Business Development Rep - US
We're hiring a Business Development Rep - US at Ona.
Reporting to our Chief of Staff - Revenue, you'll be the first point of contact in establishing relationships with prospects in pursuit of making every enterprise a tech company. You'll drive targeted outreach campaigns as part of our ABM strategy to engage prospects, book qualified meetings, and bring structured insights from the field back to the team to continuously sharpen our strategy. We're looking for someone with deep technical curiosity, exceptional communication skills, and an authentic excitement for agentic development.
Who we are
We're a talent-dense group of people who transform how software is created, working to empower every company, every team, and every individual to succeed in a software-first world. We've found product-market-fit and are scaling with high velocity towards repeatable go-to-market fit.
We care deeply, and for many of us, building Ona is our life's work. Our operating principles are an honest representation of how we build relationships and make decisions. We choose colleagues carefully based on merit and their authentic alignment with these principles.
If you're energized by the above, we'd love for you to apply!
Role responsibilities
Our operating principles are a core responsibility of every role. We expect anyone that joins the team to take an active part in forming and enhancing our culture by living out these principles and holding others accountable towards them.
Role-specific responsibilities:
Be deeply immersed in AI software engineering and understand the inefficiencies and pain points of enterprise customers related to the SDLC
Drive targeted outreach campaigns as part of our ABM strategy through phone, email, and social channels to engage enterprise prospects and book ICP-qualified meetings
Navigate complex organizations: map stakeholders, multi-thread across roles and levels, and tailor messaging to different personas and functions
Handle prospect interactions with care: build trust quickly, lead with curiosity, and adjust in real time based on signals from the conversation
Craft and iterate on compelling messaging that resonates with our ICP, experimenting across channels and pivoting based on results
Take full ownership of your individual targets and effectively qualify opportunities that drive success downstream
Bring structured insights from the field back to the team: surface patterns, objections, and prospect signals that improve our GTM
Utilize a highly efficient, AI-based outreach system to focus on what matters: connecting with our prospects
At the end of your first 30 days, you will have:
Deep understanding of Ona use cases within enterprises
Knowledge of personas in our space and their pain points
Understanding of our lead sources and systems
Know our ICP inside and out
Made meaningful connections to prospects within our ICP
About you
You work in alignment with our operating principles.
You've got the keys to the right doors. You have relationships, not contacts, and view every connection you make as a future opportunity for partnership. You've developed a strong intuition for what matters to a specific persona, ask the right question at the right time, and show up with insights that squarely hit on exactly what they care about. You find the path of least resistance to power, navigating complex organizations without losing momentum. You view your relationship-building as the foundation on which AEs will stand in order to bring the sale to a close and feed the team the intelligence that strengthens our entire GTM motion.
AI is your default. Every problem you go to solve starts with AI. You see it as an extension of your creativity and a tool that makes you more effective and efficient. You're love for it, specifically in the context of Ona, is contagious, and prospects mirror your excitement when you connect with them. You follow the SDLC closely, understand how enterprise engineering teams are built and where they break down, and can hold a credible conversation with a technical buyer that is fueled by your passion for AI as their solution.
You are constantly raising your own bar. You have an insatiable hunger for solving people's problems and you like to win. You bring rigor to qualification, structure to your follow-through, and sharp insights from the field back to the team. You're committed to sales as a craft, and you take pride in being a culture carrier who doesn't just meet the standard, but sets it. Once you met the bar, you immediately set out to raise it again.
Additionally, we're looking for someone with the most of the following:
Proven ability to meet and exceed targets in a technical BDR role - specifically developer tools, cloud, infrastructure, or AI software development
Demonstration of understanding cloud/DevOps concepts and SDLC
Familiarity with ABM strategies and multi-threading across enterprise accounts
Experience using AI-powered sales tools to drive outreach efficiency
Track record of converting field insights into actionable feedback for GTM and marketing teams
Comfort operating in an early-stage or high-growth environment where the playbook is still being written
We use these tools and expect you to have familiarity with most of them:
Clay, Gong, Smartlead, LGM, SalesNav, Apollo, Reo.dev
Benefits
Flexible paid time off including holidays that are most meaningful to you
Employee-friendly equity terms (extended exercise)
Health insurance (country-specific)
Retirement (country-specific)
Wellness allowance
Premium work-from-home equipment
Regular company off-sites
Interview process
We are remote-first and so is our hiring process. Contingent on schedules, we aim to complete the entire process in about 3 weeks. We are conscious of your time and are committed to being as efficient as possible.
We'll start the process with an intro call.
Next, you'll complete a series of interviews designed to thoroughly evaluate our mutual compatibility.
VP of Revenue
Head of People
Project and Panel Presentation
CEO
As a final step, we’ll set reference calls with people that can speak directly to your performance. Additionally, we will run a full background check (location dependent).