Business Development Representative

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 and help generate high-quality pipeline across Cloud and AI use cases.

What You'll Do:

• Drive outbound pipeline creation through targeted, data-driven prospecting across email, phone, and social channels.
• Research and prioritize accounts using relevant business, growth, hiring, technology, and intent signals.
• Build prospecting hypotheses and create curated outbound messaging that is relevant to the account and persona.
• Identify and engage technical decision makers and influencers across engineering, infrastructure, Dev Ops, data, and AI teams.
• Follow up on inbound leads quickly and thoughtfully, understanding the customer's needs, workload, timing, and reason for engaging.
• Conduct first discovery and qualification conversations to determine whether there is a meaningful sales opportunity.
• Set qualified meetings and generate high-quality opportunities for Account Executives.
• Learn to clearly articulate Digital Ocean's value proposition across Cloud, AI, and developer-focused solutions without needing to be the technical expert.
• Partner closely 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 our CRM to support pipeline management, forecasting, and reporting.

What You'll Add to Digital Ocean:

• 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 outreach that goes beyond generic, high-volume messaging.
• Strong written and verbal communication skills across email, phone, and social selling.
• Comfort engaging technical personas and the curiosity to understand how their priorities differ across roles.
• The ability to learn unfamiliar technical concepts quickly and communicate them clearly without over complicating the message.
• Good judgment around prioritization. You can decide where to spend your time, what deserves follow-up, and when an opportunity is worth progressing.
• 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.
• Ownership of your results. You understand your numbers, recognize when something is not working, and adjust your approach.
• Strong organizational and time-management skills, with the discipline to manage both outbound activity and inbound follow-up.
• A collaborative approach to working with Account Executives and peers across a distributed team.

A big advantage if you have:

• Previous experience selling technology products or services.
• Experience prospecting into engineering, Dev Ops, platform, infrastructure, data, security, or AI personas.
• Familiarity with cloud infrastructure, developer tools, IaaS, PaaS, data platforms, or AI/ML.
• Experience working in a global or high-growth technology company.
• Experience with Salesforce, Outreach, Salesloft, Zoom Info, Linked In Sales Navigator, or similar sales tools.
• Experience working successfully in a remote or…