Job description

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 Non-sales roles : In addition to base salary, this role is eligible to participate in DigitalOcean’s annual bonus plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. Bonus amounts depend on company and individual performance. Sales roles (sales compensation eligible) : In addition to base salary, this role may be eligible to earn incentive compensation under the applicable sales compensation plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. *This is a remote role JR: 2026-8227 #LI-Remote #LI-CY1 Why You’ll Like Working for DigitalOcean We innovate with purpose. You’ll be a part of a cutting-edge technology company with a high-growth trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As part of our team, you’ll embody our "Shark" mindset: bold, ambitious, and scrappy. You'll lead with a bias for action and take true ownership of our products, customer success, and team culture. We prioritize career development. At DigitalOcean, you’ll do the best work of your career. You will join a community of exceptional talent, collaborating closely with some of the brightest and most interesting people in the industry. We are a high-performance and fast-paced organization that will always challenge you to think big. Our talent development team prioritizes your professional development and provides resources to support your growth. We provide employees with reimbursement for relevant conferences, training, and education, subject to company policy. We care about your well-being. We take a comprehensive approach to our total rewards packages because we know different things drive different people. Our benefits are designed to support you and may include flexible time off, local team meetups, and mental health and well being support. Our benefits philosophy is consistent globally, but specific benefits and eligibility vary by location to reflect local needs and regulations. We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. Eligible employees may also receive equity compensation, which may include a new hire equity grant and, in participating countries, the opportunity to participate in our Employee Stock Purchase Program. Equity awards are subject to approval and the terms of the applicable plan. Non-sales roles : In addition to base salary, this role is eligible to participate in DigitalOcean’s annual bonus plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. Bonus amounts depend on company and individual performance. Sales roles (sales compensation eligible) : In addition to base salary, this role may be eligible to earn incentive compensation under the applicable sales compensation plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, sex, disability, protected veteran status, or any other characteristic protected by applicable law. 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.

Requirements

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

Nice-to-haves

Bachelor’s Degree, strongly preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigoml

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Pto

Professional Development