Manage and follow up on inbound leads from webinars, events, campaigns, and website inquiries to convert early interest into qualified pipeline.
Partner with Marketing to ensure timely, thoughtful follow-up on campaign-driven leads and surface insights that improve lead quality and conversion.
Support Account Executives by strategically prospecting into 20+ target accounts, generating qualified meetings and opportunities.
Execute multi-channel outbound campaigns across email, LinkedIn, and phone to engage new prospects and create pipeline.
Build relationships with technical and business stakeholders across engineering, data, and AI teams through personalized outreach and account-based engagement.
Own the development of target accounts through research, multi-threading, and consistent engagement.
Use modern sales and AI-powered tools (Apollo, LinkedIn Sales Navigator, Gong, etc.) to personalize outreach, improve efficiency, and track engagement.
Maintain accurate CRM data in HubSpot while contributing insights that improve pipeline generation and prospecting strategy.
Collaborate closely with Account Executives to progress opportunities and convert early conversations into sales-qualified pipeline.
Develop and test new outbound messaging, campaigns, and prospecting playbooks as Unstructured continues to scale.
Continuously refine outreach strategies using data, experimentation, and market feedback to improve pipeline creation and conversion.

2+ years of experience in sales development, business development or account management (startup experience is a plus).
Comfortable managing inbound lead flow while proactively driving outbound prospecting into target accounts.
Experience nurturing relationships, managing accounts, or running strategic outbound campaigns.
Ability to engage and communicate effectively with both technical and business stakeholders.
Strong written and verbal communication skills, you know how to capture attention, build rapport, and start meaningful conversations.
Familiarity with modern sales tools such as HubSpot, Apollo, LinkedIn Sales Navigator, Gong, or similar platforms.
Highly motivated, curious, and resilient with a strong growth mindset and willingness to continuously improve.
Proactive and organized self-starter who thrives in a fast-paced, high-growth startup environment.
Entrepreneurial mindset with the ability to identify opportunities and work cross-functionally to improve processes and playbooks as the team scales.

Senior Business Development Representative

Key skills