Senior Business Development Representative

Job Description Founded in 2009, Zest AI has been pioneering innovative AI technology with a mission to expand credit access to create opportunities for more Americans to pursue their financial goals. Zest AI is transforming the $17 trillion US consumer credit market by delivering AI technology that helps lenders identify creditworthy borrowers overlooked by traditional methods, while leveling the playing field so financial institutions of all sizes can harness AI to provide better lending experiences. With over 50 issued and pending patents across automation, accuracy, performance, and model explainability, Zest AI is a leader in financial technology, providing financial institutions with AI tools that create a more resilient US financial system and a stronger U.S. economy. With over 600 active AI models, financial institutions rely on Zest AI's comprehensive suite of solutions spanning marketing, underwriting, fraud detection, lending intelligence, and more to make smarter lending decisions while improving profitability. This US-based technology as a service company is headquartered in Los Angeles, California. Zest is hiring for a Senior Business Development Representative to help us drive new client development and acquisition through our next phase of growth. Reporting to the Manager of Business Development, the Senior Business Development Representative takes ownership of complex prospecting motions, serves as a strategic partner to Account Executives, and plays a leading role in shaping how we build pipeline at scale. In This Role You Will: Own and drive new business pipeline for Account Executives, leading outbound prospecting strategy across assigned territory Manage and qualify inbound leads driven by outbound efforts and conference follow-up, applying judgment to prioritize high-value opportunities Develop and execute multi-touch nurture campaigns for early- and mid-stage opportunities Lead outbound cold calling and outreach, consistently breaking into senior decision-maker levels Act as a strategic partner to core sellers — proactively identifying, sourcing, and advancing net new pipeline through deep account research and persona mapping Drive meeting preparation by aligning with internal account teams and contributing market and account intelligence Map organizational structures to identify and engage key economic buyers and champions within target accounts Process experimentation (help create or test outbound campaigns, sequences, and messaging) Mentorship & Leadership without direct management Act as a peer coach or mentor for newer SDRs Share templates, strategies, and tools that have worked to improve team performance Seen as a go-to resource on the team We are looking for: 3+ years of experience in business development, sales, or a related field, with a track record of consistent quota attainment Skilled communicator: an extremely clear and direct communicator who takes a consultative, value-led approach with excellent verbal and written communication skills Proven ability to thrive in a fast-paced environment — you think creatively, bring fresh angles to outreach, and consistently deliver high-quality work Deep experience with account planning, prospecting, and cold calling across large account lists, including C-suite and VP-level engagement Strong CRM hygiene — maintains accurate and up-to-date records of all sales activities, opportunities, and account information Demonstrated history of exceeding sales metrics and year-over-year quota attainment Ability to travel domestically approximately once a month for events and conferences Proficiency with Salesforce/CRM and LinkedIn Sales Navigator strongly preferred Experience in FinTech, financial services, or B2B SaaS strongly preferred Perks and benefits All Zestys experience: The opportunity to join a mission-focused company People – the best part of Zest Robust medical, dental and vision insurance plans Annual bonus plan participation 401(k) with generous match Employee Awards and Recognition 11 company holidays Winter break (office closed between Christmas Eve and New Year's Day) Unlimited vacation time Employee Resource Groups and Diversity, Equity, and Inclusion forums Generous family leave policy (12 week maternity leave / 6 week paternity leave) Phone and internet allowance Employee gatherings, including quarterly Town Hall meetings Our Burbank, CA area, hybrid model (typically 1 day/week) Zestys also enjoy: Complimentary daily lunches from LA’s best restaurants and a fully stocked kitchen Beautiful, modern, dog-friendly office with lounge and gaming areas Complimentary manicures, pedicures, and mindfulness sessions Reimbursable membership to the onsite gym Company happy hours, social events, outings, volunteer opportunities and much more! Onsite car wash service About Zest AI: Creating a diverse and inclusive culture where all are welcomed, valued, and empowered to achieve our full potential is important to who we are and where we’re headed in the future. We know that unique backgrounds, experiences, and perspectives help us think bigger, spark innovation, and succeed together. Zest is committed to diversity, equity, and inclusion and encourages professionals from underrepresented groups in technology and financial services to apply. Our core values are Collaboration, Communication, Client-centricity, Bias for Action, and Heart. Learn more at Zest.ai and connect with us on View email address on click.appcast.io or our Insights blog (