Sales Development Representative
Job description
Dexmate is building the foundation for physical AI - combining a new generation of robots with a universal Physical AI OS, making robots as easy to build and deploy as software. Today, robotics is fragmented, slow, and closed: most builders are forced to reinvent the same stack again and again, and most ideas never make it past the prototype stage. We exist to change that. Our mission is to democratize robotics by lowering the barrier to entry, delivering a plug-and-play platform for developers, researchers, and enterprises, and cultivating an open ecosystem that accelerates the evolution of physical AI. If you want to help shape the next layer of human capability - and believe the future of robotics should be built together, not in isolation - we'd love to build it with you.
About the Role
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.