Enterprise Business Development Representative
Airbyte · San Francisco, CA
Open 1 day
New Business: you win brand-new customers.
- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 2d ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 14h agoon Airbyte's careers page
The job
- What you'd do
- Find and book meetings with people who make decisions at very big companies, from top executives to data engineers, working in the San Francisco office four days a week. You'll book most of your own meetings.
- What you'd sell
Lets company AI safely read business data and take action
When a company wants its AI to answer questions about its business, the answers depend on data spread across hundreds of sources. The problem is, the AI can't safely reach that data, so its answers are weak or it can't act. Airbyte gives AI fast, secure access to hundreds of sources, so it can find what matters and take action in those systems.
In plain English, from their own job posts. Something wrong? Tell me · More AI & data companies →
- Who you'd sell to
- Data engineers and company leaders, up to top executives at big companiesIn their words: “generate meetings with stakeholders across all levels, from C-suite executives to data engineers.”
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Ask hard questionsToo much is left unsaid. Make them answer before you invest.
- Pay
- No pay listed at all.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
- Time on market
- Brand new.
- Company hiring
- 3 sales roles open, hiring at a steady pace.
Red lights
- Pay. No pay listed at all.
Green lights
None spotted.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
Before You Apply
Find out where you fit, and where you don't, before you hit submit.
Why I built it this way ↓
Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.
Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.
It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.
Josh
More on this1 Is the job worth it?
Ask hard questions. Too much is left unsaid. Make them answer before you invest.
- No pay listed at all.
Might be worth asking about this before you spend an hour on a tailored résumé.
See the full Braun Read2 Where you fit
Upload once, see where you fit on any job.
Sign in and add your résumé. I'll show you where you line up, ask before I assume, and never add anything you didn't do.
Sign in →What people say about working at Airbyte ↓
Got an offer from Airbyte? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Rather talk it through? Call or text me: 954-695-0844 (text)
Full posting
ABOUT AIRBYTE:
We’re on a mission to make data available and actionable to everyone, everywhere. With 700+ connectors, our platform powers analytics and gives AI agents the business context they need to do real work. More than 25,000 companies, including 20% of the Fortune 500, rely on Airbyte to put their data to work.
We’re built on open source because we believe companies should have full control over their data. A community of 27K members helps shape what we build, and we’re backed by $181M from investors including Benchmark, Accel, Altimeter, Coatue, and Y Combinator.
Models keep getting better. What holds AI back is the data informing and shaping its decisions, and that's the layer we're building.
We’re just getting started. If you’re excited by big challenges, meaningful ownership, and the chance to help build what’s next, we’d love to meet you.
THE ROLE:
As an Enterprise Business Development Representative (BDR) at Airbyte, you will play a critical role in driving our expansion into the enterprise market. This strategic position focuses on identifying key decision-makers and generating high-quality sales meetings within enterprise accounts.
You will have a direct impact on enterprise revenue while developing the skills, experience, and relationships that will accelerate your career in sales.
WHAT YOU’LL DO:
- Hunt and prospect into enterprise accounts and generate meetings with stakeholders across all levels, from C-suite executives to data engineers.
- Create personalized, compelling outbound outreach at scale to build relationships and drive qualified sales meetings.
- Partner closely with Enterprise Account Executives and GTM Engineers to generate pipeline and exceed revenue goals.
- Develop a deep understanding of the enterprise data and AI landscape, customer challenges, and how Airbyte helps organizations unlock the full value of their data.
- Gather and share customer insights with Marketing, Sales, and Product teams to continuously improve our go-to-market approach.
WHAT YOU’LL NEED:
- 1+ years of customer-facing sales experience, ideally in a B2B technology environment. Previous SDR/BDR experience is a plus but not required.
- A proactive, solution-oriented mindset with the ability to thrive in fast-paced, evolving environments and operate with autonomy.
- Strong written and verbal communication skills, with the ability to clearly articulate complex concepts.
- Familiarity with modern GTM tools such as Nooks, Common Room, Claude and Salesforce or a demonstrated ability to ramp quickly and leverage AI as part of your daily workflow.
- A consistent, disciplined approach to high-volume prospecting, while maintaining relevance and quality across cold calls, emails, and follow-ups.
LOCATION:
- Onsite 4 days/week in San Francisco, CA
WHY YOU'LL LOVE WORKING AT AIRBYTE:
At Airbyte, we believe great work happens when people feel supported, trusted, and empowered to grow. Our market-leading Total Rewards package is designed to help you thrive professionally and personally. Our benefits and perks include:
• Flexible PTO with a culture that encourages at least 25 days off annually
• 16 weeks fully paid parental leave for all parents
• Comprehensive medical, dental, and vision coverage for employees and dependents
• 401(k) retirement plan
• Professional development budget, conference sponsorship, and book reimbursement
• Commuter benefits and monthly internet reimbursement
• Breakfast and lunch in our San Francisco office
• A collaborative, in-person culture focused on learning, growth, and impact
If you find this role exciting, we encourage you to apply even if you think you don’t meet all of the requirements!
We are not accepting agency submissions or recruiting firm support for this role. Unsolicited resumes will not be considered.
Airbyte is an equal opportunity employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, national origin, ancestry, age, physical or mental disability, pregnancy, genetic information, sex, sexual orientation, gender identity or expression, marital status, familial status, domestic violence victim status, veteran or military status, or any other legally recognized protected basis under federal, state or local laws. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Airbyte is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. Please let us know if you need assistance or accommodations due to a disability.