Generate pipeline through targeted outbound to technical stakeholders (Heads of Engineering / VP Engineering and adjacent roles).
Qualify and convert inbound interest from self-serve users by diagnosing needs and advancing opportunities.
Build repeatable outbound playbooks: account segmentation, messaging, sequences, and objection handling.
Leverage tools and signals to prioritize the right accounts and personalize outreach efficiently.
Develop relationships within relevant ecosystems and networks to accelerate pipeline creation.
Maintain strong CRM hygiene and report on funnel performance (meetings, conversion rates, pipeline quality).
Partner closely with leadership to refine ICP, positioning, and the handoff/closing process in preparation for the AE transition.

2–5+ years in BDR/SDR or adjacent GTM roles with clear evidence of pipeline creation and consistent performance.
Ability to engage technical buyers credibly; practical understanding of concepts like APIs and technical workflows.
Strong networking and relationship-building skills (comfortable creating warm paths and leveraging communities).
Excellent written and verbal communication; professional, low-ego approach (no “hard sell”).
High ownership and comfort operating in ambiguity; bias toward building systems and playbooks.
Ability to work onsite in San Francisco (relocation supported).
Eligible to work in the U.S. (work authorization requirements will be discussed during the process).

Senior Business Development Representative

Key skills