Business Development Representative

Glean; Bengaluru; Hybrid; INR 300,000 - 500,000; Full time

Job summary

A leading AI-driven platform in Bengaluru is looking for a Business Development Representative. The role involves generating new business opportunities in the EMEA market, collaborating with Account Executives, and effectively engaging potential clients. Ideal candidates will have 1-3 years of experience in outbound sales, a bachelor’s degree, and a desire to thrive in a dynamic startup culture. Competitive compensation and benefits are provided.

Qualifications

• 1-3 years of experience in outbound SDR/prospecting roles.
• Team-centric mindset with collaborative ability.
• Strong communication skills to identify customer opportunities.
• Desire to thrive in a fast-paced startup culture.

Responsibilities

• Generate new business pipeline primarily through outbound prospecting.
• Partner with Account Executives to source new leads.
• Identify key decision makers within corporate accounts.
• Conduct qualification calls with potential clients.
• Consistently meet established quota targets.

Skills

Outbound prospecting

Communication skills

Time management

Team collaboration

Salesforce proficiency

Technology comprehension

Education

Bachelor’s degree

Tools

Salesforce

Apollo

Sales Navigator

Job description

Join to apply for the Business Development Representative role at Glean.

About Glean

Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full‑scale Work AI ecosystem, powering intelligent Search, an AI Assistant, and scalable AI agents on one secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean gives organizations the infrastructure to govern, scale, and customise AI across their entire business – without vendor lock‑in or costly implementation cycles. At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalised, context‑aware responses for every employee. This foundation powers Glean’s agentic capabilities – AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real‑time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level. Recognised by Fast Company as one of the World’s Most Innovative Companies (Top 10, 2025), by CNBC’s Disruptor 50, Bloomberg’s AI Startups to Watch (2026), Forbes AI 50, and Gartner’s Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we’re helping the world’s largest organisations make every employee AI‑fluent, and turning the superintelligent enterprise from concept into reality. If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more – deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company.

About The Role

Glean is seeking a Business Development Representative to partner closely with our Account Executives to find and engage new prospects that would be a great fit for Glean. Your goal will be to generate qualified sales opportunities that will contribute to the company’s revenue growth. We'll provide you with the tools, training, mentorship, and leadership needed to engage effectively with prospective clients, uncover their unique challenges, and convey how Glean can help solve them. Join us in our mission to bring people the knowledge they need to make a difference in the world, and be at the forefront of transforming the way businesses operate.

You Will

• Generate new business pipeline primarily through outbound prospecting into the EMEA market.
• Partner with Account Executives to identify and source net‑new pipeline and assist by researching lines of business and personas.
• Identify key decision makers within corporate accounts.
• Gain interest from prospective customers through channels such as outbound cold calling and emails to break into net‑new logos in assigned territory.
• Run your own qualification calls with potential clients, helping to guide them through the first part of the evaluation process.
• Demonstrate attentive listening skills when understanding customer requirements and articulate how Glean can meet those needs better than other solutions.
• Consistently meet established quota targets that will contribute to the company’s revenue growth.
• Work with the Marketing team to provide feedback on MQLs and campaigns.
• Develop critical sales skills, such as leading effective discovery calls, cold calling, objection handling, articulating and selling value, prioritisation and time management, and more.

About You

• 1–3 years of experience, preferably in outbound SDR/prospecting roles.
• Bachelor’s degree from a four‑year university.
• Team‑centric mindset and demonstrated ability to work well in a collaborative environment.
• Excellent time‑management skills and ability to juggle multiple priorities.
• Strong communication skills and ability to identify potential customer opportunities.
• Passion and curiosity around technology with an excitement to comprehend and articulate value points to customers.
• The desire to work in a fast‑paced, do‑what‑it‑takes startup culture.
• 1 to 3 years of experience in outbound prospecting and cold outreach with a proven, consistent track record of exceeding goals.
• Startup and SaaS experience.
• Experience in engaging with customers and ability to resolve challenges effectively.
• Proven track record of success in a performance‑driven role focused on exceeding specific metrics (i.e., carrying a quota).
• Proficiency with Salesforce and other sales enablement tools (i.e., Apollo, Sales Navigator).

Location

• This role is hybrid (3 days a week in our Bangalore office).

Compensation & Benefits

Compensation offered will be determined by factors such as location, level, job‑related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organisation. We’re committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

Seniority level

Entry level

Employment type

Full‑time

Job function

Sales and Business Development

Industries

Software Development

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