Strategic Business Development Representative

Rockbot; Oakland (CA); Hybrid; USD 70,000 - 85,000; Full time

Job summary

Rockbot is seeking an energetic Enterprise BDR to drive strategic opportunities across multi-location brands. You will research accounts, engage executive buyers, and create qualified pipeline in alignment with Rockbot's Enterprise Sales team.

You will develop personalized multi-channel outreach, map buying committees, and collaborate with the Chief Commercial Officer to shape pursuit plans while maintaining Salesforce hygiene and data integrity.

Qualifications

• 2–5 years of business development, sales development, or enterprise prospecting experience.
• Experience generating qualified enterprise opportunities through outbound prospecting.
• Excellent written and verbal communication skills.
• Strong research, organization, and follow-through.
• Experience with Salesforce, LinkedIn Sales Navigator, ZoomInfo, Outreach, Apollo, or similar sales engagement tools.
• Ability to manage multiple strategic pursuits simultaneously.
• Experience selling into multi-location businesses is a plus.

Responsibilities

• Build strategic enterprise pipeline across retail, hospitality, restaurants, convenience, grocery, healthcare, and other multi-location industries.
• Research target accounts, organizational structures, business initiatives, leadership changes, retail media investments, and customer experience priorities.
• Map buying committees by identifying executive sponsors, decision makers, champions, influencers, and technical stakeholders.
• Execute personalized multi-channel outreach across email, LinkedIn, phone, events, referrals, and strategic partnerships.
• Partner closely with the Chief Commercial Officer and Enterprise Sales Directors to develop and execute strategic account pursuit plans.
• Maintain exceptional Salesforce hygiene while ensuring accurate account, activity, and opportunity data.

Skills

Business development

Sales development

Enterprise prospecting

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Outreach

Apollo

Job description

Every day, millions of consumers engage with businesses in physical locations - from retailers and grocery stores to restaurants, gyms, hospitality venues, convenience stores, and healthcare providers. While digital advertising has transformed online experiences, most physical businesses are only beginning to modernize how they engage customers and monetize their in-store media. Rockbot is helping define that future. We're looking for someone who thrives on opening doors, uncovering opportunities, and building relationships with some of the world's largest brands. This isn't a traditional high-volume BDR role. You'll serve as a strategic extension of our Enterprise Sales organization - researching complex accounts, engaging executive stakeholders, and creating qualified opportunities that fuel Rockbot's most important customer partnerships.

What Success Looks Like:

Success is measured by creating qualified enterprise opportunities that become long-term strategic customers. You'll partner closely with the Chief Commercial Officer and Enterprise Sales Directors to identify, prioritize, and engage enterprise organizations that represent Rockbot's highest-value opportunities. You’ll combine thoughtful research, strong business acumen, and highly personalized outreach to build trust with executive buyers and consistently generate high-quality pipeline.

You will:

• Build strategic enterprise pipeline across retail, hospitality, restaurants, convenience, grocery, healthcare, and other multi-location industries.
• Research target accounts, organizational structures, business initiatives, leadership changes, retail media investments, and customer experience priorities.
• Map buying committees by identifying executive sponsors, decision makers, champions, influencers, and technical stakeholders.
• Execute personalized multi-channel outreach across email, LinkedIn, phone, events, referrals, and strategic partnerships.
• Partner closely with the Chief Commercial Officer and Enterprise Sales Directors to develop and execute strategic account pursuit plans.
• Maintain exceptional Salesforce hygiene while ensuring accurate account, activity, and opportunity data.

Who Will Thrive Here:

This role is ideal for someone who is naturally curious, organized, resilient, and energized by opening new doors. You enjoy understanding businesses before reaching out, communicate confidently with executive stakeholders, and create momentum through thoughtful research and personalized outreach. You\'re comfortable navigating ambiguity, enjoy solving complex business challenges, and understand that meaningful enterprise relationships are built through persistence, preparation, and credibility - not volume alone.

You Have:

• 2–5 years of business development, sales development, or enterprise prospecting experience.
• Experience generating qualified enterprise opportunities through outbound prospecting.
• Excellent written and verbal communication skills.
• Strong research, organization, and follow-through.
• Experience with Salesforce, LinkedIn Sales Navigator, ZoomInfo, Outreach, Apollo, or similar sales engagement tools.
• Ability to manage multiple strategic pursuits simultaneously.
• Experience selling into multi-location businesses is a plus.

About Rockbot:

Rockbot is an omnichannel media platform committed to elevating customer and employee experiences while fostering stronger connections in real-world spaces. Rockbot addresses the challenges businesses face in media management with integrated solutions spanning music, TV, digital signage, and advertising. Its mission is to enrich on-premise experiences with media technology, where every interaction is elevated and memorable. From independent local businesses to large national brands - across nearly every industry, including restaurants, bars, retailers, and more, Rockbot provides all the tools and licensed content businesses need. Backed by leading investors including Google and Universal Music Group, Rockbot is the future of out-of-home media. For more information visit www.rockbot.com.

Our Compensation:

Rockbot takes a market-based approach to pay, and pay may vary depending on your location in the U.S. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. The compensation band for this role is $70,000-$85,000 base + variable bonus (100-120K OTE), equity, and benefits for all team members. In addition to base salary, this role will be eligible for a variable commission based on KPIs and goals.

Our Values:

• Drive: We pursue our mission with relentless tenacity, passion, and optimism and inspire those around us to do the same. We love the journey and are on offense all the time. Yesterday was good enough for yesterday, but today we have to do even better.
• Accountability: We take ownership of our promises, responsibilities, behaviors, and products, and we expect the same of others. Standing behind our mistakes, communicating honestly, and making things right creates trust and strong relationships.
• Curiosity: We are hungry to learn and continually deepen our knowledge, skills, and understandings. We have a growth mindset and are intellectually curious. We challenge our beliefs and seek feedback and insights from others. The “Why” and “How” always matters.
• Empathy: We embrace that no two people or businesses are the same. We strive to understand others as deeply as possible and feel their pains and passions.
• Ingenuity: We work hard but we think smart. We bring creativity, technology, and practicality together to solve tough challenges.
• Integrity: We say what we mean, and do what we say, simply, clearly, honestly.

Rockbot is an Equal Opportunity Employer, but that’s just the start. We believe different perspectives help us grow and achieve more. That’s why we’re dedicated to hiring and developing the most talented and diverse team – which includes individuals with different backgrounds, abilities, identities and experiences.