Sales Development Representative

Job description

Job responsibilities

• Own full-cycle sales within your assigned segment(s): prospecting, discovery, technical demos and pilots, proposal, negotiation, and close.
• Prospect relentlessly and precisely. Build and work your own target account lists against a clearly defined ICP using ZoomInfo, LinkedIn Sales Navigator, and Salesforce — multi-threading into research, engineering, and…
• Qualify and forecast with MEDDPICC discipline. Metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, and competition — documented in Salesforce, not carried in your head.
• Run and manage on-site or lab pilots and POCs in partnership with Applications Engineering, translating results into a business case: research value, data throughput, or labor cost offset and payback period, depending…
• Adapt your approach and buying-process navigation to the segment — grant-funded academic procurement, fast-moving AI lab deals, or multi-stakeholder commercial pilots — across capital-equipment purchasing and…
• Represent Dexmate credibly against humanoid, robotics-data, and automation competitors — know when our platform is the better fit, and when it isn't.
• Work the conference circuit hard to build pipeline and market presence across research, AI-lab, and commercial audiences.
• Bring creative, unconventional pipeline plays to the table — new channels, new use cases, new segments — and test them.

Job requirements

• Elite prospecting. You build pipeline yourself and you enjoy it. Hands-on proficiency with ZoomInfo, LinkedIn Sales Navigator, and Salesforce for sourcing, sequencing, and account prioritization — plus the judgment to…
• MEDDPICC fluency. You've run a structured methodology for real, and your forecast is trusted because your qualification is honest.
• 2-3+ years of full-cycle B2B/enterprise sales experience with long, multi-stakeholder cycles. Hardware sales experience is a plus, not a requirement, if you know the customer base well.
• Comfort selling into an unproven, fast-changing market — you can educate buyers on a category, not just work an established playbook.
• Ability to flex across very different buyers: a Research Scientist or PI on a grant timeline, and a VP of Robotics/Physical AI moving fast on a fleet order or running a multi-month pilot.
• Technical fluency: you can talk payload, degrees of freedom, uptime, data and sim workflows, and ROI/payback math credibly with researchers, ML teams, and operations or finance buyers alike.
• A track record of quota attainment in a startup or scale-up environment, and comfort with the ambiguity that comes with it.
• Creative, resourceful, and self-directed — you'd rather propose a plan than wait for one.