Business Development Representative

Scale AI•San Francisco, CA

2d•$80,000 - $126,000•Remote

About The Position

The Business Development Representative will report directly to vertical sales leadership and will 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.

Requirements

3+ years of experience in outbound sales, business development, SDR, BDR, or closing roles
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

Nice To Haves

Experience selling SaaS, infrastructure, data, or technical products preferred
Closing experience preferred but not required
Technical curiosity or familiarity with AI, machine learning, or data infrastructure highly valued

Responsibilities

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