Business Development Representative

Job description

WHO IS LITMUS Litmus is building the data foundation that powers industrial AI. AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap. We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time, reduce downtime, and optimize production. Backed by leading investors and trusted by global manufacturers and partners like Google, Microsoft, Dell, Oracle, and Mitsubishi, Litmus is powering the shift toward software-defined manufacturing. WHY JOIN LITMUS BUILD THE INFRASTRUCTURE THAT MAKES INDUSTRIAL AI POSSIBLE AI is moving beyond the cloud and into the physical world. At Litmus, you’ll build the infrastructure that enables real-time data to power AI and machine learning systems in production environments. WORK ON PROBLEMS WHERE SOFTWARE MEETS THE REAL WORLD Most AI systems fail without access to real-world data. You’ll build the layer that makes them viable in production. We solve challenges at the intersection of distributed systems, real-time data, and industrial constraints — where reliability, scale, and performance are non-negotiable. HAVE REAL IMPACT, FAST You’ll work on systems used by real customers in production, with direct impact on product and company trajectory. As a scaling company, we move quickly. You’ll have ownership, visibility, and the ability to shape both product and company as we scale. JOIN A HIGH-PERFORMANCE TEAM We’re building a team that holds a high bar and pushes each other to improve. You’ll work alongside experienced operators, engineers, and leaders who have done this before and are building again at scale. We hire people who take ownership, move quickly, and care about outcomes. No passengers. OUR CULTURE At Litmus, the team is collaborative, curious, and low ego. People are scrappy, take ownership, and look for ways to make an impact. We value empathy just as much as execution, whether that’s in how we build, how we communicate, or how we support each other. We’re a growing company, so things move quickly and not everything is perfectly defined. If you enjoy figuring things out, working closely with others, and making steady progress, you’ll do well here. THE ROLE This is not a typical BDR seat. As a Strategic BDR at Litmus, you will own the top of the funnel for a defined set of target accounts — building pipeline through thoughtful, insight-led outreach rather than spray-and-pray volume. You will be expected to understand your prospects' operational challenges deeply, connect those challenges to the Litmus platform, and create genuine buying interest at the executive and operational level. You'll work closely with Account Executives, Marketing, and Sales Leadership to execute account-based strategies against our Ideal Customer Profile — large manufacturers undergoing digital transformation. This role is for someone who is already good at the fundamentals and wants to grow into a more strategic, account-centric motion. KEY RESPONSIBILITIES • Account-Based Prospecting: Own a named target account list; research organizational structure, technology stack, and operational priorities to build tailored entry strategies. • Strategic Outreach: Execute high-quality, multi-channel sequences (email, phone, LinkedIn, events) that lead with insight and industry relevance — not generic templates. • Executive Engagement: Identify and engage plant managers, VP Operations, Head of Manufacturing IT, and other economic buyers; understand their digital transformation priorities and connect them to Litmus's value proposition. • Pipeline Creation: Consistently generate qualified opportunities that meet the bar: right persona, right problem, right timeline. Quality over volume. • AE Partnership: Work shoulder-to-shoulder with your paired AE — align on account strategy, co-develop messaging, and ensure seamless handoffs that don't lose momentum. • Market Intelligence: Stay current on manufacturing trends (IIoT, smart factory, AI at the edge, OEE) to sharpen your outreach and inform the GTM team's positioning. • CRM Discipline: Keep Salesforce clean and current — activity logs, contact data, opportunity stages. Your pipeline is your professional reputation. What We're Looking For • Experience: 2–5 years in B2B sales or business development, ideally in industrial technology, manufacturing software, IoT, or adjacent enterprise SaaS. • Track Record: Consistent attainment of pipeline and meeting targets; examples of breaking into new accounts or landing cold outreach with senior stakeholders. • Strategic Mindset: You research before you reach out. You can connect operational pain to platform value without reciting a script. • Communication: Strong written and verbal skills — capable of writing a cold email a VP of Operations actually replies to. • Resilience: You're comfortable with long sales cycles, complex buying committees, and the reality that most great deals start with a 'not right now.' • Tech Fluency: Proficient in Salesforce and modern sales tools (Outreach, Salesloft, ZoomInfo, LinkedIn Sales Navigator). PREFERRED QUALIFICATIONS • Background in manufacturing, industrial automation, edge computing, or IIoT. • Experience with account-based sales motions and named account strategies. • Familiarity with sales methodologies such as Challenger, SPIN, or Sandler. • Exposure to enterprise sales cycles involving IT, OT, and operational stakeholders. WHAT WE OFFER • Competitive base salary with uncapped commission potential. • Fast-track career growth — strong BDRs at Litmus move into AE or senior GTM roles. • Access to industry training, certifications, and mentorship from experienced operators. • Remote and hybrid flexibility depending on location. • The chance to be part of something genuinely important — the infrastructure layer that makes industrial AI real.