Business Development Representative

About the Role

We're hiring a Business Development Representative (BDR) to drive pipeline for Digimarc's digital watermarking solutions. Reporting to the Sr. Director of Marketing, you'll own early-stage sales-from outbound prospecting through qualified opportunity handoff.

This is a high-impact role for a self-sufficient BDR who can run discovery, qualify using MEDDPICC, and build multi-threaded relationships with minimal oversight. You're fluent in modern prospecting tools including but not limited to (Salesforce, Gong, Apollo, Hubspot) and use AI (e.g., ChatGPT, Claude) to research, personalize outreach, and scale your output.

Travel: ~10%

What You Will Do

• Generate qualified pipeline through targeted outbound (phone, email, social, events)
• Identify and prioritize accounts based on ICP, use cases, and buyer pain
• Run initial discovery and qualify opportunities using MEDDPICC
• Capture and document key stakeholders (champion, economic buyer, decision criteria) for clean handoff to Account Executives
• Build and multi-thread relationships across key accounts
• Partner closely with Account Directors to progress opportunities
• Create and iterate outbound cadences using Gong and performance data
• Leverage AI tools to accelerate research, personalize messaging, and build repeatable workflows
• Maintain hygiene in Hubspot, Apollo and Salesforce
• Stay current on industry trends, competitive landscape, and messaging
• Mentor junior BDRs as needed

What We Are Looking for

• 1-2+ years of SDR/BDR experience
• Experience qualifying deals and navigating stakeholders (champion, economic buyer, etc.)
• Familiarity with MEDDPICC or similar sales methodology
• Experience with sales tools: Salesforce, Gong, HubSpot, Sales Navigator
• Proven ability to use AI tools (e.g., ChatGPT, Claude) to improve prospecting efficiency and quality
• Strong written and verbal communication skills; able to engage senior stakeholders
• Comfortable in a high-activity, outbound environment (phone-first mindset)
• Coachable, adaptable, and accountable to activity and pipeline metrics
• Collaborative, team-oriented approach to pipeline generation

Benefits

• Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
• Restricted Stock Units
• Flexible Paid Time Off & Holidays
• Life Insurance
• Employee Stock Purchase Plan (ESPP)
• Mentorship Opportunities
• Training & Development

Compensation

$54,000-$68,000

This compensation range takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill set, experience, training, licensure, certifications, geography and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.

We align to the following Digimarc core values

• Collaborative - Stronger together. We embrace diverse perspectives and harness our collective talent to realize our full potential.
• Curious - Listen and look forward. We think differently and seek out opportunities for growth to exceed our stakeholders' expectations.
• Courageous - Innovate with integrity

We challenge each other and do the right thing - even when it's difficult - to deliver wins for our customers.

Join our team and work in support of a technology platform that can transform how consumer goods are made, bought, sold, and recycled around the globe. Digimarc is committed to the health and safety of our employees and their families. We are dedicated to diversity, professional development, and the success of our employees.

This job posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Principals only. No recruiters please.