Sales Development Representative

ABOUT EMA Ema is building the world’s leading Agentic AI platform to transform enterprise productivity. We enable organizations to delegate repetitive tasks to Ema, the Universal AI Employee, delivering 10x gains in workforce efficiency, across functions. Founded by former executives from Google, Coinbase, Flipkart, and Okta, our team includes engineers from premier tech companies and graduates of Stanford, MIT, UC Berkeley, CMU, and IITs. We are backed by industry leading investors including Accel, Naspers/Prosus, Section32, and angels like Sheryl Sandberg and Dustin Moskovitz. Headquartered in Silicon Valley and with offices in London, Bangalore and Vancouver and Bangalore, Ema is at the frontier of what Agentic AI can do in production — we ship real systems that run real business processes at scale. WHO YOU ARE The ideal candidates will be responsible for identifying, engaging, and qualifying potential customers. You’ll play a pivotal role in expanding our customer base by connecting enterprise organizations with our enterprise sales team. We’re looking for SDRs who can produce, learn quickly, and adapt to a variety of solutions and outreach methods. We want someone who is driven, eager to learn, and willing to put in the time to make Ema successful.

Responsibilities

• To create qualified opportunities for the sales team.
• Use different outreach methods to engage our ICP(LinkedIn, Email sequencing, cold calls.) - Work closely with marketing, drive attendance to webinars, follow up with attendees, help set up meetings for our sales teams at different events.
• Work closely with sales to help book meetings for targeted accounts - Own your book of business (Know your metrics, SQL’s value, and assigned solutions)

Qualifications

• Minimum of 3 years of experience in a Sales/Business Development or similar role, ideally in SaaS or technology-driven companies.
• Proven track record of successful lead generation, qualification, and pipeline management.
• Has experience selling platform like products with multiple capabilities - Familiarity with Hubspot and other sales engagement tools.
• Exceptional verbal and written communication skills.
• Experience in a fast-paced startup environment is a plus.

• Master HubSpot end‑to‑end: build a mock sales pipeline for Ema’s AI platform, create automated email sequences, set up lead scoring, and capture conversion metrics; bring screenshots and a brief ROI calculation to the interview.
• Quantify your outreach impact: prepare a one‑page “sales impact sheet” that lists the number of qualified leads generated, meeting‑set rate, and ARR contributed in your last role—use percentages and dollar figures to show 10x‑style growth.
• Demonstrate product knowledge: research Ema’s Agentic AI use cases (e.g., automating repetitive finance tasks) and craft a 2‑minute pitch for a specific target vertical (such as fintech or e‑commerce); be ready to explain how you’d position the value proposition and overcome common adoption objections.
• Build a focused portfolio: include HubSpot dashboard screenshots, a sample outreach cadence, and a short case study of a deal you closed; annotate each item with the problem, your action, and the measurable result.
• Prepare for interview focus areas: expect questions on AI adoption challenges, data‑privacy concerns, and remote teamwork across time zones; rehearse STAR stories that highlight self‑motivation, cross‑functional collaboration, and quota over‑achievement.
• Negotiate compensation strategically: cite current Indian SaaS BDR market ranges (₹12‑18 L base plus 10‑15% OTE), propose a base‑plus‑commission split aligned with Ema’s growth targets, and ask for equity with performance‑based vesting to reflect the high‑growth AI environment.