[Hiring] Business Development Representative @DigitalOcean

Role Description

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.
• 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.

Qualifications

• 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.

Requirements

• 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.

Benefits

• Competitive array of benefits to support your well-being.
• Reimbursement for relevant conferences, training, and education.
• Access to LinkedIn Learning's 10,000+ courses to support continued growth and development.
• Bonus eligibility based on company and individual performance.
• Equity compensation to eligible employees, including equity grants upon hire and participation in the Employee Stock Purchase Program.

Compensation Range

$49,800 - $62,250

*This is a remote role

JR: 2026-8227

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