Sales Development Representative

O; United States; Remote; USD 58,000 - 93,000; Full time

Job summary

O’Reilly Media is seeking a fully remote Sales Development Representative to drive qualified pipeline across North America. You will engage prospective customers, understand their workforce needs, and connect them with O’Reilly’s content and live learning experiences to boost AI literacy and technical capabilities.

You’ll use modern sales tools, data-driven strategies, and mentorship to build a high-performing pipeline while advancing your career within a fast-paced, tech-focused environment.

Qualifications

• 1–2 years of experience in a sales or customer-facing role.
• Customer-focused, consultative approach and comfort initiating conversations with new people.
• Ability to understand technical concepts and explain them clearly to customers.
• Strong verbal and written communication skills with diverse audiences.
• Experience with Salesforce and sales tools such as LinkedIn Sales Navigator, Amplemarket, Gong, or similar platforms.

Responsibilities

• Research target accounts and identify stakeholders and business priorities.
• Prospect potential customers via phone, email, LinkedIn and other channels.
• Conduct discovery conversations and qualify opportunities for the sales team.
• Position solutions around outcomes like AI readiness and employee development.
• Collaborate with sales teams to develop account strategies and outreach.

Skills

Sales experience

Customer-focused

Communication

Tools

Salesforce

LinkedIn Navigator

Amplemarket

Gong

Job description

About O’Reilly Media

O’Reilly’s mission is to change the world by sharing the knowledge of innovators. For over 45 years, we’ve inspired companies and individuals to do new things—and do things better—by providing them with the skills and understanding that’s necessary for success.

At the heart of our business is a unique network of experts and innovators who share their knowledge through us. O’Reilly Learning offers exclusive live training, interactive learning, a certification experience, books, videos, and more, making it easier for our customers to develop the expertise they need to get ahead. And our books have been heralded for decades as the definitive place to learn about the technologies that are shaping the future. Everything we do is to help professionals from a variety of fields learn best practices and discover emerging trends that will shape the future of the tech industry.

Our customers are hungry to build the innovations that propel the world forward. And we help you do just that.

Diversity

At O’Reilly, we believe that true innovation depends on hearing from, and listening to, people with a variety of perspectives. We want our whole organization to recognize, include, and encourage people of all races, ethnicities, genders, ages, abilities, religions, sexual orientations, and professional roles.

About the Team

The Sales Development team plays a critical role in creating new business opportunities for O’Reilly. As the first point of contact for many prospective customers, we identify organizations’ workforce challenges, start meaningful conversations, and connect them with solutions that support technical upskilling, AI literacy, and workforce enablement.

We provide structured onboarding, coaching, and professional development to help you build strong consultative selling skills and deep product knowledge. This role offers a clear path for growth into more senior sales roles at O’Reilly.

About the Role

As a fully remote Sales Development Representative supporting North America, you will generate qualified pipeline by engaging prospective customers and understanding their workforce, technology, and business priorities.

You’ll help organizations build the technical capabilities they need to adapt, innovate, and succeed. By connecting customers with O’Reilly’s trusted content, experts, and live learning experiences, you’ll help teams build AI fluency, strengthen technical skills, and turn emerging technology into real business impact.

If you are passionate about sales, enjoy building relationships, and thrive in a fast-paced environment, this role offers an exciting path for long-term success. You’ll use modern sales tools, data-driven strategies, and expert mentorship to build and manage a high-performing pipeline.

What You’ll Do

• Strategic Research & Account Intelligence
  • Research target accounts and identify relevant stakeholders, business priorities, and workforce challenges.
  • Identify how prospective customers are approaching technical upskilling, AI adoption, AI literacy, and workforce enablement.
• Outbound Prospecting & Pipeline Generation
  • Prospect and engage potential customers through phone, email, LinkedIn, and other outreach channels.
  • Meet or exceed agreed-upon activity, meeting, and pipeline-generation goals.
• Discovery, Qualification & Consultative Selling
  • Conduct discovery conversations, qualify opportunities, and schedule meetings and product demonstrations for the sales team.
  • Position O'Reilly's solutions around outcomes such as AI readiness, technical capability, employee development, faster innovation, and business growth.
• Cross-Functional Collaboration & Revenue Expansion
  • Partner with sales teams to develop account strategies and personalized outreach.
  • Identify potential expansion opportunities and route them to the appropriate account team.
• CRM Discipline & Continuous Learning
  • Maintain accurate and current activity, contact, and opportunity data in Salesforce.
  • Build a working understanding of O'Reilly's products, industry trends, competitive alternatives, and the evolving needs of technology teams.

What You’ll Have

Required:

• Sales Experience
  • 1-2 years of experience in a sales, business development, customer success, recruiting, or other customer-facing role.
  • A customer-focused, consultative approach and comfort initiating conversations with new people.
• Core Professional Skills
  • Ability to understand technical concepts and explain them clearly in customer-friendly terms.
  • Confidence in navigating questions and objections while building trust with prospective customers.
  • Strong verbal and written communication skills, with the ability to engage diverse audiences.
  • Strong critical-thinking, organization, and follow-through skills in a fast-paced, results-driven environment.
  • Experience with Salesforce and familiarity with sales tools such as LinkedIn Sales Navigator, Amplemarket, Gong, or similar platforms.

Preferred:

• Prior experience as a Sales Development Representative, Business Development Representative, or in outbound prospecting.
• Experience with SaaS, enterprise sales, learning technology, or workforce enablement solutions.
• Familiarity with AI literacy, responsible AI adoption, technical-skills development, or related workforce trends.

Additional Information:

• Salary Range: $57,500.00 - $93,000.00 ($27.64/hr - $44.71/hr)
• At this time, O'Reilly Media Inc. is not able to provide visa sponsorship or provide any immigration support (i.e. H-1B, STEM, OPT, CPT, EAD and Permanent Residency process)