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Role Description

We are looking for a Business Development Representative to join our growing sales team. In this role, you will be responsible for managing and qualifying inbound demand from Commercial accounts. This role serves as the first point of contact for prospective customers, ensuring timely engagement, effective qualification, and proper routing to Commercial Account Executives.

What You Will Do

• Inbound Lead Management
  • Respond rapidly to all inbound MQLs (pricing and demo requests, content downloads, AIStor trial downloads, etc.).
  • Qualify inbound leads for ICP alignment, workload fit, storage scale, environment, and project timing.
  • Schedule and confirm qualified meetings for Account Executives.
  • Document all research learnings and call notes clearly within CRM to ensure strong AE handoffs.
• Live Chat Engagement
  • Serve as primary responder for website live chat inquiries.
  • Engage prospects in real time to understand use case and urgency.
  • Convert chat conversations into qualified meetings.
  • Escalate deeper technical questions to Sales Engineering when appropriate.
• Paid Digital & Campaign Follow-Up
  • Follow up on leads generated from paid media campaigns.
  • Prioritize high-intent digital responses.
  • Provide feedback to marketing on lead quality and trends.
• Event Recruitment & Follow-Up
  • Support pre-event meeting recruitment and post-event follow-up.
  • Schedule commercial meetings tied to webinars, field events, and conferences.
  • Track event-driven pipeline outcomes.
• Lead Routing & Assignment
  • Assign inbound leads to the appropriate Account Executive based on territory and segmentation.
  • Ensure accurate and clean handoffs with complete context.
  • Maintain SLA adherence for inbound follow-up.
• CRM & Reporting
  • Maintain strong CRM hygiene and data accuracy.
  • Track qualification outcomes (meeting held, disqualified, recycled, etc.).
  • Provide insights on inbound conversion trends.

Success Metrics

• Meetings held (not just scheduled)
• Meeting-to-Stage 1 opportunity conversion rate
• Speed-to-lead response time
• Live chat conversion rate
• AE acceptance rate of meetings
• Lead routing accuracy
• CRM data completeness

Qualifications

• 1–3 years of experience in BDR/SDR, inbound sales, or demand qualification.
• Experience in B2B technology (infrastructure, cloud, SaaS, or enterprise software preferred).
• Strong written and verbal communication skills.
• Comfortable handling live chat and real-time prospect engagement.
• Experience with CRM platforms (e.g., Salesforce) and marketing automation tools.
• Ability to understand technical concepts at a high level.
• Familiarity with cloud infrastructure, object storage, AI/ML, or data platforms.
• Understanding of qualification methodologies (e.g., MEDDICC, BANT).
• Highly responsive, organized, and detail-oriented with strong CRM discipline.
• Data-driven mindset focused on conversion improvement.
• Spanish proficiency a plus.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• 401K with 3% Contribution
• Pre-IPO Stock Options
• At least 12 Public Holidays
• Flexible Time Off