Business Development Representative

ABOUT the company

The company has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on the company to build, share, and run their applications across our suite of products including the company Desktop, the company Hub, and the company Scout.

We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, the company is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

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THE ROLE

The company is seeking a results-oriented Business Development Representative. The ideal candidate will be a self-starter with a proven track record of success in qualifying leads for commercial and enterprise-level accounts in the tech industry.

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RESPONSIBILITIES

• Use prospecting strategies to reach out to existing users of the company that demonstrate a propensity to acquire commercial licenses

• Identify the needs and challenges of the prospective customer

• Determine the prospect's interest in the company

• Schedule discovery meetings for sales representatives and prospects

• Achieve a target number of qualified prospects and new opportunities

• Respond to and qualify incoming inquiries regarding interest in the company products

• Craft a great first impression to our prospects and customers by adding value during every customer touchpoint

• Partner with cross-functional teams to share customer feedback

• Engage in team development and mentoring

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QUALIFICATIONS

• 1+ years of work experience in an outbound-focused Sales role

• A demonstrated track record of success

• Proactive and driven

• Excellent phone, writing, and listening skills

• A propensity and willingness to gain a strong understanding of the industry and basic use cases/value propositions that our product offers

• High integrity and a team-first mentality

• Detail-oriented and strong work ethic

• 4-year college degree or equivalent experience preferred

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WHAT TO EXPECT

FIRST 30 DAYS

• You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program

• You will learn how to navigate through award-winning sales tools such as; Salesforce, ZoomInfo, Common Room, Outreach, Sales Navigator, and the company

• You will begin core SDR functions; prospecting, lead qualification, appointment setting go, warm handoffs, Salesforce hygiene, and pipeline management.

• You will work closely with your manager, shadow your peers, and partner with your Account Executive to develop prospecting strategies and campaigns unique to your territory

• At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role

FIRST 60 DAYS

• During your second month, you will be laser-focused on company research and identify target accounts and prospecting strategies in your territory

• Build prospecting lists for target accounts and key decision-makers and then reach out to them using all communication channels (cold calls, email, chat, and social media)

• You will comprehend and maintain in-depth knowledge of the company’s products and have a great pitch

• Adhere to team KPI metrics and prospecting standards

• You will have an advanced understanding of tools, activities, and best practices to be successful in the BDR role

FIRST 90 DAYS

• In month three, you will be confident in your craft and ready to immerse yourself in your day job fully

• You will continue efforts to improve messaging, processes, and daily activities

• You will be an accomplished lead qualifier and an expert with tools and processes

• You will be ready to operate independently at full speed

Visa sponsorship: Not available for this role.

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COMPENSATION & EQUITY

All full-time roles include equity. Final compensation is determined on factors including but not limited to experience, skills, qualifications, and location.

United States: $59.5K – $85K OTE

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POSTING INFORMATION

• Open vacancy: This posting is for an existing open role.

• AI in hiring: the company may use AI-assisted tools during our recruiting process.

• Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.

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PERKS & BENEFITS

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.

• Flexibility that fits your life – We trust you to manage your schedule while delivering great work.

• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.

• Home office support – Set up your workspace for comfort and success.

• Technology stipend – Equivalent to US$100 net per month to help support your work.

• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.

• Parental leave – 16 weeks of paid parental leave after six months of employment.

• Equity for all full-time employees – Share in the company's long-term success as we continue to grow.

• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.

• the company swag – Because representing the whale never gets old.

The company is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.

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