Description
The Business Development Representative will report directly to vertical sales leadership and play a critical role in generating and qualifying pipeline across Scale AI's enterprise business. This is an education-focused, customer-facing role responsible for owning early-stage enterprise opportunities through Stage 2 qualification while helping prospective customers understand Scale AI's capabilities, AI infrastructure offerings, and output methodology.
This role is designed as a bridge into strategic enterprise sales and is ideal for experienced outbound or mid-market sales professionals looking to transition into enterprise AI sales. Unlike traditional SDR roles, this position is structured as a closing-capable role with meaningful ownership over customer engagement, qualification strategy, and pipeline generation.
You will partner closely with Enterprise Account Executives and cross-functional teams to identify high-potential opportunities, educate customers on AI use cases, and ensure strong opportunity handoff into active enterprise sales cycles.
In this role, you will:
- Own outbound prospecting and customer engagement through Stage 2 qualification
- Drive customer outreach and education during the M1 phase of the sales process
- Teach prospective customers about Scale AI's capabilities, AI workflows, and output methodology
- Conduct discovery conversations to identify high-potential enterprise opportunities
- Generate and qualify pipeline opportunities for Enterprise Account Executives
- Partner closely with Account Executives to transition qualified opportunities into active deal cycles
- Develop a strong understanding of enterprise AI deployment patterns and customer use cases
- Maintain strong CRM hygiene and pipeline visibility using Salesforce and related sales tools
- Operate effectively within a verticalized sales organization across industries including Consumer, Finance, and Healthcare & Life Sciences (HCLS)
- Thrive in a fast-moving environment while balancing customer education, outbound activity, and pipeline quality
Ideally, You Will Have:
- 3+ years of experience in outbound sales, business development, SDR, BDR, or closing roles
- Experience selling SaaS, infrastructure, data, or technical products preferred
- Closing experience preferred but not required
- Demonstrated ability to generate qualified pipeline and exceed activity or revenue targets
- Strong consultative communication and discovery skills
- Ability to educate customers on complex technical concepts and workflows
- Strong intellectual curiosity and willingness to develop expertise in AI fundamentals and enterprise AI workflows
- Experience working in fast-paced, high-growth environments
- Excellent writing and verbal communication skills
- Strong sales process and systems skills (Salesforce, Outreach, Slack, Clari preferred)
- Demonstrated ability to collaborate effectively with cross-functional teams and sales leadership
- Strong organizational skills, attention to detail, and ability to manage multiple opportunities simultaneously
- Technical curiosity or familiarity with AI, machine learning, or data infrastructure highly valued