Sr. Business Development Representative (Pulse8)

Senior Business Development Representative – Pulse8 (Kubernetes):

We are building a specialized Business Development team focused on Kubernetes and cloud-native data services, with Pulse8 at the center of this motion. The Senior Business Development Representative (Sr. BDR) will play a critical front-end role in uncovering customer pain, qualifying Kubernetes-centric opportunities, and accelerating pipeline creation across large enterprises (LE) across SLED, healthcare, manufacturing, retail, and service provider segments.

This role is designed for a consultative, technically fluent seller who understands modern application platforms, DevOps tooling, and the operational challenges of running Kubernetes at scale. You will partner closely with Account Executives, Solutions Architects, and Product Marketing to identify where Pulse8 can deliver clear business and operational value.

Kubernetes Opportunity Discovery & Qualification

• Proactively engage prospects through outbound campaigns, inbound inquiries, partner leads, and event follow-ups focused on Kubernetes and cloud-native initiatives.
• Conduct structured discovery conversations to uncover pain points related to:
  • Kubernetes Day-2 operation
  • Data protection, resiliency, and lifecycle management
  • Platform sprawl and operational complexity
  • Cost control and governance for container platforms
• Qualify opportunities using MEDDICC / BANT-style frameworks with a strong emphasis on use-case validation and technical fit.

Pipeline Generation & Sales Alignment

• Generate net-new qualified pipeline specifically for Pulse8 Kubernetes engagements.
• Partner tightly with Field Sales and Solutions Architects to progress opportunities from discovery to technical validation (POC, workshops, assessments).
• Clearly articulate customer needs, buying triggers, and success criteria when handing opportunities to the field team.

Customer & Partner Engagement

• Educate prospects and partners on DataCore’s Kubernetes strategy and Pulse8 value proposition.
• Support channel-led motions by enabling partners to identify Kubernetes opportunities within existing customer bases.
• Act as a trusted first point of contact for customers beginning or expanding their Kubernetes journey.

Market & Competitive Intelligence

• Track trends in Kubernetes adoption, platform standardization (EKS, AKS, OpenShift, Tanzu, upstream K8s), and data management challenges.
• Gather competitive insights related to adjacent solutions (Portworx, OpenShift Data Foundation, Longhorn, cloud-native backup tools, etc.).
• Share actionable feedback with Product Marketing and Product Management to refine messaging and GTM strategy.

Operational Excellence

• Maintain accurate and detailed opportunity records in Salesforce, including discovery notes, personas, timelines, and next steps.
• Consistently meet or exceed activity, pipeline, and qualification targets.
• Support the introduction of new Pulse8 features, SKUs, and go-to-market initiatives.

Knowledge, Skills & Abilities

• 5 years of experience in Business Development, Inside Sales, or Technical Sales, preferably in software, infrastructure, or cloud-native platforms.
• Strong working knowledge of Kubernetes, containers, DevOps workflows, need of persistent storage for k8 environments and modern application architectures.
• Proven ability to conduct high-quality discovery conversations with both technical and business stakeholders.
• Experience qualifying and advancing complex, multi-stakeholder sales opportunities.
• Familiarity with CRM systems (Salesforce preferred) and modern sales engagement tools.
• Excellent communication skills—clear, confident, and credible with technical audiences.
• Self-starter with a strong sense of urgency, ownership, and accountability.
• “Hunter” mentality paired with a consultative, value-driven sales approach.