Dive in and do the best work of your career at DigitalOcean. Journey alongside a strong community of top talent who are relentless in their drive to build the simplest scalable cloud. If you have a growth mindset, naturally like to think big and bold, and are energized by the fast-paced environment of a true industry disruptor, you’ll find your place here. We value winning together—while learning, having fun, and making a profound difference for the dreamers and builders in the world.
This role is ideal for someone with hands-on B2B prospecting experience who can combine thoughtful outbound outreach with strong follow-up and qualification of inbound demand.
As a BDR, you will play a front-line role in DigitalOcean’s growth. You will research and prioritize accounts, build relevant prospecting hypotheses, create curated outreach, engage technical buyers, and qualify new customers who are building and scaling on cloud infrastructure.
You do not need to be a cloud infrastructure expert when you join.
We are looking for someone who is comfortable selling into technical audiences, curious about how technology companies operate, and able to learn technical concepts quickly. Experience with cloud, developer tools, infrastructure, data, or AI is a strong advantage, but it is not a requirement.
You will partner closely with Account Executives, Marketing, and other go-to-market teams to create pipeline, follow up on inbound interest, and ensure a strong customer experience from first touch through qualification and handoff.
Like any high-performing sales organization, success in this role is measured by outcomes, specifically the quality, consistency, and conversion of the opportunities you create.
What You'll Do:- Drive outbound pipeline creation through targeted, data-driven prospecting across email, phone, and social channels.
- Research and prioritize accounts using relevant business, growth, hiring, technology, and intent signals.
- Build prospecting hypotheses and create curated outbound messaging that is relevant to the account and persona.
- Identify and engage technical decision makers and influencers across engineering, infrastructure, DevOps, data, and AI teams.
- Follow up on inbound leads quickly and thoughtfully, understanding the customer’s needs, workload, timing, and reason for engaging.
- Conduct first discovery and qualification conversations to determine whether there is a meaningful sales opportunity.
- Set qualified meetings and generate high-quality opportunities for Account Executives.
- Learn to clearly articulate DigitalOcean’s value proposition across Cloud, AI, and developer-focused solutions without needing to be the technical expert.
- Partner closely with Account Executives on account strategy, prioritization, messaging, and follow-up.
- Collaborate with Sales and Marketing on outbound motions, campaigns, and account-based initiatives.
- Maintain accurate and timely prospect and customer activity in our CRM to support pipeline management, forecasting, and reporting.
- Previous experience in B2B sales development, business development, or another prospecting-focused sales role, with meaningful exposure to outbound prospecting.
- Experience researching accounts and contacts and creating outreach that goes beyond generic, high-volume messaging.
- Strong written and verbal communication skills across email, phone, and social selling.
- Comfort engaging technical personas and the curiosity to understand how their priorities differ across roles.
- The ability to learn unfamiliar technical concepts quickly and communicate them clearly without overcomplicating the message.
- Good judgment around prioritization. You can decide where to spend your time, what deserves follow-up, and when an opportunity is worth progressing.
- A self-driven, results-oriented mindset with the ability to work independently in a remote environment.
- Openness to feedback, coaching, and continuous improvement in a performance-focused sales culture.
- Ownership of your results. You understand your numbers, recognize when something is not working, and adjust your approach.
- Strong organizational and time-management skills, with the discipline to manage both outbound activity and inbound follow-up.
- A collaborative approach to working with Account Executives and peers across a distributed team.
- Previous experience selling technology products or services.
- Experience prospecting into engineering, DevOps, platform, infrastructure, data, security, or AI personas.
- Familiarity with cloud infrastructure, developer tools, IaaS, PaaS, data platforms, or AI/ML.
- Experience working in a global or high-growth technology company.
- Experience with Salesforce, Outreach, Salesloft, ZoomInfo, LinkedIn Sales Navigator, or similar sales tools.
- Experience working successfully in a remote or distributed sales environment.
- Bachelor’s Degree, strongly preferred.
- Deep cloud architecture expertise.
- Detailed knowledge of DigitalOcean’s full product portfolio.
- The ability to independently solution complex infrastructure or AI workloads.
- A background selling cloud infrastructure specifically.
- $49,800 - $62,250
*This is a remote role
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- We innovate with purpose. You’ll be a part of a cutting-edge technology company with an upward trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As a member of the team, you will be a Shark who thinks big, bold, and scrappy, like an owner with a bias for action and a powerful sense of responsibility for customers, products, employees, and decisions.
- We prioritize career development. At DO, you’ll do the best work of your career. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that will always challenge you to think big. Our organizational development team will provide you with resources to ensure you keep growing. We provide employees with reimbursement for relevant conferences, training, and education. All employees have access to LinkedIn Learning's 10,000+ courses to support their continued growth and development.
- We care about your well-being. Regardless of your location, we will provide you with a competitive array of benefits to support you from our Employee Assistance Program to Local Employee Meetups to flexible time off policy, to name a few. While the philosophy around our benefits is the same worldwide, specific benefits may vary based on local regulations and preferences.
- We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. You may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees, including equity grants upon hire and the option to participate in our Employee Stock Purchase Program.
- DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.
Application Limit: You may apply to a maximum of 3 positions within any 180-day period. This policy promotes better role-candidate matching and encourages thoughtful applications where your qualifications align most strongly.
Skills Required
- Previous experience in B2B sales development, business development, or another prospecting-focused sales role with meaningful outbound prospecting exposure
- Experience researching accounts and contacts and creating personalized outreach
- Strong written and verbal communication skills across email, phone, and social selling
- Comfort engaging technical personas and curiosity about differing technical priorities
- Ability to learn unfamiliar technical concepts quickly and communicate them clearly
- Good judgment in prioritizing prospecting, follow-up, and opportunities
- Self-driven, results-oriented mindset and ability to work independently in a remote environment
- Openness to feedback, coaching, and continuous improvement
- Ownership of results and ability to adjust approach based on performance
- Strong organizational and time-management skills
- Collaborative approach to working with Account Executives and distributed teams
- Previous experience selling technology products or services
- Experience prospecting into engineering, DevOps, platform, infrastructure, data, security, or AI personas
- Familiarity with cloud infrastructure, developer tools, IaaS, PaaS, data platforms, or AI/ML
- Experience in a global or high-growth technology company
- Experience with Salesforce, Outreach, Salesloft, ZoomInfo, LinkedIn Sales Navigator, or similar sales tools
- Experience working successfully in a remote or distributed sales environment
- Bachelor's degree
DigitalOcean Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is described as market‑leading across medical, dental, vision, and mental health, with above‑average employer contributions and 100% employer‑paid life, AD&D, and disability insurance. Some materials note fully paid health benefits for employees in certain locations, though details vary by region.
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Equity Value & Accessibility — Employees are offered company equity alongside an Employee Stock Purchase Plan (ESPP) that enables discounted share purchases, with references to performance equity grants as part of total rewards. This ownership component complements competitive cash pay and bonuses highlighted in company materials.
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Parental & Family Support — Parental benefits are positioned as above‑average, with references to fully paid parental leave (e.g., 10 weeks in newer listings) and a part‑time transition‑back program. Fertility and parenthood support such as Carrot is also called out.
DigitalOcean Insights
What We Do
DigitalOcean is the Inference Cloud — a full-stack, production-ready cloud platform built to run AI applications with predictable performance, sustainable economics, and radically simpler operations at scale. We are built for teams turning AI into real products — not just training models. Our advantage is not fewer features, but fewer failure modes when operating AI at scale — combining minimal operational overhead, predictable cost efficiency, and a full-stack cloud that works as a system. Hyperscalers are broad by design. Neoclouds are infrastructure-first. DigitalOcean is inference-first — with a real cloud underneath. It combines inference-optimized compute, managed inference software, and integrated cloud capabilities that reduce operational burden for teams running real workloads. Inference is the foundation—not the boundary. Everything else builds on top of it.
Why Work With Us
At DO, we do career-defining work. We innovate with AI and build cutting-edge tech. Our rewards to match that intensity - to motivate you, recognize your impact, and give you what you need to thrive. If you have a growth mindset, like to think big and bold, and are energized by the fast-paced environment, you'll find your place here.
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DigitalOcean Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We commit to both remote work and in-person collaboration. These ways of working are dependent on specific roles and are mutually agreed upon by employees. In the US, we are mainly remote. In our APAC locations, we have a hybrid in-office approach.
