Business Development Representative - AI

Dive in and do the best work of your career rney alongside a strong community of top talent who are relentless in their drive to build the simplest scalable cloud. If you have a growth mindset, naturally like to think big and bold, and are energized by the fast-paced environment of a true industry disruptor, you’ll find your place here. We value winning together—while learning, having fun, and making a profound difference for the dreamers and builders in the world.

We are looking for a Business Development Representative to support the AMER market, focused on expanding Digital Ocean’s existing customer base while also converting inbound interest into new customer acquisition. This role is ideal for someone who enjoys high-velocity sales environments, is curious about Cloud and AI technologies, and is motivated by turning intent into meaningful customer outcomes. This is an individual contributor role based in the United States, reporting to the Manager of Business Development based in Germany.

In this position, you will play a critical role in identifying sales opportunities within our customer base and qualifying inbound requests from prospects evaluating Digital Ocean’s platform. You will work closely with Sales, Marketing, and Partnerships to ensure a seamless transition of opportunities once qualified and to deliver a strong, consistent customer experience. As part of a high-performing team, success in this role is measured by outcomes, specifically the volume, quality, and consistency of opportunities created, tracked through workload deployment.

• Manage a high volume of inbound leads generated through multiple marketing channels
• Qualify inbound requests and convert interest into sales-ready opportunities
• Set up qualified meetings and generate high-quality opportunities for the Sales team
• Engage both current customers and prospective customers through thoughtful, personalized outreach
• Identify new business, upsell, and cross-sell opportunities through structured discovery conversations
• Collaborate with Sales, Marketing, and Partnerships on campaigns and initiatives to drive qualified pipeline
• Clearly articulate Digital Ocean’s value proposition across Cloud and AI use cases to support new and expansion opportunities

• A self-driven, results-oriented mindset with the ability to work independently in a remote environment
• Openness to feedback, coaching, and continuous improvement in a performance-focused sales culture
• Proven experience as a B2B BDR, ideally within a global or high-growth technology company
• Experience engaging customers across regions, including outside of AMER
• Strong written and verbal communication skills across email, phone, and social selling
• Ability to quickly assess customer needs and translate complex technical concepts into clear, compelling value
• Strong organizational and time-management skills, with the ability to prioritize based on business impact
• Discipline in CRM usage, pipeline tracking, and activity management

• Previous experience in IaaS, PaaS or AI/ML companies.
• Experience with SFDC, Groove/Salesloft/Outreach, Zoom Info, Linked In Sales Navigator.
• Bachelor’s Degree (strongly preferred).

• $49,800.00 - $62,250.00
• This is a remote role

• We innovate with purpose. You’ll be a part of a cutting-edge technology company with an upward trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. You will be a Shark who thinks big, bold, and scrappy, like an owner with a bias for action and a powerful sense of responsibility for customers, products, employees, and decisions.
• We prioritize career development. You’ll do the best work of your career. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that will always challenge you to think big. Our organizational development team will provide you with resources to ensure you keep growing. We provide employees with reimbursement for relevant conferences, training, and education.
  
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