Business Development Representative

Unstructured; San Francisco (CA); Hybrid; USD 60,000 - 90,000; Full time

Benefits offered by this job

401(k) with company match

Equity

Work from home stipend

Internet reimbursement

Unlimited PTO

Parental leave

Job summary

Unstructured is hiring a Business Development Representative in San Francisco to partner with Account Executives and build pipeline by qualifying inbound leads and supporting outbound outreach. The role offers a hybrid schedule with in-office Tue–Thu in SF and flexibility on Mon and Fri.

You will prospect target accounts, manage inbound leads, and collaborate with Marketing to ensure timely follow-up while learning modern sales tools and CRM practices.

Qualifications

• 2+ years of sales, business development, or related experience (internships count).
• Strong interest in pursuing a sales career and progressing toward an Account Executive role.
• Comfortable handling inbound leads while learning outbound prospecting.
• Clear and confident communication with diverse stakeholders.
• Excellent written and verbal communication to capture attention and start conversations.
• Willingness to learn modern sales tools such as HubSpot, Apollo, LinkedIn Sales Navigator, Gong.

Responsibilities

• Prospect target accounts, generate qualified meetings and opportunities.
• Execute outbound campaigns via email, LinkedIn, and phone to build pipeline.
• Manage inbound leads from webinars, events, campaigns, and website inquiries.
• Collaborate with Marketing to ensure timely follow-up on campaign-driven leads.
• Build relationships with prospects through personalized outreach and follow-through.
• Help develop target account lists and support research for outreach.
• Learn and use sales tools to personalize outreach and track engagement.
• Maintain CRM data accuracy in HubSpot.
• Support Account Executives to progress opportunities and convert conversations into pipeline.
• Contribute ideas as outbound messaging and prospecting tests evolve.

Skills

Sales experience

Communication

Prospecting

Relationship building

Growth mindset

Tools

HubSpot

Apollo

LinkedIn Sales Navigator

Gong

Job description

Unstructured is defining the standard for enterprise data transformation in the age of LLMs and generative AI. In just two years, we've raised over $65M from world-class investors, including Menlo Ventures, Bain Capital, Databricks, NVIDIA, Microsoft, and IBM.

Our open-source toolkit has been downloaded 83M+ times and is used by 90% of the Fortune 1000. We power production AI workflows across commercial and federal sectors — transforming PDFs, HTML, Word docs, images, emails, and more into AI-ready data pipelines that scale.

We're not just building tools, we're building the backbone of generative AI and the infrastructure that unlocks intelligence across industries.

About The Role

We're excited to add a Business Development Representative (BDR) to our rapidly growing sales team in San Francisco. In this role, you'll partner closely with Account Executives to build pipeline by qualifying inbound leads and supporting outbound efforts across a targeted set of accounts. This is a great opportunity for someone early in their sales career looking to break into the AI and data infrastructure space. You'll learn how modern technical sales teams operate, get exposure to real deals, and build the foundational skills to grow into a full-cycle sales role over time.

Hybrid schedule: Tuesday–Thursday in the San Francisco office, with flexibility on Monday and Friday.

What You'll Own & Drive

• Support Account Executives by prospecting into target accounts, generating qualified meetings and opportunities.
• Execute outbound campaigns across email, LinkedIn, and phone to engage new prospects and build pipeline.
• Manage and follow up on inbound leads from webinars, events, campaigns, and website inquiries.
• Partner with Marketing to ensure timely follow-up on campaign-driven leads.
• Build relationships with prospects through personalized outreach and consistent follow-through.
• Support account research and outreach to help develop target account lists.
• Learn and use modern sales tools (Apollo, LinkedIn Sales Navigator, Gong, etc.) to personalize outreach and track engagement.
• Maintain accurate CRM data in HubSpot.
• Collaborate with Account Executives to help progress opportunities and convert conversations into qualified pipeline.
• Contribute ideas and feedback as the team tests new outbound messaging and prospecting approaches.

What We’re Looking For

• 2+ years of experience in sales, business development, or a related field (internships count).
• Strong interest in building a career in sales, with the goal of progressing toward an Account Executive role over time.
• Comfortable managing inbound lead flow while learning to support outbound prospecting.
• Ability to communicate clearly and confidently with a variety of stakeholders.
• Strong written and verbal communication skills, you know how to capture attention and start a conversation.
• Willingness to learn modern sales tools such as HubSpot, Apollo, LinkedIn Sales Navigator, Gong, or similar platforms.
• Highly motivated, curious, and coachable with a strong growth mindset.
• Proactive and organized, comfortable in a fast-paced startup environment.

Bonus Points

• Interest in AI/ML, data infrastructure, developer tools, or open-source technologies.
• Prior experience or coursework related to enterprise or technical sales.
• Experience with cold outreach, internships in sales, or customer-facing roles.

Why You’ll Love It Here

You’ll be surrounded by smart, kind, low-ego people who genuinely enjoy building together. We invest in our team with company offsites, best-in-tech swag, and the tools you need to do your best work, wherever you're based.

We support you holistically, not just at work. From medical, dental, and vision coverage effective the 1st of the month following your start date, life and disability insurance, unlimited PTO, and flexible parental leave, to a 401(k) with company match, equity, a $500 work from home stipend, $70/month internet reimbursement, and team/company offsites throughout the year - we want you focused on building, growing, and staying energized for the long haul.

Unstructured is proud to be an Equal Opportunity Employer. We’re committed to building a diverse team and an inclusive culture where everyone can do their best work. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other characteristic protected by applicable law.