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 bu …