What we're looking for

We are looking for our very first Sales Development Representative to build the top of the sales funnel. You will help grow our business by reaching the right people at the right companies at the right time to open opportunities for our sales team to close. You will report to Priya, our VP of Product and Sales, and work closely with our AEs, John and Nick.

This is a chance for you to help bring groundbreaking technology that will transform the machine-learning ecosystem to market!

What you’ll do

• Become an expert on our sales process with an in-depth understanding of our target markets, value proposition, and pricing models to not only meet but exceed both quarterly and annual goals.
• Focus on high-quality, consistent outbound prospecting across all market segments to build the sales pipeline and optimize the customer funnel.
• Qualify and develop both inbound and outbound sales leads.
• Collaborate with the sales and marketing teams to build and optimize email campaigns with targeted messaging for specific user personas and improve the lead qualification process.
• Analyze industry trends and customer segmentation to identify and capitalize on new sources of qualified leads.
• Utilize CRM system to track activity and manage sales opportunities.

How we evaluate your candidacy

Our interviews will not only give us insight into your skillset but give you insight into our company.

• Recruiter Interview - 15 minutes: You will chat about your background and what you are looking for in your next role. This interview will be a very general conversation about your interest in Lightning AI and Machine Learning in general. We encourage you to share specific examples of SaaS products and technology platforms that you've sold. The interview will dive deeper into your sales background, and you will explain what makes your approach to sales unique and effective.
• Hiring Manager Interview - 45 minutes: You will speak about two of the key parts of any SDR's role: sales acumen and strategic prospecting. This is an interactive interview that also covers the MLOps market and user personas, so be ready to think on your feet, discuss your thought process, and talk about what tools you would use to prospect and manage leads.
• Virtual Onsite - 3.5 hours:
  • Day Management - 45 minutes: This interview is focused on how you will engage with leads. As an SDR, you are often a prospect's first introduction to lightning.ai, and as you work your way through the prospecting lifecycle, building that relationship will be key to closing the deal.
  • Technology - 45 minutes: Since we are building an AI platform, we need to assess your ability to understand technical products. You will speak about the domain of artificial intelligence, its applications, and the infrastructure that powers it.
  • Campaign Effectiveness - 45 minutes: Content and email marketing are critical parts of both inbound and outbound sales campaigns. During this interview, you'll roll up your sleeves and work together to create a mock multi-step email campaign for one of the user personas from the previous interview.
  • Culture - 45 minutes: We take time to speak with every candidate about our values, Ethics in AI, and how our technology can be used to create a positive social impact.
  • Sales Pitch - 45 minutes: William Falcon, our CEO, likes to connect with every person joining our company. With your experience, you’ve certainly honed your sales pitch. This will be your chance to show what you can do!

• Offer: We try our best to give you a decision within 72 hours of each interview. At this point, we will present our offer and provide additional context about our stock options and growth trajectory.
  • If we hire you in New York City or San Francisco, your total On Target Earnings would fall within the band below. Please remember that the equity portion of your offer is not included in these numbers and represents a significant part of your total compensation.
    • • Sales Development Rep IC2: $80-110K OTE