Business Development Representative

Summary

DigitalOcean is a cloud and AI technology company that helps builders create and scale software. The Business Development Representative will support the AMER market by researching accounts, conducting targeted outbound prospecting, following up on inbound demand, engaging technical buyers, qualifying opportunities, and generating pipeline for Account Executives.

Responsibilities

• 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

Skills

• 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
• 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
• 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
• 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

Qualifications

Must Haves

• 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
• 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
• 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

Nice to Haves

• 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

Benefits

• Resources to ensure continued career growth and development
• Reimbursement for relevant conferences, training, and education
• Access to LinkedIn Learning's 10,000+ courses
• Employee Assistance Program
• Local Employee Meetups
• Flexible time off policy
• You may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance
• Equity compensation for eligible employees, including equity grants upon hire
• Option to participate in the Employee Stock Purchase Program
• Remote role