Sales Development Representative; SDR

About Vapi

Vapi is the most configurable platform for building voice agents. Our platform equips companies with everything they need—telephony, real‑time streaming, deterministic fallbacks, HIPAA/SOC2 compliance, and an AI testing suite—to launch production‑grade voice agents fast. In just 18 months, more than 300,000 developers have signed up, with over 1,500 new developers joining every day. Our mission is to make voice humanity’s default interface again by capturing nuance, emotion, and context that text alone misses.

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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.

• 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 Linked In.

• Tool Stack Mastery:
  Operate across Salesforce, Outreach, Clay, Linked In, 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.

• 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, Linked In, Clay, and experimental tools like Hey Reach.

• 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.

• Define the future of human–AI interaction: help pioneer a new era of voice‑based AI products that are transforming how people and businesses communicate

• Own meaningful work at a breakout startup: join early, take real ownership, and have a direct hand in building a category‑defining company from the ground up

• Surround yourself with exceptional people: work alongside a world‑class team of engineers, operators, and builders backed by top‑tier investors who believe in our mission

• Accelerate your career in a high‑growth environment: grow fast, take on big challenges, and unlock opportunities as we scale one of the most exciting platforms in AI

• Competitive compensation : includes a strong base salary and meaningful equity ownership

• Comprehensive health coverage : medical, dental, and vision plans

• Flexible time off : take‑what‑you‑need vacation policy with an emphasis on rest and balance

• Daily meals : catered lunches and dinners provided for in‑office days

• Lifestyle & wellness stipends : monthly allowances to support rent, transportation, food, fitness, and mental well‑being

• Professional development : annual learning stipends for courses, conferences, and upskilling

• Team connection : regular offsites, team events, and opportunities to build in‑person relationships