Business Development Representative

DigitalOcean

. Support the AMER market and generate high-quality pipeline across Cloud and AI use cases .

Posted 9/21/2026full-timeRemote • California • United StatesMid-LevelSenior💰 $49,800 - $62,250 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B sales development with a focus on outbound prospecting, leveraging strong communication skills to engage technical personas. Proficient in utilizing CRM tools for pipeline management and collaborating effectively with sales teams to drive high-quality opportunities.

Highest-signal resume keywords

B2B Sales DevelopmentOutbound ProspectingTechnical EngagementCRM ManagementCloud Infrastructure

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ResearchPipeline ManagementSales QualificationData-Driven ProspectingTechnical Concept Communication

Soft Skills

Strong Communication SkillsSelf-Driven MindsetOrganizational SkillsCollaborative ApproachOpenness to Feedback

Tools & Technologies

SalesforceOutreachSalesloftZoomInfoLinkedIn Sales Navigator

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

CloudAIDevOpsInfrastructureData Platforms

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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