Business Development Representative

Overview

In this role you will kick off the sales process by engaging with potential customers and qualifying opportunities. You’ll operate in a hybrid motion, blending product-led signals with outbound prospecting to fill meetings for Account Executives. You’ll collaborate with AEs on strategic accounts and continuously test outbound approaches using AI to boost speed and quality. The role suits a curious, persistent communicator who thrives in a fast-paced, experimentation-driven environment, helping customers see Airtable’s relevance to their day-to-day work.

Pay / Benefits

• Travel allowance
• Private healthcare
• Parental leave
• Pension
• Wellness stipend
• Free lunch

Responsibilities

• Qualify prospects via calls, emails, and LinkedIn to book sales-ready meetings for Account Executives
• Execute a hybrid pipeline motion combining product-led signals with outbound outreach
• Collaborate with Account Executives on larger accounts and help shape territory plans
• Build, test, and iterate on outbound strategies using AI tools to improve efficiency and impact
• Participate in a structured weekly coaching rhythm focused on pipeline, messaging, and skill-building
• Develop deep understanding of customer pains to communicate credibly with prospects

Key requirements

• Outbound prospecting experience or strong interest in building it
• Strong written and verbal communication skills
• Grit, resilience, and comfort with volume and rejection
• Willingness to learn AI-enabled sales tools and apply them to workflows
• Ability to understand customer needs and articulate Airtable’s relevance
• English fluency; French or German is a plus for EU expansion

• grit
• coachability
• curiosity
• LinkedIn outreach
• AI tools usage in sales
• outbound strategy development

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