Sales Development Representative

Ema; San Francisco (CA); On-site; USD 70,000 - 110,000; Full time

Job summary

Ema is hiring an experienced Enterprise BDR to own strategic account development and generate high-quality SQLs with senior enterprise stakeholders. This outbound-focused role thrives on breaking into complex accounts, building credibility with executives, and creating a real pipeline — not just activity.

You will work at the center of Ema's go-to-market motion, partnering with Sales and Marketing to build repeatable enterprise pipeline generation and a modern prospecting stack.

Qualifications

• 3+ years of enterprise BDR experience in high-growth SaaS or technical categories.
• Proven track record booking meetings with Fortune 1000 / Global 2000 organizations.
• Strong ability to navigate complex sales cycles with multiple stakeholders.
• Excellent written and verbal communication with executive-level presence.
• Comfort operating in a fast-moving startup environment.
• Ability to leverage modern prospecting and sales development tools.

Responsibilities

• Own outbound prospecting including defining your set of target enterprise accounts.
• Identify, engage, and qualify Directors, VPs, and C-level decision-makers at $1B+ revenue organizations.
• Develop entry strategies and multi-thread across buying committees.
• Drive prospects from cold outreach through qualification to booked SQLs using multiple channels.
• Partner with Account Executives to ensure strong handoff and pipeline conversion.
• Own your book of business—know your metrics, pipeline value, and assigned solutions.
• Contribute to outbound playbooks, messaging, and process as the team scales.

Skills

Enterprise BDR experience

SaaS sales

Executive engagement

Job description

About Ema

Ema builds AI Employees for HR, IT and Finance. Our AI Employees take on the busy work across the employee experience, from recruiting, onboarding and benefits to IT support, invoice processing and payroll, so people can spend their time on work that needs them. Founded by former executives from Google, Coinbase, Flipkart, and Okta, our team includes engineers from premier tech companies and graduates of Stanford, MIT, UC Berkeley, CMU, and IITs. We are backed by industry leading investors including Accel, Naspers/Prosus, Creaegis, Section32, and angels like Sheryl Sandberg and Dustin Moskovitz. Headquartered in Silicon Valley and with offices in London, Bangalore and Vancouver, Ema is at the frontier of what Agentic AI can do in production. We ship real systems that run real business processes at scale.

The Role

We are hiring an experienced Enterprise Business Development Representative (BDR) to own strategic account development and generate high-quality sales qualified leads (SQLs) with senior enterprise stakeholders.

This is a high-impact, outbound-focused role built for someone who knows how to break into complex accounts, build credibility with executives, and create a real pipeline — not just activity.

You will operate at the center of Ema's go-to-market motion, partnering closely with Sales and Marketing to build repeatable enterprise pipeline generation.

What You'll Do

• Own outbound prospecting including defining your set of target enterprise accounts

• Identify, engage, and qualify Directors, VPs, and C-level decision-makers at $1B+ revenue organizations

• Develop account entry strategies and multi-thread across buying committees

• Drive prospects from cold outreach through qualification to booked SQLs using multiple channels (email, cold calls, LinkedIn)

• Partner with Account Executives to ensure strong handoff and pipeline conversion

• Own your book of business — know your metrics, your pipeline value, and your assigned solutions

• Contribute to outbound playbooks, messaging, and process as the team scales

What We're Looking For

• 3+ years of enterprise BDR experience, ideally in high-growth SaaS or technical categories

• Proven track record booking meetings with Fortune 1000 / Global 2000 organizations

• Strong ability to navigate complex sales cycles and multiple stakeholders

• Excellent written and verbal communication with executive-level presence

• Comfort operating in a fast-moving, high-ownership startup environment

• Understands how to effectively leverage modern prospecting and sales development tools. You don't need experience with one specific platform — but you do need strong outbound systems thinking.

Why Join Ema

• Work at the frontier of enterprise Agentic AI, selling into some of the world's largest organizations

• Help build the enterprise outbound engine from the ground up, with a modern prospecting stack and real influence on playbooks and messaging

• High visibility and direct partnership with GTM leadership

• Competitive compensation with performance-based variable pay

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

Ema Unlimited is an equal opportunity employer and is committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics.