Business Development Representative

Summary

Digimarc Corporation is a global leader in product digitization and digital watermarking solutions. The Business Development Representative will drive pipeline through outbound prospecting, conduct discovery, qualify opportunities using MEDDPICC, build relationships with stakeholders, and hand off qualified opportunities to Account Executives.

Responsibilities

• Generate qualified pipeline through targeted outbound (phone, email, social, events)
• Identify and prioritize accounts based on ICP, use cases, and buyer pain
• Run initial discovery and qualify opportunities using MEDDPICC
• Capture and document key stakeholders (champion, economic buyer, decision criteria) for clean handoff to Account Executives
• Build and multi-thread relationships across key accounts
• Partner closely with Account Directors to progress opportunities
• Create and iterate outbound cadences using Gong and performance data
• Leverage AI tools to accelerate research, personalize messaging, and build repeatable workflows
• Maintain hygiene in Hubspot, Apollo and Salesforce
• Stay current on industry trends, competitive landscape, and messaging
• Mentor junior BDRs as needed

Skills

• 1–2+ years of SDR/BDR experience
• Experience qualifying deals and navigating stakeholders (champion, economic buyer, etc.)
• Familiarity with MEDDPICC or similar sales methodology
• Experience with sales tools: Salesforce, Gong, HubSpot, Sales Navigator
• Proven ability to use AI tools (e.g., ChatGPT, Claude) to improve prospecting efficiency and quality
• Strong written and verbal communication skills; able to engage senior stakeholders
• Comfortable in a high-activity, outbound environment (phone-first mindset)
• Coachable, adaptable, and accountable to activity and pipeline metrics
• Collaborative, team-oriented approach to pipeline generation

Qualifications

Must Haves

• 1–2+ years of SDR/BDR experience
• Experience qualifying deals and navigating stakeholders (champion, economic buyer, etc.)
• Familiarity with MEDDPICC or similar sales methodology
• Experience with sales tools: Salesforce, Gong, HubSpot, Sales Navigator
• Proven ability to use AI tools (e.g., ChatGPT, Claude) to improve prospecting efficiency and quality
• Strong written and verbal communication skills; able to engage senior stakeholders
• Comfortable in a high-activity, outbound environment (phone-first mindset)
• Coachable, adaptable, and accountable to activity and pipeline metrics
• Collaborative, team-oriented approach to pipeline generation

Benefits

• Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
• Restricted Stock Units
• Flexible Paid Time Off & Holidays
• Life Insurance
• Employee Stock Purchase Plan (ESPP)
• Mentorship Opportunities
• Training & Development