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Sales Development Representative Jobs in California

Flexzo

Sales Development Representative

San Jose, CA · On-site

Sales Development Representative (SDR) Location - San Jose (Onsite, no remote option) Salary - $50,000 + bonus/commission OTE - $80,000 If you're competitive, resilient, and hungry to build a career ...

Roku

Sales Development Representative

Santa Monica, CA · On-site

$96K - $101K/yr

The Roku Ads Manager team is looking for a Sales Development Representative to help us scale our platform. What is the role? TV ads were once reserved for large national brands. Roku believes that it ...

Span

Sales Development Representative

San Francisco, CA · On-site

$70K - $90K/yr

Span is seeking an experienced Sales Development Representative to help develop, implement and sustain high engagement programs for outbound lead generation. You'll work very closely with Span ...

Formic

Sales Development Representative

Oakland, CA · Remote

As a Sales Development Representative, you will serve as the front line of pipeline generation. You will identify, engage, and qualify manufacturing prospects, helping translate market interest into ...

Formic

Sales Development Representative

Berkeley, CA · Remote

As a Sales Development Representative, you will serve as the front line of pipeline generation. You will identify, engage, and qualify manufacturing prospects, helping translate market interest into ...

fluidrasa

Sales Development Representative

Carlsbad, CA · On-site

Fluidra is looking for a Sales Development Representative to join our team in Carlsbad, CA! WHAT YOU WILL CONTRIBUTE We're looking for a proactive and ambitious Sales Development Representative (SDR ...

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Sales Development Representative information

See California salary details

$28.1K

$54.3K

$87.8K

How much do sales development representative jobs pay per year?

As of Sep 7, 2026, the average yearly pay for sales development representative in California is $54,297.00, according to ZipRecruiter salary data. Most workers in this role earn between $41,400.00 and $60,200.00 per year, depending on experience, location, and employer.

What is a sales development representative?

Sales Development Representatives (SDRs) are professionals responsible for identifying and qualifying potential customers for a company’s products or services. They focus on outbound prospecting, engaging with leads through calls, emails, and social media, and setting up meetings or appointments for the sales team. SDRs play a crucial role in building the sales pipeline by generating and nurturing leads before passing them to account executives or senior sales staff. Their efforts help increase the efficiency and productivity of the overall sales process.

What does a sales development representative do?

Sales development representatives seek sales leads through marketing on social media, email, and phone calls. As a sales development representative, you determine if a sales lead has a good chance of purchasing the product or service you are marketing before sending that lead to a sales closer. This process allows salespeople to focus on closing the deal instead of prospecting. You speak with main buyers at companies or with prospective buyers who contact you after seeing your marketing materials, and you discuss their needs to see if your product is a good fit for their overall goals. Many sales development reps have a degree in business, marketing, or a related field. Others enter the role without formal education but with several years of experience in sales or marketing.

What are the key skills and qualifications needed to thrive as a sales development representative, and why are they important?

To thrive as a Sales Development Representative, you need strong communication, prospecting, and lead qualification skills, typically supported by a bachelor's degree or equivalent experience. Familiarity with CRM systems like Salesforce, email outreach tools, and sales enablement platforms is usually required. Persistence, active listening, and resilience are standout soft skills in this role. These abilities are essential for effectively identifying prospects, nurturing leads, and driving revenue growth in a competitive sales environment.

What are some common challenges sales development representatives face when qualifying leads, and how can they overcome them?

Sales Development Representatives (SDRs) often encounter challenges such as reaching decision-makers, handling objections, and distinguishing qualified prospects from uninterested contacts. To overcome these hurdles, successful SDRs use targeted research to personalize outreach, employ effective questioning to identify pain points, and listen actively to address concerns. Regular collaboration with account executives and marketing teams also helps refine lead qualification criteria, ensuring SDRs focus their efforts on the most promising opportunities.

What is the difference between Sales Development Representative vs Business Development Representative?

AspectSales Development RepresentativeBusiness Development Representative
Primary FocusGenerating qualified leads and setting appointmentsBuilding strategic partnerships and expanding market opportunities
Work EnvironmentInside sales, cold calling, email outreachNetworking, strategic meetings, market research
Required CredentialsTypically high school diploma or equivalent; sales trainingSimilar credentials; often with additional business or marketing knowledge

While both roles involve outreach and lead generation, Sales Development Representatives focus on qualifying leads and scheduling sales meetings, whereas Business Development Representatives work on creating strategic partnerships and expanding business opportunities. The roles often overlap but serve different stages of the sales and growth process.

Do sales development representatives make good money?

Sales development representatives (SDRs) typically earn a base salary plus commissions or bonuses based on their performance, with total compensation often ranging from $40,000 to $70,000 annually. Experienced SDRs or those working in high-demand industries can earn higher incomes, especially with strong sales skills and effective use of customer relationship management (CRM) tools.

Is a sales development representative an entry level role?

Yes, a sales development representative (SDR) is typically an entry-level position in sales. It often requires strong communication skills, basic knowledge of sales tools like CRM software, and is a common starting point for careers in sales or business development.
More about Sales Development Representative jobs

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For Sales Development Representative jobs in California, the most frequently searched job titles are:

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Cities in California with the most Sales Development Representative job openings:

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Sales Development Representative jobs near you
Infographic showing various Sales Development Representative job openings in California as of August 2026, with employment types broken down into 1% As Needed, 81% Full Time, 16% Part Time, and 2% Contract. Highlights an 91% Physical, 3% Hybrid, and 6% Remote job distribution, with an average salary of $54,297 per year, or $26.1 per hour.

Sales Development Representative

Navan

San Francisco, CA • On-site

Full-time

Re-posted 14 days ago

Job description

Are you ready to kickstart your career in the fast-paced world of tech sales? Join Navan's Sales Development team and become a crucial player in our explosive growth story!

As a Sales Development Representative (SDR) at Navan, you'll be at the forefront of innovation, connecting cutting-edge travel and expense solutions with industry-leading companies. This isn't just a job - it's your launchpad to a thrilling and rewarding career in sales.

What You'll Do:
  • Master the art of outbound prospecting through cold-calling and messaging
  • Team up with Account Executives to craft winning strategies for landing big accounts
  • Become the go-to expert on Navan's game-changing Travel & Expense products
  • Leverage sales tech to build your own book of business (Salesforce, Outreach, Actively.ai, Zoominfo, Linkedin Sales Navigator, Chorus, etc.)
  • Crush your quotas and celebrate your wins
About the role:
  • Why You'll Love It: Rapid Growth and Epic Opportunities!
  • World-class training from Navan sales leaders and a dedicated sales enablement team
  • Meritocratic promotions that reward your hustle
  • A dynamic, high-energy environment where your ideas matter
  • Start your sales career selling a need to have tool into the finance org using the MEDDPICC sales playbook
  • Mentorship from the strongest Sales Leaders in SaaS
What We're Looking For:
  • Go-getters with a passion for sales and a hunger to learn
  • Strong communicators who can captivate C-level executives
  • Detail-oriented multitaskers who thrive under pressure and stay on top of their metrics
  • Recent or soon-to-be grads in Business, Marketing, Sales, or related fields
  • Prior experience through outreach initiatives such as cold calling, fundraising, internships, programs, classes, or jobs is a plus but not required

If you're ready to dive into the exciting world of tech sales, bring your energy, adaptability, and curiosity to Navan. Join us in revolutionizing the travel and expense industry while turbocharging your career. Apply now and let's make sales history together!

Navan logo

About Navan

Sourced by ZipRecruiter

Industry

Traveler accommodation

Company size

1,001 - 5,000 Employees

Headquarters location

Palo Alto, CA, US

Year founded

2015

Social media

Twitter

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