Business Development Representative

About the Role We are expanding our BDR team with individuals who are excited to make an impact and help scale a high-performing, modern sales organization. We are looking for highly motivated individuals with a strong track record of success, people who not only achieve their individual goals but also elevate the team around them. This role is ideal for someone who is curious, adaptable, and eager to leverage new tools (including AI) to improve how they work. As a Business Development Representative, you will: Own pipeline generation by strategically sourcing and engaging prospects (CTOs, VPs of Engineering, etc.) through outbound efforts Use modern tooling, including AI-powered platforms like Glean and Google Gemini, to enhance prospect research, personalize outreach, and improve overall efficiency Interact with C-level and VP-level executives across startups to Fortune 500 companies, engaging in both technical and business-oriented conversations Partner closely with Account Executives on account strategy, messaging, persona-driven value propositions, qualification criteria, and deal progression Contribute to pipeline and revenue outcomes, with compensation tied to both pipeline sourced and Closed ARR Maintain and nurture relationships with prospects who may not convert immediately, building a long-term network and future pipeline Continuously experiment with new approaches—including AI-assisted workflows—to improve conversion rates and outbound effectiveness About You You are excited to build a strong foundation for a long and successful career in SaaS sales You are naturally curious and energized by learning, especially when it comes to new technologies like AI and how they can improve your workflow You have a strong sense of ownership and take pride in your work—from written communication to sales calls to long-term relationship building You are collaborative and team-oriented, eager to both learn from others and contribute to their success You are competitive, driven, and have a track record of performing at a high level in whatever you pursue You thrive in fast-paced, evolving environments and are comfortable adapting as tools and processes change You have a baseline understanding of how AI tools work (or a strong willingness to learn) and are motivated to incorporate them into your daily workflow to drive better outcomes Bonus Points If: You have experience selling into CTO / VPE / Director of Engineering personas You are passionate about sales process, tooling, or culture, and want to help shape how a modern sales org operates You have experience using AI tools (e.g., Glean, Google Gemini, or similar) to improve prospecting, research, or outreach You have a sense of humor—we take our work seriously, but not ourselves A list of job experiences and qualification requirements is great, but humility, a performance-driven attitude, and a team-player approach are most important to us. We love to have fun and win in the process. We only hire people who have a passion for building great companies in an environment where a sense of humor is a must. Occasional travel may be required. Applicants must be authorized to work for any employer in the US. We are unable to sponsor or take over sponsorship of an employment visa at this time. Let’s talk about us! This is all about you, but you want to know a little about us. Jellyfish enables leaders to effectively build AI-integrated engineering teams, align engineering decisions with business initiatives and deliver the right software efficiently and on time. AI tools alone won’t transform your org—Jellyfish shows you what’s working, what’s not, and how to build high-performing teams that know how to use AI the right way.