Sales Development Representative (SDR) at Vapi (San Francisco, CA)

Vapi· San Francisco, CA· $100k–$110k·5d ago

Role details

Salary

$100k–$110k

Work type

Onsite

Employment

Full-Time

Equity

Yes

Commission

Yes

Job description

Vapi (/ˈVɑːpi/):

Voice AI that resolves, not transfers
Powering 1 billion calls for companies like Amazon Ring, Intuit, ServiceTitan, and New York Life
Trusted by 1 million developers building the future of voice agents
Backed by Peak XV, Bessemer, Kleiner Perkins, M12, Y Combinator, and more with $72M raised
Try talking to Vapi now! vapi.ai

WHY WE’RE HIRING THIS ROLE

Demand for voice AI is accelerating faster than ever, and Vapi is scaling to meet it. We're looking for exceptional SDRs to help fuel our next stage of growth. As adoption of Voice Agents expands across industries, you'll play a critical role in identifying opportunities, engaging future customers, and building pipeline for one of the fastest-growing companies in AI. This is an opportunity to join early, learn from a world-class GTM team, and build the foundation for a career path into closing roles.

WHAT YOU’LL DO

First 30 Days

Become an expert on Vapi's platform, customers, and Voice AI market.
Learn our outbound methodology, sales process, and ideal customer profile (ICP).
Shadow top performers and begin engaging inbound and outbound prospects.

First 60 Days

Generate qualified pipeline through a combination of inbound conversion and strategic outbound prospecting.
Run discovery conversations with technical and business stakeholders.
Partner closely with Account Executives to identify and expand opportunities within target accounts.

First 90 Days

Consistently exceed pipeline generation targets.
Build and manage a territory strategy focused on high-potential accounts.
Develop personalized outreach campaigns leveraging email, phone, LinkedIn, events, and creative prospecting techniques.
Become a trusted advisor on how Voice AI can create business value for prospects.

Ongoing Responsibilities

Qualify inbound interest from companies evaluating Voice AI solutions.
Identify, research, and engage key decision-makers within target accounts.
Collaborate with Marketing, Product, and Engineering to share customer insights and market feedback.
Maintain accurate pipeline and activity tracking within CRM systems.
Contribute to building and refining Vapi's outbound motion as we scale.

WHO YOU ARE

1–3+ years of SDR/BDR experience.
Track record of top performance
Excellent written and verbal communication skills.
Highly competitive and motivated by ambitious goals.
Comfortable operating in a fast-paced, high-growth startup environment.
Bias toward action - you take ownership and execute without waiting for direction.
Resilient, coachable, and energized by challenges.
Excited by the opportunity to help build a category-defining company.You’ve seen

Bonus:

Prior startup experience, specifically series B to F.
Experience selling SaaS, infrastructure, developer tools, AI, or technical products.

WHY VAPI

Generational impact: Build the human interface for every business
Ownership culture: 70% of the company are previous founders
Kind team: The founders, Jordan and Nikhil, are Canadians
Tier-1 Investors: YC, KP seed, Bessemer Series A

WHAT WE OFFER

Real stake: We offer a competitive salary and excellent equity ownership
Comprehensive health coverage: medical, dental, and vision plans
Team love: We love hanging out, and we do quarterly off-sites
Flexible time off: take what you need
More: catered meals, transportation, gym, and a $10k annual L&D budget

Why work at Vapi

High-Impact, Fast-Growing: Vapi is at the center of the booming voice AI space, processing billions of calls and serving iconic companies like Amazon. Employees have a direct impact on a platform that is reshaping customer service.
Engineering Culture: The company is API-first and developer-centric, founded by engineers from the University of Waterloo and Y Combinator.
Remote/Hybrid Policy: The company appears to have a hybrid model, with roles listed in New York City (NYC) and likely San Francisco, but also offers a degree of flexibility.
Notable Perks/Culture: The company is still in a high-growth phase (around 100 employees), offering the opportunity to work on cutting-edge AI infrastructure with a strong focus on engineering excellence and deployment support. The team includes a "Forward Deployed" engineer role, indicating a culture of deep customer partnership.

About Vapi

Company Overview

One-liner: Vapi is a developer platform for building, deploying, and managing enterprise-grade voice AI agents.
Entity Type: Private (Series B, $72M total funding)
Headquarters: San Francisco, California, USA
Founded: 2023
Founders: Jordan Dearsley and Nikhil Gupta

Core Business

Primary industry: Voice AI Infrastructure / Developer Tools
Target customers: B2B, primarily Large Enterprises (e.g., Amazon Ring, Intuit, New York Life) and a self-serve developer platform for SMBs.
Mission or purpose: To provide the infrastructure and orchestration layer for companies to build and deploy voice agents that deliver high-quality outcomes at scale.

Products & Services

[Vapi Platform]: An API-first platform that provides the core infrastructure for building, testing, and deploying voice AI agents. It handles speech-to-text, AI orchestration, and text-to-speech, with sub-500ms latency. It supports two main primitives:
- Assistants: Single-agent setups for specific tasks like customer support, lead qualification, and booking.
- Squads: Multi-agent orchestration for complex workflows with context-preserving transfers (e.g., medical triage, e-commerce routing).
[Vapi CLI]: A command-line tool that brings the full power of the Vapi platform to a developer's terminal for rapid iteration and deployment.

Market Standing

Valuation: ~$500 million (post-money, as of May 2026)
Key Metric: Annual recurring revenue (ARR) is in the "healthy" eight figures. Total funding is $72 million.
Notable Investors/Partners:
- Lead Series B: Peak XV Partners
- Other Investors: Microsoft's M12, Kleiner Perkins, Bessemer Venture Partners
- Key Customer: Amazon Ring, which routes 100% of its inbound calls through Vapi after evaluating over 40 competitors.
- Other Enterprise Customers: Kavak, Instawork, New York Life, UnityAI, Cherry, Intuit.
Growth Signals:
- Handled over 1 billion calls since launch, processing between 1 million and 5 million calls per day.
- Over 1 million developers have used the self-serve platform.
- More than 750,000 agents have been launched on the platform.
- Won Amazon Ring, a high-profile enterprise customer, in late 2024.
- Active job postings are growing (+20.8% quarterly).

Competitive Advantages

Enterprise-Grade Infrastructure: Offers sub-500ms latency, built-in AI guardrails, SOC 2, HIPAA, and PCI compliance, single sign-on (SSO), OAuth2, and role-based access control (RBAC).
Developer-First, Then Enterprise: The platform was battle-tested at significant scale through its self-serve developer community before signing major enterprise clients, giving it a robustness that competitors lack.
Granular Control: Provides enterprises with deep control over the behavior, reliability, and compliance of their AI agents, which was a key factor in winning Amazon Ring's business.
Scalability: Proven to handle massive volume (billions of calls) with a 99.9% uptime SLA for enterprise clients.

Strategic Focus

Hiring for Scale: The company is actively expanding its engineering, infrastructure, and go-to-market teams to capitalize on its growth.
Deepening Enterprise Penetration: Following the win with Amazon Ring, Vapi is focused on onboarding more large, complex enterprises.
Infrastructure over Application: Vapi aims to differentiate by being the underlying orchestration and reliability layer for voice AI, rather than a pre-packaged application.

Sources