Sales Development Representative

📋 Description

• • LiveKit is at the forefront of revolutionizing the voice-driven era of computing, providing essential infrastructure for developers to build, test, deploy, scale, and observe agents in production. Since its inception in 2021, LiveKit has become the trusted platform for industry leaders such as OpenAI, xAI, Salesforce, Coursera, Spotify, and countless others, facilitating billions of calls annually. We are seeking a highly motivated and driven Sales Development Representative (SDR) to join our dynamic team and play a pivotal role in generating qualified pipeline for our go-to-market strategy. This role is crucial for engaging technical buyers, including engineering, product, and platform leaders, and educating them on how LiveKit can seamlessly integrate into their real-time and agent-based technology stacks.
• • As a core driver of pipeline creation, the SDR will be responsible for a comprehensive range of activities, from initial account research and thoughtful outbound and inbound engagement strategies to meticulous opportunity qualification. You will work in close collaboration with Account Executives (AEs) and Sales Engineers, ensuring a smooth transition of qualified leads into high-quality discovery meetings. This position is perfectly suited for individuals who are passionate about developer tooling and infrastructure, eager to gain deep expertise in a cutting-edge technical product, and thrive in a high-velocity prospecting environment where a strong, informed point of view is valued.
• • The primary responsibilities of this role include prospecting, qualifying, and generating customer leads to fuel overall revenue growth. You will own the entire top-of-funnel journey, from the very first touchpoint to the successful setting of a meeting. This involves executing both outbound and inbound workflows: responding promptly to inbound inquiries and proactively building outbound sequences targeting Ideal Customer Profile (ICP) accounts. A key aspect of this will be experimenting with messaging and channels to optimize outreach effectiveness.
• • You will conduct high-level discovery calls to pinpoint customer pain points, identify urgency, understand their current technical architecture, map key stakeholders, and define clear next steps. Qualified opportunities will be meticulously documented and handed off to AEs with concise, actionable notes. Developing deep account insight is paramount; this includes mapping target accounts, identifying key personas within those organizations, and tailoring outreach strategies to resonate with both technical and semi-technical stakeholders, such as engineering, product, and platform leaders.
• • The SDR will manage a multi-touch, multi-channel outreach cadence, leveraging email, phone, social media, and events, while diligently tracking all activities within CRM and sequencing tools. Cross-functional collaboration is essential; you will partner closely with Marketing, Sales Engineering, and Customer Success teams to refine the ICP, enhance conversion rates, and operationalize feedback loops from the field to inform product and GTM strategies.
• • Success in this role will be measured by achieving pipeline targets, including the number of meetings set, Sales Accepted Opportunities (SAOs), and sourced pipeline, all while upholding an exceptionally high standard for qualification quality. You will thrive in an environment that encourages learning about technical products and translating complex value propositions into clear, compelling messages for both technical and non-technical audiences. A structured approach to prospecting, encompassing research, hypothesis formulation, messaging development, iteration, and measurement, will be key to your success.
• • We are looking for individuals who are resilient and energized by high-activity work, demonstrating a commitment to craft and personalization without compromise. Meticulous execution is highly valued, including fast follow-up, maintaining clean CRM hygiene, ensuring crisp handoffs to AEs, and contributing to repeatable processes. This role offers a clear career path towards closing roles (AE) or broader Go-To-Market (GTM) positions, supported by strong coaching and mentorship.
• • The ideal candidate will possess experience in a customer-facing, sales, or GTM-adjacent role, preferably within B2B SaaS, with a proven ability to learn quickly and execute consistently. Exceptional written and verbal communication skills are essential, enabling you to craft outreach messages that are concise, specific, and credible. Comfort with, or a strong willingness to learn, CRM and prospecting systems such as Salesforce, Outreach/SalesLoft, and intent/data tools is required. Strong organizational skills and follow-through are critical for managing a territory or segment and prioritizing tasks effectively. A background in selling to engineering or developer personas, familiarity with concepts like real-time communications, APIs/SDKs, cloud infrastructure, or developer workflows, and experience supporting events are considered advantageous.