Senior Business Development Representative - Enterprise Telco Sales

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).

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.

Preferred Qualifications

• 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.
• Track record of leveraging Strategic Partner networks to generate qualified customer opportunities within telecom/CSP accounts.
• Effective at researching enterprise accounts and engaging with multiple stakeholders.
• Comfortable 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.