Sales Development Representative Jobs in San Rafael, CA

About AirGarage

AirGarage is on a mission to bring real estate online, starting with parking.

We replace broken parking machines, fragmented software, and manual, labor-intensive operations with a unified, data-rich operating system for parking real estate. We handle everything it takes to run and optimize a parking asset: payments, dynamic pricing, enforcement, license plate recognition, analytics, and more.

By building all of our technology in-house, we are able to deliver a magical experience for drivers while providing real-time visibility and revenue increases of 20-50% or more for real estate owners. That’s why national real‑estate leaders like Hines and Greystar, as well as technology companies like Meta, partner with AirGarage to optimize their parking facilities.

AirGarage uses datapoints like real-time occupancy, local events, weather, driver behavior, competitor pricing, and more to bring true intelligence to real estate owners’ assets for the first time.

We’re investing aggressively to make the physical world legible to a digital system: cameras, sensors, and software that generate a firehose of real-time data about the world around us. That data fuels models and algorithms that allow us to optimize performance at each property while giving owners the clarity and control they’ve never had before.

Before you can optimize an asset, you need to observe it. Before you can observe it, you need to bring it online.

We are starting with the $131 billion US parking real estate market because it is one of the most offline and mismanaged commercial real estate asset types. 26% of the land area in the median American urban core is dedicated to parking.

We are backed by top tier investors including Headline Growth, Andreessen Horowitz, Floodgate, Founders Fund, Abstract Ventures, and angel investors who have founded or worked at companies like Uber, Opendoor, Flexport, and more.
Want to learn more about AirGarage and the problem we're tackling?
Check out these podcasts:
https://www.youtube.com/watch?v=AU0NkDK51E4
https://youtu.be/_8aM6NQHYiE?si=p5WIujBWUA1sG-b7

THE ROLE 💼

AirGarage is seeking a Sales Development Representative (SDR) to join our growing team!

You will work closely with our VP of Sales, Head of Sales Development, Head of Sales Operations, Account Executives, and your fellow SDR team members.

The SDR is the engine of the Sales Pipeline. You will qualify potential AirGarage opportunities by reaching out to prospects via cold call, LinkedIn, and personalized emails. You’ll engage in qualification conversations with potential customers to uncover their current operation and share the value of AirGarage with the goal of ultimately booking discovery calls for your Account Executives.

We value coaching and personal development and are committed to supporting you in growing your sales career. You will receive hands-on coaching, mentorship, and development from the sales leadership team.

Unlike typical "smile and dial" volume roles, this position demands extensive strategic research, customized messaging, and an account-based approach to targeting high-value accounts. We are looking for SDR’s that are coachable and scrappy with a growth mindset and strong work ethic.

To be considered for this role, you must follow the instructions for How To Apply at the bottom of this posting.

KEY RESPONSIBILITIES 📊

• Prospecting: Use tools such as Reonomy, Crexi, and Zoominfo to research and find out who parking asset owners are in your territory. You’ll also work closely with our Enrichment Team to identify ownership and key decision makers so that you can prioritize the right accounts and help maintain Salesforce hygiene.

• Outreach: You’ll execute multi-channel sequences–including personalized emails, phone calls, texts, LinkedIn and social selling.

• Qualification: Conduct brief and thoughtful qualification to determine AirGarage’s fit for the prospect and their readiness to speak with an Account Executive.

• Handoff: Schedule qualified meetings for your Account Executives and provide thorough account research notes and call context for a smooth handoff that you facilitate between the prospect and the AE.

• Feedback: You’ll work cross-departmentally to provide front-of-lines feedback to various departments, as well as insights and solutions to help us optimize our processes and your training.

REQUIREMENTS AND QUALIFICATIONS ⭐️

• Experience: Nice to Have - Minimum of 1 years of enterprise sales, sales development, or B2B sales experience. Must Have - A role where autonomy was allowed, goals were exceeded and thoughtful research and customer interaction was a requirement.

• Mindset: Strong growth mindset, self accountability, and high adaptability to a fast-paced startup atmosphere. Collaborative, tenacious, creative.

• Skills: Exceptional strategic research capabilities, heavy comfort with outbound cold calling, and deep coaching receptivity.

• Tech Stack: Prior hands-on experience using Salesforce and Sales Engagement tools like Outreach is strongly preferred.

WHY THIS JOB MAY NOT BE FOR YOU 🚨

If you don’t like waking up every day and facing rejection head on, this role is not for you.

If you aren’t working to make yourself at least a little bit better every day, this role is not for you.

If you don’t like doing research to understand customers and their pain points so that you can tailor a pitch to their needs, this role is not a fit for you.

As a Sales Development Representative at AirGarage, you are the lifeblood of the company’s growth.

The company’s growth is riding on your ability to take a creative, consultative approach with our potential customers—whether these are mom and pop parking lot owners or large CRE parking asset owners.

Your role is to get prospects excited about our mission and the differentiated value we bring to the table for their assets and get them interested in speaking with our expert parking team.

To succeed here, you need to be comfortable with:

• Cold calling every day, day in and day out

• Heavy account + persona research to understand the people you’re pitching

• Personalized + tailored email outreach to succinctly and creatively convey our value proposition

• Pushing yourself to be better every day than you were the day before

IMPORTANT NOTE 🚨

AirGarage is a remote-first company, but we also value in-person collaboration to strengthen trust and teamwork. Team members should expect ~6 weeks of travel per year for:

• 2–3 full company offsites, “Remote Weeks”

• Lending a hand to support one new location launch

• In-person onboarding as well as supporting other onboarding sessions for new team members

The rest of the year, team members can work remotely from wherever (US time zones) they’re most comfortable as long as they are performing well in their role. Attendance at in-person events throughout the year is expected—if you’re not open to traveling ~6 weeks per year for work, our team won't be a good fit for you.

THE UPSIDE 📈

• 📈 Equity: Have a stake in the business that you’re helping to build and grow.

• 🌴 Work remotely: Live and work wherever you like! We believe in folks working where they are happiest and most productive. We currently hire teammates that are located anywhere within North America.

• 🏥 Health insurance: We offer health insurance and currently cover 85% of the cost of medical, dental, and vision plans for the primary employee and 50% of the cost of plans for dependents.

• 🍼 Parental Leave: We offer 12 weeks of fully paid parental leave to all parents to bond with a newly born, adopted, or fostered child. The 12 weeks can be taken as a continuous leave or intermittently over the first 18 months of the child's life.

• 💻 Home office setup: Get a laptop + additional equipment needed to set you up for success.

• ⛺ Time to recharge: We have an unlimited PTO policy with a minimum requirement of 10 days per year.

• 🤑 401k: Make financial planning right for you with a 401k retirement savings program.

• ✈️ Team Off-sites: ~2 times per year our team comes together for a full week in places like Tahoe, Charleston, San Diego, Park City, and Austin.

• 📚 BookGarage: Our team loves to learn and grow together, so join us for our optional recurring book club.

• 🪴Room to grow:  Our team will be orders of magnitude larger within a few years; as a part of our foundational team, you'll have opportunities to grow with us.

• 🏙️ Transform our cities: The opportunity to change the way that the world thinks about real estate use in our cities.

• 👐 Work with a diverse team: At AirGarage, we've always been committed to building a thriving team that represents the communities we serve. Our team is currently 40% female and 30%+ from underrepresented communities.

Note: Employment with AirGarage is contingent upon successful completion of a background check and employment verification conducted in compliance with applicable laws. Background checks are completed only after a conditional offer of employment has been made.

We understand that there's no such thing as a 'perfect' candidate. We're looking for someone passionate, with grit and determination, who is excited to face the challenges of a rapidly growing startup. AirGarage is the type of company where you can grow exponentially, and we encourage you to apply to us even if you don't 100% match the candidate description.

AirGarage is an Equal Opportunity Employer.  We celebrate diversity and are committed to creating an inclusive environment for all employees.  Candidates and employees are always evaluated based on merit, qualifications, and performance.  We will never discriminate on the basis of race, color, gender, national origin, ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability, or any other legally protected status.

Compensation Range: $90K