Sales Development Representative

Hive is the leading provider of cloud-based AI solutions to understand, search, and generate content, and is trusted by hundreds of the world's largest and most innovative organizations. The company empowers developers with a portfolio of best-in-class, pre-trained AI models, serving billions of customer API requests every month. Hive also offers turnkey software applications powered by proprietary AI models and datasets, enabling breakthrough use cases across industries. Together, Hive’s solutions are transforming content moderation, deepfake detection, brand protection, sponsorship measurement, and more.

Hive has raised over $120M in capital from leading investors, including General Catalyst, 8VC, Glynn Capital, Bain & Company, Visa Ventures, and others. We have over 250 employees globally in our San Francisco, Seattle, and Delhi offices. Please reach out if you are interested in joining the future of AI!

At Hive, our Enterprise Sales Team is the driving engine in accelerating Hive’s growth. As a Sales Development Representative, you will play an impactful role in identifying new target markets and breaking into new strategic accounts. You will work cross functionally with Product, Finance, Operations and Legal to navigate complex sales cycles and close significant new business. You will become an expert in cutting-edge ML and AI concepts in order to communicate Hive’s products and services to technical stakeholders. 

Day to day, you’ll craft targeted outreach approaches to penetrate key accounts across core markets, like social networking, dating platforms, livestreaming companies and gaming developers. You will work with prospective Hive customers like Reddit and Whatnot to unlock value across Hive’s product suite for a wide breadth of use cases, from Visual Moderation to Celebrity Detection to Generative Image models. You will apply strong quantitative skills to analyze potential new markets, sales metrics and demand generation strategies. 

You will gain firsthand expertise in cutting-edge AI and machine learning products, learning how to evaluate AI model performance and learning how to commercialize a technical product to a wide diversity of target personas. 

Prospecting & Stakeholder Management

• Closely follow developments in the AI market to understand emerging client needs and maintain awareness of competitive intelligence 
• Identify ideal customer prospects across both core and greenfield markets based on detailed market research and AI industry trends
• Work closely with Hive’s business development and market research teams to identify key market opportunities and source clients
• Build deep understanding of Hive’s broad AI model product portfolio and relevant use cases for current and prospective customers  
• Conduct targeted, thoughtful outreach to prospects and move leads smoothly into the sales pipeline; send follow-up emails and check back in on previous conversations as needed

Sales Process

• Work closely with seasoned Account Executives to facilitate complex and expedited deal cycles, from discovery call to contract negotiation to customer onboarding 
• Become an expert in relevant machine learning and AI concepts in order to guide technical stakeholders through the sales cycle 
• Collaborate cross functionally with the Product team to communicate prospect and client feedback, helping to inform product roadmaps 

Reporting & Operations

• Track high-impact sales and outreach metrics, reporting crucial takeaways to your team each week
• Maintain awareness of industry best practices for data maintenance handling as it relates to your role
• Adhere to policies, guidelines and procedures pertaining to the protection of information assets
• Report actual or suspected security and/or policy violations/breaches to an appropriate authority

Requirements

• You have a Bachelor's degree
• You have 0-2 years of work experience
• You take initiative to direct your own days, identify worthwhile projects, and take actionable steps to accomplish goals
• You are excited to experiment with creative prospecting strategies 
• You enjoy interacting with prospects and customers, whether building long term relationships or conducting cold phone calls
• You possess strong analytical and quantitative skills, and are an effective communicator
• You are highly organized and detail-oriented; you can handle multiple projects and dynamic priorities without missing a beat
• You are resilient and the idea of rejection doesn’t scare you; you’re the type of person who is motivated by a challenge
• You are hungry to learn and you actively look for opportunities to contribute
• You are energetic, resourceful, and do what it takes to get the job done