Business Development Representative
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Job Description
Business Development Representative generating qualified Cloud and AI pipeline for DigitalOcean. Researching accounts, engaging technical buyers, and qualifying opportunities for Account Executives.
Responsibilities:
- Support the AMER market and generate high-quality pipeline across Cloud and AI use cases
- Drive outbound pipeline creation through targeted, data-driven prospecting across email, phone, and social channels
- Research and prioritize accounts using business, growth, hiring, technology, and intent signals
- Build prospecting hypotheses and create curated outbound messaging
- Identify and engage technical decision makers and influencers across engineering, infrastructure, DevOps, data, and AI teams
- Follow up on inbound leads and understand customer needs, workload, timing, and reason for engaging
- Conduct first discovery and qualification conversations
- Set qualified meetings and generate high-quality opportunities for Account Executives
- Articulate DigitalOcean's value proposition across Cloud, AI, and developer-focused solutions
- Partner with Account Executives on account strategy, prioritization, messaging, and follow-up
- Collaborate with Sales and Marketing on outbound motions, campaigns, and account-based initiatives
- Maintain accurate and timely prospect and customer activity in the CRM for pipeline management, forecasting, and reporting
Requirements:
- Previous experience in B2B sales development, business development, or another prospecting-focused sales role, with meaningful exposure to outbound prospecting
- Experience researching accounts and contacts and creating non-generic outreach
- Strong written and verbal communication skills across email, phone, and social selling
- Comfort engaging technical personas
- Ability to learn unfamiliar technical concepts quickly and communicate them clearly
- Good prioritization judgment
- Self-driven, results-oriented mindset and ability to work independently in a remote environment
- Openness to feedback, coaching, and continuous improvement
- Ownership of results and ability to adjust approach when needed
- Strong organizational and time-management skills
- Collaborative approach to working with Account Executives and peers across a distributed team
- Previous experience selling technology products or services is a big advantage
- Experience prospecting into engineering, DevOps, platform, infrastructure, data, security, or AI personas is a big advantage
- Familiarity with cloud infrastructure, developer tools, IaaS, PaaS, data platforms, or AI/ML is a big advantage
- Experience working in a global or high-growth technology company is a big advantage
- Experience with Salesforce, Outreach, Salesloft, ZoomInfo, LinkedIn Sales Navigator, or similar sales tools is a big advantage
- Experience working successfully in a remote or distributed sales environment is a big advantage
- Bachelor's Degree strongly preferred
Benefits:
- Reimbursement for relevant conferences, training, and education
- Access to LinkedIn Learning's 10,000+ courses
- Employee Assistance Program
- Local Employee Meetups
- Flexible time off policy
- Bonus eligibility based on company and individual performance
- Equity compensation, including equity grants upon hire
- Option to participate in the Employee Stock Purchase Program
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