Business Development Representative

Business Development Representative

San Francisco

Dive in and do the best work of your career at DigitalOcean. Journey 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.

This role is ideal for someone with hands-on B2B prospecting experience who can combine thoughtful outbound outreach with strong follow-up and qualification of inbound demand.

As a BDR, you will play a front-line role in DigitalOcean's growth. You will research and prioritize accounts, build relevant prospecting hypotheses, create curated outreach, engage technical buyers, and qualify new customers who are building and scaling on cloud infrastructure.

You do not need to be a cloud infrastructure expert when you join.

We are looking for someone who is comfortable selling into technical audiences, curious about how technology companies operate, and able to learn technical concepts quickly. Experience with cloud, developer tools, infrastructure, data, or AI is a strong advantage, but it is not a requirement.

You will partner closely with Account Executives, Marketing, and other go-to-market teams to create pipeline, follow up on inbound interest, and ensure a strong customer experience from first touch through qualification and handoff.

Like any high-performing sales organization, success in this role is measured by outcomes, specifically the quality, consistency, and conversion of the opportunities you create.

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, DevOps, 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 DigitalOcean'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 DigitalOcean:

• 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 overcomplicating 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, DevOps, 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, ZoomInfo, LinkedIn Sales Navigator, or similar sales tools.
• Experience working successfully in a remote or distributed sales environment.
• Bachelor's Degree, strongly preferred.

What We Do Not Expect On Day One:

• Deep cloud architecture expertise.
• Detailed knowledge of DigitalOcean's full product portfolio.
• The ability to independently solution complex infrastructure or AI workloads.
• A background selling cloud infrastructure specifically.

Compensation Range:

• $49,800 - $62,250

*This is a remote role

JR: 2026-8227

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Why You'll Like Working For DigitalOcean:

• 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. As a member of the team, 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. At DO, 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. All employees have access to LinkedIn Learning's 10,000+ courses to support their continued growth and development.
• We Care About Your Well-Being. Regardless of your location, we will provide you with a competitive array of benefits to support you from our Employee Assistance Program to Local Employee Meetups to flexible time off policy, to name a few. While the philosophy around our benefits is the same worldwide, specific benefits may vary based on local regulations and preferences.
• We Reward Our Employees. The salary range for this position is based on market data, relevant years of experience, and skills. You may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees, including equity grants upon hire and the option to participate in our Employee Stock Purchase Program.
• DigitalOcean Is An Equal-Opportunity Employer. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.

Application Limit: You may apply to a maximum of 3 positions within any 180-day period. This policy promotes better role-candidate matching and encourages thoughtful applications where your qualifications align most strongly.