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Business Development Representative

Palo Alto, CA

Globality is the autonomous sourcing platform to manage the entire intake to award process. 

At Globality, we build agentic technology that transforms how global enterprises source goods and services — autonomously, at scale, and without the inefficiencies that have defined procurement for decades. Our platform interprets purchase intent, generates sourcing materials, evaluates suppliers, and executes negotiation strategies without manual intervention.

The Role

As a Business Development Representative (BDR), you'll be responsible for generating and qualifying sales pipeline for Globality's Enterprise Account Executive team. You'll be the first point of contact for procurement and finance leaders at Global 2000 companies, running outbound campaigns and qualifying inbound leads to identify enterprise opportunities for Glo, our AI-powered sourcing platform. 

What You Will Do

  • Generate qualified pipeline. Run multi-channel outbound campaigns (email, phone, LinkedIn, video, and other social selling channels) to engage sourcing, finance, and operations leaders at large enterprises.
  • Qualify inbound demand. Respond quickly and thoughtfully to inbound leads from marketing campaigns, events, and website activity, applying consistent qualification criteria (e.g., BANT/MEDDIC) to convert interest into sales-ready opportunities.
  • Uncover real business problems. Go beyond surface-level discovery to understand a prospect's sourcing challenges, spend management pain points, and business priorities — and map those to how Glo can help.
  • Partner cross-functionally. Work closely with Account Executives, Marketing, and Product to execute Globality's enterprise go-to-market strategy, feeding market and prospect insights back into messaging, targeting, and campaigns. Highly collaborative teamwork across these functions is a critical cultural attribute we look for.
  • Own your pipeline. Rigorously track and manage all prospect and opportunity activity in Salesforce, keeping data clean and forecasts accurate.
  • Become a domain expert. Develop a working fluency in procurement, sourcing, and spend management so you can speak credibly to enterprise buyers — and to AI-driven categories more broadly.
  • Help build the culture. Contribute to a high-energy, high-accountability environment on the BDR team and across the broader Sales org — including mentoring newer reps as the team scales. 
  • Be outspoken and solution-oriented. Identify and advocate for process improvement, particularly around lead management and campaign effectiveness.  

What You Bring

  • 1+ years of experience in business development, sales development, or inside sales (SaaS or enterprise software strongly preferred) 
  • A demonstrated track record of hitting or exceeding pipeline, activity, or quota targets 
  • Excellent written and verbal communication skills — able to distill complex ideas (like AI-powered procurement) into compelling, concise messages for busy enterprise executives
  • Comfort and confidence engaging senior stakeholders (Director, VP, and C-level) at large organizations
  • Strong organizational skills — able to prioritize and manage a high volume of accounts, contacts, and activities without letting things fall through the cracks
  • Proficiency with modern sales tooling (CRM, sales engagement platforms, LinkedIn Sales Navigator, or similar)
  • Coachability and curiosity — genuine interest in leveling up your craft and getting better every week 
  • A team-first mindset and resilience in the face of rejection — prospecting is a numbers game, and we're looking for people who bring energy to it every day 

Nice to have:

  • Experience selling into, or operating in, procurement, supply chain, finance, or other operations functions 
  • Familiarity with AI/ML-driven SaaS products and how to sell "new category" technology
  • Experience with account-based selling into named enterprise accounts, including building relationships with multiple contacts within a single account

 

The anticipated salary range for this position is $90,000 - $100,000 OTE. Actual compensation may vary based on factors such as experience, skills, and location. This information is provided in accordance with the California Equal Pay Act. We are an equal opportunity employer and participate in the E-Verify program. We are committed to building a diverse and inclusive workplace and do not discriminate on the basis of race, color, gender, sexual orientation, gender identity, religion, national origin, age, disability, or any other protected status.

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