Strategic / Founding Business Development Representative

Runware • San Francisco, CA

4d • Hybrid

About The Position

We’re hiring a Strategic / Founding Business Development Representative , a key early GTM hire responsible for generating pipeline, qualifying strategic opportunities, and shaping how we engage AI-native builders. You’ll work closely with founders, GTM leadership, and cross-functional partners to influence deals end to end and help define the early sales playbook. This role is well suited to someone who thrives in early-stage environments and enjoys mixing technical curiosity with commercial execution. This position is SF-first , with in-person collaboration, customer meetings, and ecosystem engagement as a core part of the role.

Requirements

• 1–4+ years of experience in Sales Development, Business Development, or similar customer-facing roles (SaaS, devtools, AI, or fast-growing startups preferred)
• Strong communicator, comfortable engaging both technical and non-technical stakeholders
• High-velocity work style with strong follow-through
• Curious and coachable, with interest in models, inference costs, and developer workflows
• Bias for execution in low-process, zero-to-one environments
• Genuine interest in the generative AI ecosystem
• Based in or willing to be regularly present in San Francisco

Nice To Haves

• Experience selling or supporting developer tools, APIs, or AI / ML platforms
• Familiarity with image, video, or multimodal AI workflows
• Previous experience as an early GTM hire or part of a founding sales team
• Existing network in the SF / Bay Area startup or AI ecosystem

Responsibilities

• Pipeline Generation & Qualification Identify and engage AI-native SaaS companies, developer platforms, creative tools, and high-volume builders
• Qualify inbound interest (trials, usage signals, product tests) and targeted outbound leads
• Run high-velocity outbound with clear technical positioning (cost, speed, unified API)
• Re-engage leads around product launches, model updates, or usage signals
• Customer Engagement & Support Lead discovery conversations to understand technical needs and buying signals
• Guide prospects toward the right documentation, examples, and workflows
• Coordinate demos, benchmarks, and test plans with Sales, Product, and Engineering
• Cross-Functional Collaboration Work directly with founders and the Developer Growth Lead on pipeline and proposals
• Partner with Marketing on messaging, case studies, and outbound content
• Maintain clean CRM data, qualification notes, and pipeline reporting
• Execution & Ownership Own weekly activity targets (outreach, follow-ups, qualification)
• Experiment with outreach approaches and help build scalable BDR motions
• Convert developer conversations into active tests and revenue opportunities

Benefits

• We’re a remote-first collective, meeting in person twice a year to plan, brainstorm, celebrate wins, and enjoy some face-to-face time.
• We have core hours for cooperative working and calls, but outside of that your calendar is yours. Work the hours that let you perform at your peak while also building a healthy life.
• Our release cycles are fast and intense, but they’re followed by real downtime. After big pushes we expect the team to unplug, recharge, and come back ready & stronger than ever for the next leap.
• Generous paid time off – vacation, sick days, public holidays
• Meaningful stock options – share in the upside you create
• Remote-first setup – work from home anywhere we can employ you
• Flexible hours – own your schedule outside core collaboration blocks
• Family leave – paid maternity, paternity, and caregiver time
• Company retreats – twice-yearly gatherings in inspiring locations

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed