Sales Development Representative Jobs in Palo Alto, CA

Our Purpose

At Fiddler, we understand the implications of AI and the impact that it has on human lives. Our company was born with the mission of building trust into AI. The rise of Generative AI and Agents has unlocked generalized intelligence but also widened the risk aperture and made it harder to ensure that AI applications are working well. Fiddler enables organizations to get ahead of these issues by helping deploy trustworthy, and transparent AI solutions.

Fiddler partners with AI-first organizations to help build a long-term framework for responsible AI practices, which, in turn, builds trust with their user base. AI Engineers, Data Science, and business teams use Fiddler AI to monitor, evaluate, secure, analyze, and improve their AI solutions to drive better outcomes. Our platform enables engineering teams and business stakeholders alike to understand the "what", “why”, and "how" behind AI outcomes.

Our Founders

Fiddler AI is founded by Krishna Gade (engineering leader at Facebook, Pinterest, Twitter, and Microsoft) and Amit Paka (product leader at Microsoft, Samsung, Paypal and two-time founder). We are backed by Insight Partners, Lightspeed Venture Partners, and Lux Capital.

Why Join Us

Our team is motivated to help build trust into AI to enable society harness the power of AI. Joining us means you get to make an impact by ensuring that AI applications at production scale across industries have operational transparency and security. We are an early-stage startup and have a rapidly growing team of intelligent and empathetic doers, thinkers, creators, builders, and everyone in between. The AI and ML industry has a rapid pace of innovation and the learning opportunities here are monumental. This is your chance to be a trailblazer.

Fiddler is recognized as a pioneer in the field of AI Observability and has received numerous accolades, including: 2022 a16z Data50 list, 2021 CB Insights AI 100 most promising startups, 2020 WEF Technology Pioneer, 2020 Forbes AI 50 most promising startups of 2020, and a 2019 Gartner Cool Vendor in Enterprise AI Governance and Ethical Response. By joining our brilliant (at least we think so) team, you will help pave the way in the AI Observability space.

The Mission:

Sales Development Representatives (SDR) are a critical engine piece, driving our growth at scale. Owning the top-of-funnel journey; identifying promising prospects, engaging them thoughtfully, and qualifying opportunities so our deal pipeline stays healthy and ever-expanding. As one of the first human touch-points, they shape how potential customers perceive us, educate them on our value, and hand off well-primed leads to our closers. This work doesn’t just fill a quota, it accelerates momentum, enabling the business to get off the ground, hit its stride, and capture market share. They are catalysts that convert outreach and interest into on-ramp opportunities for revenue and growth.

About The Team:

We’re a collaborative, high-energy group driven by curiosity, continuous learning, and a passion for helping customers succeed with AI. We celebrate wins together; whether it’s hitting pipeline goals, landing a Fortune 500 logo, or ringing the gong after a great meeting. Our team thrives on grit, accountability, and growth, and we’re building a culture where everyone’s voice matters. Expect a fast-paced, supportive environment where experimentation and initiative are encouraged, and where your success fuels the next stage of Fiddler’s growth story.

What You’ll Do:

• Generate qualified opportunities by identifying, researching, and engaging key decision-makers across target enterprise accounts.

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  Create consistent, high-quality pipeline for Account Executives through a mix of inbound follow-up, outbound prospecting, and strategic multi-channel outreach (email, phone, LinkedIn, events).

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  Collaborate with Marketing and Sales to refine messaging, optimize campaigns, and drive continuous improvement in conversion rates and lead quality.

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  Master Fiddler’s platform story—clearly articulate our value proposition, differentiators, and impact on enterprise AI trust, governance, and performance.

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  Achieve and exceed monthly and quarterly targets, including meetings booked, qualified opportunities generated, and conversion rates.

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  Document and analyze prospect interactions in Salesforce to provide insights and feedback loops to Marketing and Product teams.

What We’re Looking For:

• 2-5 years of experience in an SDR role for a SaaS product with enterprise accounts
  
  

• Pipeline generation & outbound excellence: Proven ability to source, qualify, and nurture high-quality leads through multi-channel outreach (email, phone, LinkedIn, events) aligned with our ICP and GTM priorities.

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  Discovery & communication: Skilled at leading engaging, insight-driven conversations that uncover pain points and position value with technical and business stakeholders.

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  Market & persona research: Adept at identifying key decision-makers, tailoring messaging, and mapping complex organizations to find the right entry points.

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  CRM & data discipline: Keeps Salesforce and outreach tools clean and current; tracks metrics and leverages insights to refine approach and improve conversion rates.

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  Tech-savvy curiosity: Comfortable using modern sales tools (Salesforce, Outreach/SalesLoft, LinkedIn Sales Navigator) and eager to understand emerging AI, ML, and data technologies.

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  Resilient self-starter: Thrives in a fast-moving, evolving environment — persistent, adaptable, and motivated by progress over perfection.

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  Collaborative mindset: Works closely with AEs, marketing, and product teams to share feedback, refine targeting, and contribute to a culture of continuous improvement.

Succeeding at Fiddler means being comfortable with autonomy, having hunger and motivation, adaptability, intellectual curiosity, humility, and an unwavering drive to make a real impact in shaping the future of trustworthy AI.

Compensation:

$95,000 - $130,000 OTE + equity & benefits

Benefits & Perks

• Competitive pay + equity

• Unlimited PTO

• Premium health, dental & vision (100% premium coverage for employees)

• 401(k) plan

• Monthly fitness reimbursement

• Paid parental leave

The posted range represents the expected salary range for this job requisition and does not include any other potential components of the compensation package and perks previously outlined. Ultimately, in determining pay, we'll consider your experience, leveling, location, and other job-related factors.

Fiddler is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you require special accommodations in order to complete the interviews or perform job duties, please inform the recruiter at the beginning of the process.

Beware of job scam fraud. Our recruiters use @fiddler.ai email addresses exclusively. In the US, we do not conduct interviews via text or instant message, or ask for sensitive personal information such as bank account or social security numbers.