Business Development Representative San Francisco, CA Apply

The Business Development Representative will report directly to vertical sales leadership and will play a critical role in generating and qualifying pipeline across Scale AI's enterprise business.

This is an education-focused, customer-facing role responsible for owning early-stage enterprise opportunities through Stage 2 qualification while helping prospective customers understand Scale AI's capabilities, AI infrastructure offerings, and output methodology.

This role is designed as a bridge into strategic enterprise sales and is ideal for experienced outbound or mid-market sales professionals looking to transition into enterprise AI sales. Unlike traditional SDR roles, this position is structured as a closing-capable role with meaningful ownership over customer engagement, qualification strategy, and pipeline generation.

You will partner closely with Enterprise Account Executives and cross-functional teams to identify high-potential opportunities, educate customers on AI use cases, and ensure strong opportunity handoff into active enterprise sales cycles.

In this role, you will:

• Own outbound prospecting and customer engagement through Stage 2 qualification
• Drive customer outreach and education during the M1 phase of the sales process
• Teach prospective customers about Scale AI's capabilities, AI workflows, and output methodology
• Conduct discovery conversations to identify high-potential enterprise opportunities
• Generate and qualify pipeline opportunities for Enterprise Account Executives
• Partner closely with Account Executives to transition qualified opportunities into active deal cycles
• Develop a strong understanding of enterprise AI deployment patterns and customer use cases
• Maintain strong CRM hygiene and pipeline visibility using Salesforce and related sales tools
• Operate effectively within a verticalized sales organization across industries including Consumer, Finance, and Healthcare & Life Sciences (HCLS)
• Thrive in a fast-moving environment while balancing customer education, outbound activity, and pipeline quality
• Ideally,

You Will Have

• 3+ years of experience in outbound sales, business development, SDR, BDR, or closing roles
• Experience selling SaaS, infrastructure, data, or technical products preferred
• Closing experience preferred but not required
• Demonstrated ability to generate qualified pipeline and exceed activity or revenue targets
• Strong consultative communication and discovery skills
• Ability to educate customers on complex technical concepts and workflows
• Strong intellectual curiosity and willingness to develop expertise in AI fundamentals and enterprise AI workflows
• Experience working in fast-paced, high-growth environments
• Excellent writing and verbal communication skills
• Strong sales process and systems skills (Salesforce, Outreach, Slack, Clari preferred)
• Demonstrated ability to collaborate effectively with cross-functional teams and sales leadership
• Strong organizational skills, attention to detail, and ability to manage multiple opportunities simultaneously
• Technical curiosity or familiarity with AI, machine learning, or data infrastructure highly valued
• Compensation packages at Scale for eligible roles include base salary, equity, and benefits.
• The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position and may be inclusive of several career levels at Scale.
• Employees in eligible roles are also granted equity based compensation, subject to Board of Director approval.
• Benefits include comprehensive health, dental, and vision coverage, retirement benefits, a learning and development stipend, generous PTO, and potentially a commuter stipend.$80,000 — $126,000 USDWe are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.
• If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com.
• We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace.
• We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.#J-18808-Ljbffr

Skills

• Artificial Intelligence (AI), Biology, Business Development, Consumer Finance, Cross-Functional, Customer Relations, Customer Relationship Management (CRM), Customer Support/Service, Customer Training, Detail Oriented, Enterprise Sales,

Equal Employment Opportunity

(EEO), Healthcare, Leadership, Machine Learning, Organizational Skills, Presentation/Verbal Skills, Sales Closing Skills, Sales Cycle, Sales Management, Sales Prospecting, Sales Strategy, Salesforce.com, Slack, Software as a Service (SaaS), Team Player, Use Cases

About the Company

Scale AI