Sales Development Representative

About Us

Headquartered in San Mateo, Yellow.ai is a global leader in Conversational AI, delivering autonomous, human-like experiences for customers and employees to accelerate enterprise growth. We believe that memorable conversations are at the heart of every meaningful brand engagement. Over 1100 enterprises, including Sony, Domino's, Hyundai, Sephora, Waste Connections, Ferrellgas, and Randstad, trust our generative AI-powered, no-code Dynamic Automation Platform (DAP).

DAP’s proprietary multi-LLM AI engine, DynamicNLP, empowers us to handle 2Bn conversations every quarter across 35+ channels in 135+ languages. We're passionate about delivering conversational experiences via our Dynamic AI agents that help enterprises achieve higher customer satisfaction and employee engagement. We were recently recognized as a Challenger in the 2023 Gartner Magic Quadrant for Enterprise Conversational AI Platforms and have raised more than $102M from blue-chip investors with offices across six countries.

Our Company's Values

Execute with Clarity & Focus - Pursue objectives with precision and unwavering focus.

Create Customer Success - Create a customer-centric culture that prioritizes experience and satisfaction.

Move the Needle Everyday - Drive continuous improvement and make tangible progress each day.

Demonstrate Grit - Exhibit resilience, determination and tenacity in overcoming challenges.

Do More with Less - Maximize productivity and outcome while operating within resource constraints

One Yellow.AI Team - Foster a culture of unity and collaboration across the workforce of Yellow.AI.

What do we expect from you?

You will build the top of Yellow.ai's sales pipeline — prospecting into named accounts, qualifying inbound demand fast, and handing Account Executives meetings that are worth their time. You will work the US shift and sell into the US, India and APAC from India.

1. Outbound prospecting

• Own a named account list within an assigned territory (US East, US West, India, APAC) and build the target-persona map for each account.
• Run multi-channel outbound: cold calls, personalized email sequences, LinkedIn, video, and where relevant WhatsApp for GCC/APAC prospects.
• Hit and sustain a meaningful activity floor — approximately 60–80 dials and 100+ personalized touches per day.

2. Inbound qualification

• Work inbound MQLs, demo requests, content downloads, webinar and event registrations, and product signups.
• Hold a strict speed-to-lead SLA — first touch within 5 minutes for high-intent leads during shift hours.
• Qualify against ICP and disqualify quickly and cleanly. Protect AE calendars from low-fit meetings.
• Re-engage closed-lost, dormant, and nurture-stage leads on a defined cadence.

3. Qualification and handoff

• Qualify using our framework (BANT at the SDR stage, feeding into MEDDPICC for the AE) — establish the business problem, rough authority, scale, and timeline.
• Write handoff notes an AE can actually use: the pain in the prospect's own words, who else is involved, what triggered the conversation, and the agreed agenda.
• Own the meeting until it happens — confirm, remind, reschedule. No-show rate is your metric, not the AE's.

4. Systems and discipline

• Keep CRM impeccable: every activity logged, every contact enriched, every opportunity stage accurate. If it isn't in the CRM, it didn't happen.
• Maintain and iterate sequences; report what messaging, personas, and industries are converting so Marketing can double down.

5. Marketing partnership

• Partner with Marketing on campaign follow-up and ABM plays on tier-1 accounts.
• Drive event and conference outreach: pre-show booking, at-show coordination, and post-show follow-up.

You’re a great fit if you already meet the following prerequisites.

• 2–3 years in an SDR/BDR or outbound-heavy inside sales role at a B2B SaaS or technology company.
• Demonstrated experience selling into the US and/or international markets from India — you understand how buyers in those markets expect to be approached.
• Excellent spoken and written English with a clear, neutral accent; comfortable and confident making cold calls to VPs and Directors.
• Genuine willingness to work the US shift consistently.
• Strong written craft — you can write six sentences that earn a reply, without relying on templates.
• Working fluency with the modern SDR stack: a CRM, a sequencer, and data/enrichment tools (see Tools and platforms).

Good to have

• Experience selling AI, SaaS, CX/CCaaS, automation, or enterprise software into mid-market and enterprise accounts.
• Exposure to enterprise deal motions with multiple stakeholders and long cycles.
• Familiarity with MEDDPICC, Challenger, or Sandler methodology.
• Experience with conversation intelligence tools (Gong, Chorus) and using call reviews to improve performance.

Core skills

• Prospecting: account research, persona mapping, and multi-channel outbound across calls, email, LinkedIn, video and WhatsApp.
• Cold calling: confident conversations with senior buyers (VPs and Directors) in the US and international markets.
• Written communication: short, personalized messages that earn replies.
• Qualification: BANT discovery and clean disqualification against ICP.
• Handoff quality: AE-ready notes that capture pain, stakeholders, trigger and agenda.
• CRM hygiene and reporting: accurate activity logging, enrichment and stage management; insight on what is converting.

Tools and platforms

• CRM: Salesforce or HubSpot
• Sequencing: Outreach, Salesloft, or Apollo
• Data and enrichment: ZoomInfo, Bitscale, Apollo, Clay, LinkedIn Sales Navigator
• Conversation intelligence: Gong or Chorus (good to have)