Sales Development Representative

About Goodfire Goodfire is an AI interpretability research lab. We build interpretability agents and infrastructure to understand, monitor, and align AI models. We believe that AI is the most consequential technology of our time. Yet AI models are trained by trial and error today, with limited understanding of what drives their behavior. Our goal is to advance the research and technology needed to fully understand and align AI so humanity can trust superintelligence. Goodfire is a public benefit corporation founded by researchers who helped pioneer the field of interpretability at OpenAI and Google DeepMind. We are headquartered in San Francisco and have raised over $200M from leading investors including Lightspeed, Menlo, and B Capital. About the role We're looking for a Sales Development Representative to be the first person who earns the attention of the technical leaders building the next generation of AI systems. This role demands curiosity, precision, and persistence: the ability to understand who is training models, recognize where Goodfire can create value, and start conversations that become strategic partnerships. This is a high-ownership role where you will help build the earliest motion for reaching frontier AI builders. You won't be running generic sales scripts; you'll research accounts deeply, craft targeted outreach, learn from every interaction, and help define how Goodfire creates pipeline in a category that is still being formed. You'll work closely with our Field Team, GTM, and founders to translate market signals into better messaging and better account strategy. The strongest person for this role is intellectually curious, comfortable with technical products, and motivated by opening doors with people who are hard to reach. Key responsibilities • Build high-quality outbound pipeline: identify and research the AI labs, platform teams, and model builders where Goodfire can create meaningful value • Craft deeply personalized outreach: translate account research, product signals, research milestones, and market context into precise messages that earn attention • Create the first version of our SDR playbook: test channels, messaging, sequences, and qualification criteria in a market where the standard SaaS playbook will not work • Partner with GTM and Field teams: bring signal from prospects back into account strategy, campaign design, and early sales conversations • Maintain rigorous pipeline operations: own CRM hygiene, handoffs, follow-up, and reporting so the team can understand what is working and scale it What you’ll bring Required experience • Demonstrated ability to learn technical products quickly and communicate clearly with technical or research-oriented buyers. • Excellent written communication and attention to detail; your outbound should feel researched, specific, and worth replying to. • High agency, persistence, and comfort operating without a fully built playbook. • Strong organizational habits and ability to manage many high-quality follow-ups without letting details drop. Preferred qualifications • Experience in SDR, AE, growth, founder-led sales, or another role where you created opportunities from scratch. • Familiarity with AI/ML teams, infrastructure, developer tools, research organizations, or enterprise technical buyers. • Track record of excellence in a high-growth startup or similarly ambiguous environment. • Experience using research, product usage, community, or event signals to identify high-intent prospects. Our values Goodfire is looking for individuals who embody our values and share our deep commitment to making interpretability accessible. We are building a team first and foremost. Put mission and team first All we do is in service of our mission. We trust each other, deeply care about the success of the organization, and choose to put our team above ourselves. Improve constantly We are constantly looking to improve every piece of the business. We proactively critique ourselves and others in a kind and thoughtful way that translates to practical improvements in the organization. We are pragmatic and consistently implement the obvious fixes that work. Take ownership and initiative There are no bystanders here. We proactively identify problems and take full responsibility over getting a strong result. We are self-driven, own our mistakes, and feel deep responsibility over what we’re building. Action today We have a small amount of time to do something incredibly hard and meaningful. The pace and intensity of the organization is high. If we can take action today or tomorrow, we will choose to do it today. Where we work We are hiring for this position in our San Francisco HQ. We are in person 5 days a week, with one company-wide remote week per month. What we offer This role offers market competitive salary, equity, and competitive benefits. Most importantly, you'll have the opportunity to join a vital mission at an important point in its trajectory — we are developing groundbreaking technology with a world-class team on the critical path to ensuring a safe and beneficial future for humanity. If you want to do your life’s work with us, even if you believe you do not meet every single requirement, apply now.