecting—working leads from marketing, conducting outreach against target account lists, running discovery calls, and converting qualified prospects into meetings for account executives. The day-to-day is classical SDR work: hitting daily activity targets across email, phone, and social, researching accounts and personalizing outreach, qualifying against ideal-customer-profile criteria, and maintaining CRM hygiene through the funnel. SDRs at AI companies need working fluency in their company's product to talk credibly with prospects, but the depth of technical knowledge required is no different from the SDR role at any high-growth software business. These roles typically sit within centralized SDR teams reporting to sales development leadership, partnering with marketing, account executives, and sales operations on conversion and pipeline health.
Measured across 137 of 138 open postings.
This role is advertised at one level, so a single figure for the role would describe none of them. Experience and pay are the midpoints for each level on its own.
| Level | Share | Median years | Median pay |
|---|---|---|---|
| Entry | 99%(135) | 1 | $95k |
A dash means too few postings stated it to report a midpoint. Most companies do not publish a salary band, so pay is indicative rather than a market rate. 1 level with fewer than 10 open postings is not shown.
“using LangChain and LangGraph-powered agents to automate list building, enrichment, and outreach”
“Build and iterate on AI-enabled GTM workflows (GPTs/agents) to scale prospecting and qualification”
“Passionate about Harvey's mission with a strong understanding of AI applications in knowledge work.”
Requirements are a share of every open posting, so a role missing from this list is one where almost nobody asks. Work mode is different: many postings never say, so that figure counts only the ones that do. A posting stops being advertised when it is filled, cancelled or reorganised, so read the last figure as how long these stay on the market, not as time to hire.
Skills
What companies are looking for in this role.
Discovery and opportunity qualification
Outbound prospecting and pipeline generation
Demand generation programs
Sales enablement
GTM systems and CRM operations
Forecasting and pipeline management
Account-based marketing
Product positioning and messaging
Growth experimentation and CRO
Buying signal intelligence
Hands-on AI tool fluency
Technical communication
Writing and editorial judgment
Executive relationship building
Technology
The tools and technologies that define this role.
Open Jobs
138 open Sales Development Representative jobs across 54 companies.
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