The Business Development Representative will generate pipeline through outbound prospecting, qualify opportunities using MEDDPICC, and build relationships with key accounts while partnering with Account Directors.
ABOUT US: ABOUT THE ROLE…
Digimarc (NASDAQ: DMRC) is building the trust layer for the modern world. As AI accelerates how we produce, share, and interact with the world, the risks of fraud, counterfeiting, and misinformation are growing exponentially. Our innovative, highly scalable, and ultra-secure solutions make it possible for consumers, businesses, and intelligent systems to instantly verify what’s real, protect what matters, and transact with confidence. Digimarc’s solutions for loss prevention, authentication, and digital are built to counter the speed and sophistication of today’s AI-enabled threats. Trusted by the world’s central banks to deter the counterfeiting of global currency, we exist to protect truth in every interaction, spanning both the physical and digital worlds.
We’re hiring a Senior Business Development Representative (BDR) to drive pipeline for Digimarc’s digital watermarking solutions. Reporting to the Manager of Business Development, you’ll own early-stage sales—from outbound prospecting through qualified opportunity handoff.
This is a high-impact role for a self-sufficient BDR who can run discovery, qualify using MEDDPICC, and build multi-threaded relationships with minimal oversight. You’re fluent in modern prospecting tools (Salesforce, Gong, ZoomInfo) and use AI (e.g., ChatGPT, Claude) to research, personalize outreach, and scale your output.
Travel: ~10%
WHAT YOU WILL DO…
- Generate qualified pipeline through targeted outbound (phone, email, social, events)
- Identify and prioritize accounts based on ICP, use cases, and buyer pain
- Run initial discovery and qualify opportunities using MEDDPICC
- Capture and document key stakeholders (champion, economic buyer, decision criteria) for clean handoff to Account Directors
- Build and multi-thread relationships across key accounts
- Partner closely with Account Directors to progress opportunities
- Create and iterate outbound cadences using Gong and performance data
- Leverage AI tools to accelerate research, personalize messaging, and build repeatable workflows
- Maintain high-quality CRM hygiene in Salesforce (activities, contacts, next steps)
- Stay current on industry trends, competitive landscape, and messaging
- Mentor junior BDRs as needed
WHAT WE ARE LOOKING FOR…
- 1–2+ years of SDR/BDR experience
- Experience qualifying deals and navigating stakeholders (champion, economic buyer, etc.)
- Familiarity with MEDDPICC or similar sales methodology
- Experience with sales tools: Salesforce, ZoomInfo, Gong, HubSpot, Sales Navigator
- Proven ability to use AI tools (e.g., ChatGPT, Claude) to improve prospecting efficiency and quality
- Strong written and verbal communication skills; able to engage senior stakeholders
- Comfortable in a high-activity, outbound environment (phone-first mindset)
- Coachable, adaptable, and accountable to activity and pipeline metrics
- Collaborative, team-oriented approach to pipeline generation
Benefits:
- Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
- Restricted Stock Units
- Flexible Paid Time Off & Holidays
- Life Insurance
- Employee Stock Purchase Plan (ESPP)
- Mentorship Opportunities
- Training & Development
Compensation:
Base Salary: $61,200 - $72,000
This compensation range takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill set, experience, training, licensure, certifications, geography and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.
Our Culture:
We are a team of problem-solvers united by our company’s immense potential to help solve complex challenges.
We align to the following Digimarc core values:
- Collaborative – Stronger together. We embrace diverse perspectives and harness our collective talent to realize our full potential.
- Curious – Listen and look forward. We think differently and seek out opportunities for growth to exceed our stakeholders’ expectations.
- Courageous – Innovate with integrity
We challenge each other and do the right thing – even when it’s difficult – to deliver wins for our customers.
Join our team and work in support of a technology platform that can transform how consumer goods are made, bought, sold, and recycled around the globe. Digimarc is committed to the health and safety of our employees and their families. We are dedicated to diversity, professional development, and the success of our employees. For more information, visit us at www.digimarc.com.
Digimarc is seeking diverse applicants. We are an equal opportunity employer and consider qualified applicants for employment without regard to race, gender, age, color, religion, disability, veteran status, sexual orientation, gender identity, or any other protected factor. We want the best people who share our values.
This job posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Principals only. No recruiters please.
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