The Role
The Senior Business Development Representative collaborates with Account Executives to drive qualified leads, manage inbound interest, and execute outbound sales strategies in the AI/data infrastructure sector.
Summary Generated by Built In
Unstructured is redefining how organizations unlock the value of unstructured data, think PDFs, HTML, Word docs, emails, and more for AI/ML pipelines. Our open-source library has been downloaded over 61 million times and is trusted by more than 60,000 companies, including nearly half the Fortune 500. We’re backed by leading investors like Menlo Ventures, Databricks Ventures, Bain Capital, and IBM Ventures and we’re just getting started.
We’re building the definitive stack for file transformation and data orchestration, enabling enterprises to connect any data to any model with speed, precision, and scale.
About the Role
We’re excited to add a Senior Business Development Representative (BDR) to our rapidly growing sales team in San Francisco. In this role, you’ll partner closely with Account Executives to build high-quality pipeline by qualifying inbound leads and running strategic outbound across a targeted set of accounts.
This is a great opportunity for someone eager to accelerate their sales career while gaining exposure to the AI and data infrastructure ecosystem. You’ll learn how modern technical sales teams operate, engaging with engineering and data leaders, supporting real deals, and developing the skills needed to grow into a full-cycle sales role over time.
Hybrid schedule: Tuesday–Thursday in the San Francisco office, with flexibility on Monday and Friday.
What You’ll Do
Manage and follow up on inbound leads from webinars, events, campaigns, and website inquiries to convert early interest into qualified pipeline.
Partner with Marketing to ensure timely, thoughtful follow-up on campaign-driven leads and surface insights that improve lead quality and conversion.
Support Account Executives by strategically prospecting into 20+ target accounts, generating qualified meetings and opportunities.
Execute multi-channel outbound campaigns across email, LinkedIn, and phone to engage new prospects and create pipeline.
Build relationships with technical and business stakeholders across engineering, data, and AI teams through personalized outreach and account-based engagement.
Own the development of target accounts through research, multi-threading, and consistent engagement.
Use modern sales and AI-powered tools (Apollo, LinkedIn Sales Navigator, Gong, etc.) to personalize outreach, improve efficiency, and track engagement.
Maintain accurate CRM data in HubSpot while contributing insights that improve pipeline generation and prospecting strategy.
Collaborate closely with Account Executives to progress opportunities and convert early conversations into sales-qualified pipeline.
Develop and test new outbound messaging, campaigns, and prospecting playbooks as Unstructured continues to scale.
Continuously refine outreach strategies using data, experimentation, and market feedback to improve pipeline creation and conversion.
What We’re Looking For
2+ years of experience in sales development, business development or account management (startup experience is a plus).
Comfortable managing inbound lead flow while proactively driving outbound prospecting into target accounts.
Experience nurturing relationships, managing accounts, or running strategic outbound campaigns.
Ability to engage and communicate effectively with both technical and business stakeholders.
Strong written and verbal communication skills, you know how to capture attention, build rapport, and start meaningful conversations.
Familiarity with modern sales tools such as HubSpot, Apollo, LinkedIn Sales Navigator, Gong, or similar platforms.
Highly motivated, curious, and resilient with a strong growth mindset and willingness to continuously improve.
Proactive and organized self-starter who thrives in a fast-paced, high-growth startup environment.
Entrepreneurial mindset with the ability to identify opportunities and work cross-functionally to improve processes and playbooks as the team scales.
Bonus Points
Experience supporting enterprise or highly technical sales motions
Interest in AI/ML, data infrastructure, developer tools, or open-source technologies
Proven success booking meetings with CTOs, engineering leaders, or technical decision-makers
Why Unstructured
Join a product gaining strong traction and real-world adoption across AI and data teams.
Work at the forefront of the AI and data infrastructure ecosystem, helping companies unlock the value of their unstructured data.
Learn directly from experienced Account Executives and sales leaders, with hands-on exposure to real deals and customer conversations.
Clear path to Account Executive within ~18-24 months, with mentorship and opportunities to build account ownership skills early.
Be part of a fast-moving, no-ego team where collaboration, experimentation, and outcomes matter.
Opportunity to help shape the sales motion and outbound playbooks as the company continues to scale.
Competitive compensation structure and benefits.
Top Skills
Apollo
Gong
Hubspot
Linkedin Sales Navigator
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The Company
What We Do
At Unstructured, we're on a mission to give organizations access to all their data. We know the world runs on documents—from research reports and memos, to quarterly filings and plans of action. And yet, 80% of this information is trapped in inaccessible formats leading to inefficient decision-making and repetitive work. Until now.
Unstructured captures this unstructured data wherever it lives and transforms it into AI-friendly JSON files for companies who are eager to fold AI into their business.
