We enable rapid analysis and management of the world’s largest datasets.
The Role
Drive account-based prospecting and pipeline generation into telecommunications carriers and CSPs across the Americas. Develop executive relationships, qualify opportunities, coordinate discovery with AEs, collaborate on ABM campaigns and partner channels, and use AI-powered sales tools and CRM to accelerate sales velocity and contribute to revenue targets.
Summary Generated by Built In
About Ocient:
Ocient is building OcientAIQ™ – a complete ecosystem for delivering trusted agentic AI solutions at petabyte scale, for the organizations that can't afford to get AI wrong. Our customers protect networks, secure nations, and power the global economy. The problems we solve are genuinely hard, and the work matters.
Founded in 2016 by the team that built Cleversafe (acquired by IBM in 2015), Ocient is headquartered in Chicago with a remote-first global team. We are a carbon-neutral company backed by leading investors including Greycroft, OCA Ventures, In-Q-Tel, and Buoyant Ventures.
Job Title: Enterprise Business Development Representative
Location: Remote (US Based Only)
- We cannot sponsor or transfer any visas, of any kind now or in the future (ex. OPT, EAD, H1B, H4, etc.)
Estimated salary range: Base - $90,000 to $115,000 Expected OTE - $128,000 - $164,000
- The salary offered for this position will be based on a candidate's experience and skill demonstrated during interviews and other evaluations
Position Overview:
Ocient is seeking a motivated Business Development Representative to help expand its presence across enterprise IT markets. This is an excellent opportunity for an early-career sales professional to build foundational skills in prospecting, pipeline generation, and relationship management within enterprise sales cycles.
The ideal candidate is coachable, curious, and comfortable engaging with both technical and business stakeholders. This role partners closely with Sales Leadership, assigned Account Executives, Marketing, and Strategic Partners to generate qualified pipeline and support revenue growth. Successful candidates embrace modern AI-powered sales tools to improve prospecting, engagement, and productivity.
Responsibilities:
- Generate qualified pipeline opportunities across assigned enterprise IT accounts.
- Execute account-based prospecting strategies into named target accounts and territories.
- Research accounts, identify key stakeholders, and engage buying committees across enterprise IT, cloud, AI, and data infrastructure markets.
- Conduct personalized outreach via phone, email, LinkedIn, and account-based campaigns.
- Qualify opportunities and coordinate discovery meetings with assigned Account Executive(s).
- Collaborate with Marketing on Account-Based Marketing (ABM) campaigns, webinars, events, and outreach initiatives.
- Build account plans that support pipeline creation and sales velocity.
- Use AI-powered sales tools to improve prospect research, account prioritization, and customer engagement.
Ideal Qualifications:
- 1-2 years of sales or business development experience, ideally within enterprise IT or related technology markets.
- Interest in and aptitude for navigating complex, multi-stakeholder enterprise sales cycles.
- Strong communication, relationship-building, and consultative selling skills.
- Familiarity with Account-Based Sales (ABS) and Account-Based Marketing (ABM) a plus.
- Ability to utilize Ocient's tech stack including Salesforce, Outreach, Outreach Voice, Kaia, LinkedIn Sales Navigator, ZoomInfo, Influ2, and Claude AI.
- Comfortable adopting AI-powered sales tools (e.g., Claude, Salesforce Agentforce, Microsoft Copilot, ChatGPT, or similar) to improve productivity.
- Excellent organizational skills and comfort working in a fast-paced, high-growth technology company.
- Willingness to travel as needed.
An Exceptional Candidate Will Have:
- Interest in or exposure to cybersecurity markets and buyers.
- A proactive, curious approach to researching accounts and engaging stakeholders.
- Strong collaboration skills across Sales, Marketing, Product, Customer Success, and Strategic Partners.
- Motivation to build long-term relationships and grow into an Account Executive role over time.
- Demonstrated curiosity and adaptability with emerging sales technologies, AI, and automation.
Interview Requirements: All interviews are conducted via video and require candidates to have their camera on for the duration of the session. The use of video filters, face-altering effects, or virtual backgrounds is not permitted for security and verification purposes.
We are not open to using an agency or staffing company at this time. We do not accept unsolicited agency or staffing resumes and we are not responsible for any fees related to unsolicited resumes.
Ocient is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, sex (including pregnancy status), sexual orientation, gender identity, national origin or ancestry, ethnicity, citizenship status, age, physical or mental disability, veteran status, marital status, parental status, genetic information, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, please contact [email protected] for more information.
All official Ocient job postings and recruiting communications will come directly from our team via our Careers page, LinkedIn, or from an ocient.com email address. If you receive communication about a role from any other source, please treat it with caution and direct questions to [email protected].
Skills Required
- 5-8 years of enterprise sales experience selling into telecommunications carriers and/or Communications Service Providers (CSPs).
- Experience navigating complex, multi-stakeholder enterprise sales cycles within the telecom/CSP industry.
- Demonstrated ability to generate qualified pipeline and contribute to complex enterprise sales cycles.
- Experience owning or contributing directly to revenue targets and closed business.
- Strong relationship-building and consultative selling skills.
- Proficiency with Salesforce CRM, LinkedIn Sales Navigator, Outreach, and ZoomInfo.
- Excellent communication, presentation, and organizational skills.
- Willingness to travel throughout the United States, Canada, and Latin America as needed.
- Existing relationships within the North American telecommunications and CSP ecosystem.
- Familiarity with Account-Based Sales (ABS) and Account-Based Marketing (ABM).
- Experience leveraging AI-powered sales tools (e.g., Claude, Salesforce Agentforce, Microsoft Copilot, ChatGPT) to improve prospecting and engagement.
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The Company
What We Do
Ocient is a Chicago-based, venture-funded startup building a SQL compliant, exabyte-scale database platform that achieves better performance than Hadoop and NoSQL systems. It is a distributed system optimized for NVMe drives, RDMA networks and high core count processors and is written in C++. We are led by a management team with seven successful st
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