Business Development Representative

Join the Zip RevolutionZip is at the forefront of transforming enterprise procurement through our cutting-edge AI platform, designed for seamless collaboration between humans and AI agents. Our technology optimizes procurement processes across teams, tools, and suppliers, empowering organizations to acquire essential resources and drive rapid innovation.We are proud to have the trust of industry leaders such as T-Mobile, OpenAI, AMD, Mars, and Dollar Tree, collectively saving over $8 billion and managing more than $500 billion in expenditures. Our diverse team comprises visionary product leaders from major companies like Apple, Airbnb, and Meta, alongside seasoned procurement experts from high-profile organizations including United Health, Sanofi, and NASA.With strong backing from notable investors including Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has successfully raised $371 million and currently holds a valuation of $2.2 billion. Our achievements have garnered recognition from Forbes Fintech 50, Fast Company’s Most Innovative Companies, and LinkedIn’s Top Startups.Your OpportunityAs a Business Development Representative (BDR) focused on the State & Local Government (SLED) sector, you will play a pivotal role in generating new business opportunities within government agencies and public sector organizations. Your responsibilities will involve strategic outbound prospecting to build a robust pipeline.This role is ideal for individuals who possess a keen interest in public sector procurement processes and are eager to contribute to our mission of simplifying complex purchasing tasks in highly regulated environments. Join us as we expand our influence in this dynamic market.

About Ditto Ditto builds technology that keeps data moving reliably, even when networks are unreliable or unavailable. Developers use Ditto’s peer-to-peer synchronization engine to power real-time applications for places where connectivity is a challenge: stadiums, aircraft, and remote military bases. Trusted by organizations such as Chick-fil-A, Delta Airlines, and the U.S. military, Ditto supports mission-critical operations across aviation, retail, travel, hospitality, and defense. The company has raised over $145 million and continues to grow globally, with a strong commitment to diversity and inclusion. Role Overview: Senior Software Engineer – Public Sector This Senior Software Engineer (Forward Deployed Engineer) position focuses on supporting Ditto’s public sector users. The role centers on collaborating directly with key users, integrating Ditto’s technology into operational environments, and ensuring rapid, effective deployments. The engineer acts as a technical leader in the field, solving complex problems as they arise and serving as a bridge between users and Ditto’s core engineering team. Adaptability and comfort with ambiguity are essential, as is the ability to resolve issues quickly in high-stakes situations. What You Will Do ATAK Plugin Development: Lead the design, creation, and field deployment of custom ATAK (Android Team Awareness Kit) plugins. These plugins embed Ditto’s data synchronization into the primary situational awareness tools used by warfighters. Android-Native Integrations: Build and optimize Android applications and services for tactical end-user devices. Ensure these solutions work reliably in disconnected, intermittent, and low-bandwidth (DIL) conditions. Integration Architecture: Design the full integration between Ditto’s platform and the broader TAK ecosystem. Define data contracts, API boundaries, and synchronization patterns to enable smooth interoperability with third-party systems and services. Real-Time Issue Resolution: Serve as the first line of technical support, diagnosing and fixing application, integration, and data-flow issues as they happen in the field. Location Remote, with preference for candidates based in Atlanta, Austin, San Francisco, or Seattle.

As a Senior Software Engineer within the Public Sector team at Scale AI, you will play a pivotal role in creating foundational products that empower forward-deployed teams to develop advanced agentic capabilities across various domains. Your responsibilities will include designing and building robust systems to ingest and process federal datasets, facilitating real-time decision-making in challenging environments. Our innovative solutions encompass:Establishing multi-layered guardrails around autonomous agentsEnhancing data retrieval processes for agentsCoordinating fleets of asynchronous agentsAutomatically notifying users of data anomaliesProviding transparency into how agents reach their conclusionsIn this role, you will lead the development of either a vertical feature or a horizontal capability, from defining requirements in collaboration with stakeholders through to final implementation and acceptance.Your core responsibilities include:Designing and implementing scalable backend systems and distributed architectures tailored for Federal clients.Managing the entire feature development lifecycle, from requirement gathering to deployment on classified networks.Overseeing the orchestration of asynchronous agent fleets to fulfill mission objectives.Engaging directly with customers to translate their mission needs into actionable technical requirements.Maintaining communication with stakeholders to ensure that implementations meet established acceptance criteria.Conducting technical reviews and assessing potential risks within machine learning infrastructure and model serving.Influencing the platform roadmap by delivering technical specifications for Federal product solutions.

As a Staff Software Engineer focused on the public sector, you will play a pivotal role in developing essential software components that empower teams to create intelligent solutions across various domains. Your responsibilities will include designing systems that ingest and process federal datasets, facilitating real-time decision-making in complex environments. Our work involves pioneering innovative capabilities, such as:Establishing multi-layered guardrails for AI agentsEnhancing data retrieval processes for agentsCoordinating fleets of asynchronous agentsAutomatically notifying users of data anomaliesProviding insights into agent decision-making processesIn this role, you will lead the execution of both vertical features and horizontal capabilities, guiding fellow engineers in defining requirements in collaboration with stakeholders and navigating technical implementation trade-offs until stakeholder acceptance is achieved.Your key responsibilities will include: Leading feature integration within the Federal engineering team to maintain architectural integrity.Formulating the technical strategy for agentic guardrails, explanation mechanisms, and fleet orchestration.Ensuring system reliability and performance across varying security classifications and network types.Mentoring engineers in the requirement definition process and ensuring stakeholder alignment.Communicating high-level technical trade-offs and implementation strategies to senior government officials and Scale AI executive leadership.Shaping the long-term product strategy and technical roadmap for the Federal business unit.Advising on the architecture of AI-driven solutions for large-scale federal contracts.

We are seeking a skilled Contracts Manager to join our dynamic team at Anthropic. In this pivotal role, you will oversee and manage contracts within the public sector, ensuring compliance and efficient execution. You will work closely with cross-functional teams to support our mission of advancing AI technology responsibly.

Alleviate Health seeks a Business Development Representative based in San Francisco. The main focus of this position is to expand the company’s presence by identifying and developing new business opportunities. Building and maintaining strong relationships with clients is a key part of the day-to-day work. Role overview Find and pursue new business prospects to help grow Alleviate Health’s market reach Develop and nurture relationships with clients, both new and existing Clearly communicate the value of Alleviate Health’s offerings to potential clients Take initiative with sales outreach and follow-up efforts Requirements Strong communication skills Comfort working with proactive, outbound sales activities Ability to explain complex ideas in clear terms

Join our dynamic team as a Business Development Representative, where you will play a pivotal role in shaping our sales strategy and driving growth. We are seeking a motivated individual with over 1 year of experience in a BDR role within a fast-paced startup or SaaS environment, ready to elevate their sales career.Your Responsibilities:Conduct proactive outreach through cold calls, emails, and LinkedIn to cultivate new leads.Identify and assess potential prospects, concentrating on small to medium business and mid-market opportunities.Schedule meetings for Account Executives and facilitate early-stage sales activities.Utilize CRM tools to monitor activity and track progress effectively.Collaborate with the sales and marketing teams to refine messaging and enhance conversion rates.Experiment with and adjust outreach strategies to maximize results.

Location: San Francisco, CAWork model: OnsiteIndustry: AI, Logistics, Supply Chain TechnologyCompensation: $70,000–$80,000 base salary plus variable compensation (estimated on-target earnings: $110,000–$120,000) About the Company talentpluto partners with a Series A AI startup focused on transforming the logistics sector. This company builds software that automates complex workflows for freight and logistics teams, helping clients save time on repetitive tasks like phone calls, emails, chat, and data entry. Their tools free up teams to build relationships and drive revenue, tackling a major challenge in a critical industry. With strong early momentum and a growing customer base, the company is at a point where early hires can make a measurable impact on growth. Role Overview The Business Development Representative will play a central role in generating outbound pipeline and supporting commercial growth. This onsite position in San Francisco suits someone who enjoys prospecting, thrives in a high-volume outreach setting, and wants to join a team where outbound efforts are already producing results. While the company has established core strategies, there is still room to refine messaging, targeting, and processes. This role offers the chance to shape outbound strategy and, as the company grows, the potential to move into a closing sales role. Key Responsibilities Drive outbound prospecting to generate qualified leads across channels such as phone and email. Lead cold outreach efforts, with a strong emphasis on phone-based engagement. Research target accounts and contacts to increase outreach effectiveness and conversion rates. Qualify prospects and convert outreach into sales opportunities. Work closely with sales leadership and Account Executives to improve messaging and targeting. Keep accurate records of prospecting activities, opportunities, and account progress in internal systems. Share insights on campaign performance, market response, and ways to improve processes. Help build and refine a scalable outbound strategy as the team grows. Qualifications At least 1 year of experience in a Business Development Representative, Sales Development Representative, or similar outbound sales role. Comfort with cold calling and managing high outbound activity levels. Strong written and verbal communication skills. Ability to research and understand target accounts. Collaborative approach and ability to work in a fast-paced environment.

Join Scale AI, a leader in artificial intelligence solutions, as we rapidly expand our Public Sector division. Our mission is to empower government agencies in leveraging AI for national security and public operations. We are seeking a proactive Field Engineering Manager to lead our field engineering teams on federal AI projects. In this pivotal role, you will have a direct impact on significant revenue growth by fostering strong relationships with our key public sector clients and ensuring their satisfaction and loyalty to Scale AI. This position is perfect for a technical leader who enjoys team management while remaining engaged with cutting-edge technology and solving impactful challenges within the U.S. government.As a Field Engineer, you will be a software engineering generalist, skilled in client engagement and adept at translating ambiguous requirements into robust, production-grade solutions alongside our Product, Engineering, and Delivery teams. You will possess a deep understanding of Scale's products and codebase, as well as a broad technical knowledge of Generative AI systems, APIs, networking, and data engineering. Your ability to build strong relationships and manage projects will be crucial as you deliver technical solutions and nurture your team’s growth.Your role will encompass a balance of technical planning and execution (50%) alongside people management and team development (50%), overseeing a team of 6-8 engineers. You will collaborate across functions with product, engineering, security, and delivery teams to ensure compliance with federal regulations and security standards.Daily Responsibilities:Engage with customers in field engineering, focusing on technical development and solution delivery (50%)Manage and mentor a growing engineering team (50%)Key Responsibilities:Recruit and build a high-performing engineering team.Enhance engineering productivity through guidance, mentorship, and technical leadership on Generative AI projects.Collaborate with cross-functional teams to design and execute a strategic roadmap based on customer needs.Work directly with clients to identify their challenges and convert them into tailored workflows using Scale's platform.Be open to approximately 25% travel or potential relocation to key customer locations.Collaborate with cross-functional teams to define the vision for backend solutions tailored to government agency requirements.

Role Overview Box Inc. is seeking a Customer Success Manager focused on the Public Sector in San Francisco, CA. This role centers on helping government and public sector clients reach their goals with the Box platform. The position involves working directly with clients to understand their needs, address challenges, and ensure they get real value from our products. What You Will Do Develop and maintain strong relationships with public sector customers Collaborate with clients to identify challenges and recommend effective solutions Provide product training and guidance to help clients use Box effectively Advocate for customer needs within Box, ensuring their feedback is heard Work to drive customer satisfaction, engagement, and retention Success Measures High levels of client engagement Strong customer retention rates Overall customer satisfaction

Join Scale AI as a passionate and skilled Mission Software Engineer within our innovative Federal Engineering team. In this pivotal position, you will directly contribute to enhancing our government clients' capabilities by designing and implementing tailored solutions. Our advanced, scalable platform is essential for these solutions, and your technical expertise will be crucial in ensuring seamless integrations with existing client infrastructures, enhancing their workflows.Your Responsibilities Include:Engaging directly with clients to identify their needs and translating them into functional features within Scale’s platform.Being prepared for over 50% travel or potential relocation to key client sites.Working collaboratively with diverse teams to define and implement backend solutions that cater to the specific requirements of government agencies operating in secure environments.Executing comprehensive data integrations, ensuring synchronization of client data with Scale’s platform.Deploying and maintaining Scale software at client locations.Creating features requested by clients, working closely to ensure high satisfaction.Building robust and reliable backend systems that serve as standalone products, empowering clients to advance their AI initiatives.Actively participating in client engagements and collaborating with stakeholders to capture requirements and deliver cutting-edge solutions.This role requires an active TS/SCI security clearance or the capability to obtain one.

Join Canva as the Sales Strategy & Operations Lead for our Public Sector division, where you will play a pivotal role in shaping our strategic direction and driving operational excellence. As a key member of our team, you will collaborate closely with cross-functional stakeholders to develop and implement effective sales strategies that enhance our presence in the public sector.Your expertise will guide the optimization of sales processes and drive data-driven decision-making. This position offers an exciting opportunity to make a significant impact in a dynamic environment.

At Airbyte, we are the leaders in open-source data movement, empowering data teams to seamlessly transfer data from various applications, APIs, unstructured sources, and databases to data warehouses, lakes, and AI applications. With a robust ecosystem featuring tens of thousands of connectors and adoption by hundreds of thousands of businesses, we have demonstrated the cost-effectiveness of data integration on a large scale. As we innovate the next generation of agentic data infrastructure tailored for AI agents, our mission remains clear: to make data accessible and actionable everywhere.Having successfully raised $181 million from prestigious investors such as Benchmark, Accel, Altimeter, Coatue, and Y Combinator, we operate with a strong belief in product-led growth. Our commitment to building exceptional products that resonate with our users drives us to explore boldly while maintaining agility, creativity, and a culture of constant experimentation in the evolving AI landscape.The Role:As an Enterprise Business Development Representative (BDR) at Airbyte, you will be pivotal in spearheading our growth within the enterprise sector. This strategic role is centered on pinpointing key decision-makers and orchestrating high-quality sales meetings within enterprise accounts, directly influencing our revenue trajectory while honing your skills, experience, and professional connections in the sales arena.What You’ll Do:Engage in proactive hunting and prospecting within enterprise accounts to secure meetings with stakeholders across various tiers, from C-suite leaders to data engineers.Craft tailored, persuasive outbound communications at scale to cultivate relationships and drive qualified sales meetings.Collaborate closely with Enterprise Account Executives and GTM Engineers to build pipeline and achieve revenue targets.Acquire a thorough understanding of the enterprise data and AI ecosystem, customer pain points, and how Airbyte enables organizations to maximize the value of their data.Collect and relay customer insights to Marketing, Sales, and Product teams to refine our go-to-market strategies continuously.What You’ll Need:A minimum of 1 year of customer-facing sales experience, preferably in a B2B technology context. Previous experience as an SDR/BDR is advantageous but not mandatory.A proactive, solution-focused mindset with a drive for results.

unframe is looking for a Business Development Representative to expand its client base and build lasting relationships. This remote position offers the flexibility to work from anywhere while connecting with potential clients and supporting them through each step of the sales process. What you will do Identify and pursue new business opportunities to drive growth Nurture leads and maintain ongoing communication with prospects Collaborate with the sales team to achieve shared targets Role highlights Remote role based in the United States (San Francisco, California listed as company location) Focus on outreach, lead development, and relationship management Work closely with colleagues to meet business goals

Join Anchorage Digital, a pioneering force in the realm of digital assets, where we are crafting the most sophisticated platform for institutions eager to engage in cryptocurrency.Anchorage Digital stands at the forefront of the crypto industry, providing institutions with unparalleled access to digital assets through a range of services, including custody, staking, trading, governance, and settlement, all supported by cutting-edge security infrastructure. As home to Anchorage Digital Bank N.A., the first federally chartered crypto bank in the U.S., we extend our offerings globally through Anchorage Digital Singapore, Porto by Anchorage Digital, and more.Backed by prominent investors like Andreessen Horowitz, GIC, Goldman Sachs, KKR, and Visa, our company boasts a Series D valuation exceeding $3 billion. Founded in 2017 in San Francisco, California, we have expanded our presence with offices in New York, Porto, Singapore, and Sioux Falls. Discover more about us at anchorage.com, on X @Anchorage, and on LinkedIn.We are seeking a motivated and experienced Business Development Representative (BDR) to join our team. In this pivotal role, you will drive revenue growth by identifying leads and engaging potential clients across all our business verticals.As the first point of contact for prospects, you will need a solid grasp of the sales process and a genuine enthusiasm for digital assets. We are looking for a quick learner with exceptional communication skills who can effectively convey our innovative offerings.At Anchorage Digital, we emphasize growth and impact, fostering an environment where our team members can develop their skills and contribute meaningfully, both within the BDR role and beyond.

As the Mission Software Engineering Manager for Scale AI’s rapidly growing Public Sector division, you will be a pivotal member of our innovative Federal Engineering team. In this role, you will help government agencies leverage AI for essential national security, defense, and public missions. Your expertise will be vital in designing and implementing robust solutions that seamlessly integrate with our scalable, high-performance platform, enabling our customers to enhance their workflows effectively.Key Responsibilities:Build and mentor a high-performing engineering team dedicated to Generative AI projects.Boost engineering efficiency by providing technical leadership and guidance.Work collaboratively with cross-functional teams to define and execute a strategic roadmap.Engage directly with customers to translate their challenges into actionable features within Scale’s platform.Be prepared for approximately 25% travel or potential relocation to key customer locations.Partner with cross-functional teams to create backend solutions tailored for government agencies operating in secure environments.Oversee end-to-end data integrations, ensuring seamless synchronization between customer data and Scale’s platform.Deploy and maintain Scale software solutions on customer sites.Collaborate closely with customers to develop features that drive satisfaction and loyalty.Construct reliable backend systems that empower customers to accelerate their AI initiatives.Actively participate in customer engagements, working with stakeholders to comprehend requirements and deliver innovative solutions.This position requires a current TS/SCI security clearance or the capability to obtain one.

Become a Force for Good at Axon.At Axon, our mission is to Protect Life. We are innovators, tackling the most pressing safety and justice challenges in society through our suite of devices and cloud software. Just like our products, we believe in teamwork and the power of diverse perspectives from our customers, communities, and each other.Life at Axon is dynamic, demanding, yet fulfilling. Here, you will take initiative and drive impactful change. Experience continuous growth as you dedicate yourself to a mission that truly matters at a company that values you.Your ImpactAs the Public Sector Contract & Partner Strategy Lead, you will architect and execute strategies that facilitate scalable procurement and partner-driven growth for our U.S. Public Sector operations. By enhancing our state and cooperative contract portfolio, activating significant commercial partnerships, and proactively addressing procurement challenges for new products, you'll streamline the buying process, broaden market access, and accelerate revenue generation. This position operates at the convergence of Sales, Legal, Product, Finance, and Government Affairs, translating go-to-market initiatives into actionable contracting and commercialization frameworks that yield measurable growth.

Join Cloudflare as a Senior Named Solutions Engineer specializing in the Public Sector. In this pivotal role, you will leverage your technical prowess and strong communication skills to deliver tailored solutions that meet the unique needs of governmental and public institutions. You will work collaboratively with various teams to drive successful outcomes and ensure that our clients receive the highest level of service and support.Your responsibilities will include engaging with stakeholders to understand their requirements, designing and implementing solutions, and providing ongoing technical guidance. You will also play a key role in educating clients about our products and services, ensuring they can maximize their use of our cutting-edge technology.

OverviewAt Pulse, we are revolutionizing data infrastructure by addressing one of its most challenging aspects: extracting precise, structured information from intricate documents on a large scale. Our innovative document understanding technology merges intelligent schema mapping with meticulously crafted extraction models, overcoming the limitations of traditional OCR and parsing tools.Located in the heart of San Francisco, we are a dynamic and rapidly expanding team dedicated to empowering Fortune 100 companies, Y Combinator startups, public investment firms, and high-growth organizations. With the backing of leading investors, we continue to scale our operations.What sets our technology apart is our multi-faceted architecture, which includes:Advanced layout comprehension using specialized component detection modelsLow-latency OCR models tailored for specific extraction tasksCutting-edge reading-order algorithms designed for complex document structuresProprietary recognition and parsing of table structuresRefined vision-language models for interpreting charts, tables, and figuresIf you are passionate about the intersection of computer vision, natural language processing, and data infrastructure, your contributions at Pulse will significantly impact our clients and the future of document intelligence.