Business Development Representative

Upsun is the cloud application platform humans and robots love. It is built for today’s hybrid teams, where AI agents write and test code and humans focus on solving the problems that really matter. Developers, Dev Ops engineers, and platform teams use Upsun to build, ship, and scale confidently without wrestling with backend infrastructure. We give you your time back. You get:

• Predictable performance, even at scale
• Secure, compliant environments by default
• Real-time observability and profiling built in
• Cloning, configuration, and provisioning in seconds
• AI-ready features that plug directly into your stack

The name says it all. "Up" means uptime, reliability, and acceleration. "Sun" reflects our follow-the-sun-support, a 24x7, globally distributed support team keeping the lights on while you rest.

Our core belief is that software should power brighter solutions and greater innovation.

Upsunners are a remote, global workforce, and we thrive in a multicultural team. We are committed to open source and an open, welcoming environment. Our team spans the globe and the experience spectrum.

What s our commonality, our cultural fabric? A curious spirit and a thirst for knowledge; an eagerness for innovative ideas and cultures. We believe we can build anything together in an environment that frees you to do your best work.

Our values:

🌿 We make a positive impact.

✨ We aim for the stars.

💚 We care for each other.

Impact of a Business Development Representative

As a Business Development Representative, you play a vital role in driving new business growth and shaping the first impression prospects have of our brand. You’ll connect with potential customers through personalized, value-based outreach; identifying their needs, sparking interest, and guiding them toward the right solutions.

By combining curiosity, persistence, and empathy, you’ll generate pipeline, close smaller transactional deals, and set the stage for future partnerships. This role is an ideal launchpad for a long-term career in SaaS sales, giving you exposure to the full sales cycle, cross-functional collaboration, and continuous learning opportunities.

This position reports directly into our Manager, Business Development and is a hybrid role located in Irvine, California.

• Outbound Prospecting & Lead Generation: Research and identify target accounts and key decision-makers within the Ideal Customer Profile (ICP). Execute multi-channel outreach (calls, emails, social) to generate interest and book qualified discovery meetings for Account Executives.
• Inbound Lead
  
  Qualification:
  
  Respond promptly to inbound and marketing-generated leads. Assess fit, need, and readiness, converting qualified inbound interest into sales opportunities.
• Transactional Sales: Manage and close smaller transactional deals (≤ $5K) or renewals within assigned regions. Deliver a professional, seamless buyer experience across all stages of the process.
• Messaging & Engagement: Craft compelling, value-driven outreach tailored to each prospect’s pain points. Handle objections with confidence, personalize messaging with account research, and effectively position the company’s solution.
• Collaboration & Alignment: Partner with Account Executives on account targeting and territory planning. Collaborate with Sales Enablement to refine prospecting tactics, messaging, and outreach strategies.
• Pipeline & Performance Management: Consistently achieve and exceed KPIs for meetings booked, opportunities created, and activity levels. Maintain accurate CRM records and provide regular updates on pipeline progress and insights.
• Continuous Learning & Growth: Stay up to date on industry trends, competitors, and product developments. Engage in training, coaching, and professional development to enhance sales skills and prepare for future career growth.

• Experience: 1+years in sales, business development, customer service, or a related field (with at least one year of cold calling experience).
• Communication
  
  Skills:
  
  Strong written and verbal communication with the ability to engage prospects clearly across calls, emails, and social channels.
• Technical Sales Acumen: Basic understanding of sales…