We're seeking a hungry, technical, and well-connected Sales Development Representative to join our team in Santa Clara, CA. You'll be the face of Dexmate in the physical AI community—building relationships with developers, researchers, and companies who are building the future of robotics. This is not a typical SDR desk job: you'll spend significant time at conferences, in university labs, and meeting with prospects face-to-face to evangelize our platform and generate qualified sales pipeline.
What You'll Do
Pipeline Generation & Qualification
Identify and qualify leads across multiple segments: individual developers, university research labs, robotics startups, and tech companies, etc.
Conduct outbound prospecting via email, LinkedIn, phone, and in-person networking to generate qualified opportunities
Maintain accurate pipeline data and activity tracking in CRM
Hit monthly/quarterly targets for meetings booked and qualified opportunities generated
Field Engagement & Community Building
Represent Dexmate at robotics conferences, trade shows, and industry events
Staff booth at trade shows, conduct live demos, and generate leads from event attendees
Visit university robotics labs and research centers to build relationships with professors and PhD students
Organize and host technical workshops, office hours, or demo days for the robotics community
Build and nurture relationships in the physical AI ecosystem
Technical Engagement
Conduct initial discovery calls to understand prospect's technical requirements and use cases
Deliver compelling product demos showcasing our robot's manipulation capabilities
Answer technical questions about our platform (hardware specs, APIs, integration capabilities)
Gather feedback from prospects to inform product development and positioning
Create technical content (demo videos, use case write-ups) to support sales efforts
Market Intelligence
Stay current with trends in physical AI, robot learning, and manipulation research
Track competitive landscape and report insights to sales and product teams
Identify new market opportunities and customer segments
Build relationships with key influencers and thought leaders in robotics
Required Qualifications
At least two years of experience in sales, business development, or technical roles in robotics/AI/tech
Genuine passion for robotics and physical AI—you follow the latest development and companies in the space
Strong communication skills and comfortable presenting to technical audiences
Self-starter mentality with ability to work independently and take initiative
Willingness to travel 30-40% for conferences, university visits, and customer meetings
Comfortable with rejection and persistent in following up with prospects
Ability to learn technical concepts quickly and explain them clearly
Preferred Qualifications
Active connections in the physical AI/robotics community (researchers, professors, lab members, robotics engineers)
Experience attending or exhibiting at robotics conferences or trade shows
Prior experience in sales development, business development, or developer relations
Hands-on experience working with robots or robotics platforms (ROS, simulation, hardware)
Active in robotics communities (Discord servers, LinkdeIn, Twitter/X, Reddit, research groups, etc.)
Personal network at top robotics labs or robotics companies
Experience with CRM tools (HubSpot, Salesforce) and sales engagement platforms
Previous startup experience
Our Culture
We're looking for someone who geeks out about robots, loves building relationships, and thrives in ambiguous, fast-moving environments. You should be equally comfortable demoing a robot at a trade show booth, cold-calling a robotics lab director, and grabbing coffee with a PhD student. We value hustle, curiosity, and the ability to translate technical concepts to diverse audiences.
dexmate