Business Development Representative

About WorkOS 🚀

WorkOS builds modern developer tools and APIs that make it easy for companies to become Enterprise Ready. Our platform powers authentication, identity, authorization, and other critical infrastructure that developers need to securely scale their products to large organizations. We recently raised a $100M Series C, valuing the company at $2B, led by Meritech and Sapphire with participation from Greenoaks, Craft, Abstract, and Audacious. WorkOS powers enterprise features for many of the fastest-growing AI companies, including OpenAI, Cursor, and Perplexity, Sierra, and Plaid. As AI reshapes software, WorkOS is at the frontier of Human and Agent Authentication, Identity, and Access Control helping companies answer a new critical question: who are your agents, and what are they allowed to do? Our fast-growing customer base includes hundreds of modern software companies building the next generation of enterprise-ready products.

About the role 💭

We are seeking a Business Development Representative to join our sales team. As an outbound-focused BDR, you'll play a crucial role in WorkOS's growth by identifying, engaging, and qualifying prospects in the enterprise and mid-market segments. You'll be selling a developer-first product to technical buyers — and you'll use AI tooling to do it at a scale a traditional BDR can't match. Your primary goal will be to generate new opportunities through outbound outreach, research, and strategic engagement with target accounts.

Responsibilities ✔️

Creative Outbound Prospecting: Generate new leads through targeted outbound activities, including cold calls, emails, LinkedIn outreach, events and other channels. We are looking for resourcefulness and innovation crafting new outbound strategies.

AI-Powered Workflows: Use LLMs and AI tooling to research accounts, personalize outreach at scale, and automate the repetitive parts of the job. We expect you to build your own workflows — not just use the ones handed to you.

Account Research: Research and identify key prospects, decision-makers, and stakeholders within target accounts to tailor your outreach efforts. Understand what a company is actually building — their stack, their auth setup, their scaling problems.

Lead Qualification: Engage with prospects to understand their pain points, business needs, and how WorkOS can help solve their challenges, qualifying them for the sales team.

Pipeline Development: Set up high-quality meetings and demos for Account Executives by nurturing leads through the sales funnel.

CRM Hygiene: Diligently log all prospecting activities, conversations, and pipeline data in Salesforce (or other CRM systems) to maintain accurate records and forecast pipeline health.

Metrics-Driven: Meet and exceed monthly quotas for outbound activities, including the number of meetings set, emails sent, calls made, and qualified opportunities created.

Continuous Learning: Stay up-to-date on industry trends, WorkOS product developments, competitor offerings, and what's changing in AI and developer tooling — so you can position yourself as a trusted advisor to technical buyers.

Qualifications 🌟

Experience: 1-2 years of experience in a business development, sales development, or outbound sales role, preferably in SaaS or a technical product company

Target Personas: Experience outbounding to cofounders and CTOs

AI-Native: You already use AI tools daily and have opinions about them. You've built prompts, workflows, or automations that made you meaningfully faster — and you can walk us through exactly what you built and why.

Writing Skills: Able to independently craft messages and campaigns to technical leaders. You use AI to draft and scale, but you have the judgment to know when the output isn't good enough to send.

Communication Skills: Excellent verbal and written communication skills, with the ability to craft personalized messages that resonate with different audiences

Technical Aptitude: Comfort with understanding technical products and effectively communicating the value of WorkOS to both technical and non-technical stakeholders. Bonus if you can read API docs, poke at a codebase, or have shipped something yourself.

Tools: Experience with a modern sales stack (i.e. Salesforce, Gong, Loom, Outreach) and with AI tools like Claude, ChatGPT, or Clay

Curiosity & Adaptability: Willingness to learn, adapt quickly to new strategies, and stay curious about the industry and your prospects' needs

Self-Starter: Highly motivated, self-sufficient, and able to work in a remote environment while managing your time effectively

You are located in the greater San Francisco Bay Area, able to work locally, available for in-person meetings with clients and customers, and able to attend in-person events as needed.