Sales Development Representative, GTM

About the Role

We're looking for our founding Sales Development Representative to introduce Niantic Spatial to the organizations shaping the future of spatial computing, autonomy, and AI. Reporting into Marketing, you'll follow up on inbound interest, open meaningful first conversations with prospective customers and partners, and build a qualified pipeline.

This role sits at the intersection of research, communication, and disciplined execution. You'll learn how organizations approach their operational and technical challenges, understand their use cases, and assess where our products can help. Your conversations do double duty: they build pipelines, and they give Product real signals about where we are finding product-market fit.

You'll work closely with marketing, product, business development, and operations to turn market interest into pipeline, and help build the systems, messaging, and feedback loops that make a growing go-to-market team more effective.

What You'll Do

• Build Early-Stage Pipeline - Respond quickly to inbound interest, qualify initial fit, and uncover business and technical priorities. Develop outbound campaigns with Marketing and Business Development, testing audiences, messages, channels, and calls to action, then use the results to sharpen how we approach the market.
• Create Qualified Conversations - Research target accounts across industries such as oil and gas, defense and the public sector, and embodied AI. Build an informed point of view on each prospect's business, technical environment, and potential need for spatial intelligence.
• Reach Prospects Thoughtfully - Run personalized outreach across email, phone, LinkedIn, events, and other channels. Lead with a clear reason for reaching out and make every interaction useful, whether or not it produces a meeting.
• Explain the Opportunity - Learn our products and point of view deeply enough to explain them clearly to technical and executive audiences. Connect our capabilities to real customer problems without overstating what the products can do.
• Surface Product-Market Fit Signal - Ask thoughtful questions about how organizations build, deploy, and operate systems that need to understand the physical world. Recognize promising use cases and route the right context to product, sales, and technical teams so they can test where fit is strongest.
• Hand Off Cleanly - Translate discovery notes into a clear articulation of the customer's need, the proposed solution, initial scope, and next steps. Partner with Business Development on the first proposal and make sure the opportunity moves into the sales process with its context intact.
• Strengthen the Go-To-Market Motion - Capture patterns from prospect conversations: recurring pain points, objections, terminology, competitive context, and emerging use cases. Share them with Marketing, Business Development, Product, and Operations. Improve our processes, data quality, and tooling, using automation and AI to remove repetitive work while keeping judgment and personalization at the center of the prospect experience.

What You'll Bring

• 1-2 years in sales development, business development, customer-facing technology, fundraising, or a similarly communication-intensive role, or strong curiosity and drive early in your career.
• Clear, confident written and verbal communication, with the ability to engage both technical and business audiences.
• Comfort starting conversations with people you don't know. You listen carefully, ask strong follow-up questions, and persist without becoming transactional or scripted.
• Ownership of your own work: you can run a thoughtful follow-up process, keep accurate records, and stay organized across many accounts and conversations.
• Curiosity about how technology changes the way organizations operate, and the ability to learn a complex product, find the business relevance, and communicate it clearly.
• An appetite for experimentation. You'll test a new message or channel, learn from the result, and make the next iteration better.
• Persistence, sound judgment, and a high standard for preparation and follow-through.
• Bachelor's degree, or equivalent experience.

Nice to Have

• An interest in AI, spatial computing, robotics, autonomy, mapping, or other technologies that connect digital systems to the physical world.
• Experience using CRM (we use HubSpot), sales engagement, research, and productivity tools.
• Exposure to oil and gas, defense and the public sector, or embodied AI markets.
• Experience working alongside product teams, or an interest in how early customer conversations shape what gets built.

Compensation & Benefits

The expected salary range for this role is $102,000-$114,000 per year. Compensation also includes an annual bonus, equity, and a comprehensive benefits package including medical, dental, and vision coverage, 401(k), and more.

Location & Work Model

This role is based in our San Francisco office, with three days per week in office.

Inclusive Application

We know the strongest candidates don't always tick every box. If you're excited about this role and believe you could do it well, we encourage you to apply even if your experience doesn't match every qualification listed - you may be exactly who we're looking for.