Senior Business Development Representative - Enterprise Telco Sales
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AI Summary
Generate a qualified pipeline of opportunities within the Communications Service Provider (CSP) sector across North America and Latin America. The role involves executing account-based prospecting strategies and managing select direct customer opportunities to drive revenue growth.
Job Title: Senior Business Development Representative - Enterprise Telco Sales
Location: Remote (US Based Only)
- We cannot sponsor or transfer any visas, of any kind now or in the future (ex. OPT, EAD, H1B, H4, etc.)
Estimated salary range: Base - $90,000 to $115,000 Expected OTE - $128,000 - $164,000
- The salary offered for this position will be based on a candidate's experience and skill demonstrated during interviews and other evaluations
Position Overview:
Ocient is seeking a relationship-driven Senior Business Development Representative to help expand Ocient's Communications Service Provider (CSP) business across the United States, Canada, Latin America, and through collaboration with Ocient's Strategic Partner ecosystem.
This is an ideal opportunity for someone transitioning from a Business Development Representative (BDR) into an Account Executive (AE). This role requires a sales professional with proven, direct experience selling into telecommunications carriers and Communications Service Providers, and a demonstrated track record in enterprise or complex sales — someone who can generate qualified pipeline, develop strategic customer relationships, advance opportunities through the sales cycle, and independently manage select direct customer opportunities from day one.
The ideal candidate brings existing telecom/CSP industry credibility and a consultative, relationship-first approach to business development. This individual will partner closely with CSP Sales Leadership, assigned Account Executives, Marketing, and Strategic Partners to generate qualified pipeline, build executive relationships, and contribute directly to revenue growth across the region. The successful candidate embraces modern AI-powered sales technologies to improve prospecting, account planning, customer engagement, and overall sales productivity.
Responsibilities:
- Generate qualified pipeline opportunities across assigned Communications Service Provider (CSP) accounts throughout the United States, Canada, Latin America, and through collaboration with Ocient's Strategic Partner ecosystem.
- Execute targeted account-based prospecting strategies into named telecom carrier and CSP accounts and strategic territories.
- Develop opportunities through industry research, executive networking, referrals, account intelligence, and strategic relationship development within the telecom/CSP ecosystem.
- Conduct personalized outreach using phone, email, LinkedIn, executive introductions, and account-based campaigns.
- Research accounts, identify key stakeholders, and engage buying committees within telecommunications, CSP, cloud, AI, data infrastructure, and adjacent enterprise markets.
- Qualify opportunities and coordinate discovery meetings with assigned Account Executive(s).
- Collaborate with Marketing on Account-Based Marketing (ABM) campaigns, webinars, executive programs, events, and targeted outreach initiatives.
- Build strategic account plans that increase pipeline creation and sales velocity.
- Utilize AI-powered sales tools to improve prospect research, account prioritization, messaging, meeting preparation, and customer engagement.
Required Qualifications:
- 5-8 years of enterprise sales experience, with required, direct experience selling into telecommunications carriers and/or Communications Service Providers (CSPs).
- Required experience navigating complex, multi-stakeholder enterprise sales cycles within the telecom/CSP industry (networking, cloud infrastructure, data platforms, analytics, or related enterprise software sold into carriers/CSPs).
- Existing relationships within the North American telecommunications and CSP ecosystem strongly preferred.
- Demonstrated ability to generate qualified pipeline and contribute to complex enterprise sales cycles.
- Experience owning or contributing directly to revenue targets and closed business.
- Strong relationship-building and consultative selling skills.
- Familiarity with Account-Based Sales (ABS) and Account-Based Marketing (ABM) a plus.
- Proficiency with Salesforce CRM, LinkedIn Sales Navigator, Outreach, ZoomInfo, and modern sales technologies.
- Preferred experience leveraging AI-powered sales tools (e.g., Claude, Salesforce Agentforce, Microsoft Copilot, ChatGPT, or similar) to improve prospecting, account planning, customer engagement, sales execution, and overall productivity.
- Excellent communication, presentation, and organizational skills.
- Comfortable working within a fast-paced, high-growth technology company.
- Willingness to travel throughout the United States, Canada, and Latin America as needed.
An Exceptional Candidate Will Have:
- A strong professional network and established credibility within the telecommunications/CSP industry.
- Comfortable balancing strategic prospecting with customer-facing sales and revenue-generating responsibilities.
- Proven consultative selling, relationship-building, and engagement skills built within telecom/CSP enterprise sales.
- A track record of leveraging Strategic Partner networks to generate qualified customer opportunities within telecom/CSP accounts.
- Comfortable researching enterprise accounts and engaging with multiple stakeholders.
- Effective at collaborating across Sales, Marketing, Product, Customer Success, Strategic Partners, and leadership.
- Comfortable adopting AI-powered sales technologies to improve efficiency, customer engagement, and sales outcomes.
- Motivated by building long-term relationships and accelerating pipeline growth.
- Capable of generating qualified pipeline while independently managing assigned direct customer opportunities.
- Interest in growing into broader Account Executive and sales leadership responsibilities over time.
- Demonstrated curiosity and adaptability with emerging sales technologies, AI, and automation to continuously improve customer engagement, sales effectiveness, and operational efficiency.
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