Sales Development Representative (Carlsbad)

XILO is a Vertical AI company building software for the insurance industry, backed by a Series A.

We were founded in 2019 by two best friends: Eli, a brokerage owner who had lived with the industry's problems firsthand, and Jon, a software engineer who saw a way to solve them. We started by fixing the quoting process — the workflow every agency runs and every agency complains about. Since then we've grown into an AI platform that goes well beyond quoting, layering AI onto the work insurance agencies do every day.

We're growing quickly, and we're looking for people who want to do the best work of their careers on a team that's early to applied AI in a large, underserved industry.

About The Role

As an SDR at XILO, you sit at the front of our growth engine. You'll partner closely with an Account Executive to find and engage insurance brokerages across the U.S., qualify them, and book the demos that become revenue.

This is a high-volume outbound role. You'll spend most of your day on the phone, speaking with agency owners and executives — the people who actually make the buying decision.

What You'll Do:

• Generate 20+ qualified demos per month for your AE
• Run high-volume outbound — roughly 200 dials per day on a power dialer
• Build and maintain targeted prospect lists for your outreach campaigns
• Start conversations with executives at some of the largest insurance brokerages in the country
• Work multiple contacts within an account, and re-engage accounts when your first contact turns out not to be the right one
• Sit in on your AE's calls regularly to sharpen your pitch and improve the quality of what you hand off
  

What We're Looking For

• You can run a script and still sound like a person. You stay on message without sounding like you're reading one.
• You can navigate an organization. You can work out who the real decision-maker is and find a way to them.
• You're steady under pushback. Objections and difficult conversations don't rattle you.
• You learn quickly. Insurance is a genuinely complex space, and you can get up to speed and keep up.
• You care about quality, not just volume. A demo that wastes your AE's time isn't a win, and you'd rather book fewer good ones.
• You're accountable. You own your numbers in good weeks and bad, and you're straightforward about what's working and what isn't.
• You make the people around you better. We're a small team, and the best SDRs here share what's working instead of sitting on it.
• A real interest in AI and where it's heading
• Any exposure to insurance, brokerages, or agency operations

Why XILO

• You'll learn to sell properly. You'll work alongside experienced AEs and sales leaders whose job explicitly includes making you better.
• The product is ahead of the market. You're not selling a me-too tool into a crowded category — you're bringing AI to an industry that's only just beginning to adopt it.
• You'll be visible. On a team this size, your pipeline and your wins are seen. You're not a line item in a 200-person SDR org.