Business Development Representative II

Deepen your impact, grow your career in enterprise SaaS Sales, and help shape how cutting-edge AI is adopted in the materials and chemicals industries.

About Citrine Informatics

At Citrine, we’re using generative Artificial Intelligence to enable our customers to usher in the next generation of sustainable, high-performing materials and chemicals.  

We’re the leader in AI for materials and chemicals. Our no-code SaaS platform gives product developers, researchers, and engineers access to domain-specific data management and AI tools. Our models propose new ways to combine ingredients and processes that are most likely to outperform, helping companies discover and deploy innovative, sustainable, high-performing materials and chemicals up to 98% faster than traditional R&D approaches.

Citrine regularly wins awards for innovation and sustainability, earning spots on the CB Insights AI 100 list and the Inc. 5000 list of fastest-growing private companies in the US. Our customers include leading organizations such as LyondellBasell, Braskem, Grace, Synthomer, and Syensqo. We also collaborate with researchers from world-renowned institutions on cutting-edge research at the intersection of AI and the physical sciences.

Our team is ambitious with our goals, passionate about our vision, driven by our sustainability mission, and eager to grow and learn from each other. We’re headquartered in California, with team members throughout North America and Europe. We’re growing quickly, and we’re looking for the best to join us!

About the Role

We are seeking a Business Development Representative (BDR, Level II) to accelerate pipeline growth and help scale our business. You are a proactive owner of top-of-funnel activities: you design and execute outreach strategies, uncover and qualify complex customer needs, and ensure high-quality opportunities flow into the sales cycle.

Beyond generating meetings, you will be expected to operate as a strategic partner to Account Executives and Account Managers—providing market and account insights, refining messaging and targeting, and helping shape territory and campaign strategy. You’ll work cross-functionally with Marketing and Sales Operations to experiment, measure, and improve our go-to-market motion.

This is an ideal role for an experienced enterprise SaaS professional ready for a more impactful and strategic position. You will have greater ownership, autonomy, and direct influence on our sales process. Career Progression: This role is designed as a direct path to an Account Executive (AE) position, with a target progression timeline of 18 months for top performers.

• Own and drive outbound prospecting across all target territories and verticals to consistently generate high-quality, qualified opportunities for Account Executives.
• Design, execute, and optimize sophisticated multi-channel campaigns (phone, email, social) tailored to specific personas (R&D, IT, Business Leaders) within large, complex organizations.
• Conduct deep, consultative discovery sessions to diagnose prospect needs, articulate clear business impact, and rigorously qualify opportunities against our Ideal Customer Profile (ICP).

2. Cross-Functional Partnership

• Operate as a strategic partner to Account Executives and Account Managers, providing market and account insights to refine strategy, messaging, and targeting.
• Maintain rigorous territory and account plans, including account mapping, whitespace analysis, and clear prioritization of target accounts.
• Collaborate with Marketing to drive outbound program execution, optimize lead conversion, and provide critical feedback on messaging resonance and market trends.

3. Operational Excellence & Growth

• Report on and manage personal performance against key KPIs (Meetings Set, Qualified Opportunities, Conversion Rates), using data and experimentation to continuously refine approach and exceed targets.
• Maintain accurate, detailed records of activities, contacts, and opportunities in Salesforce, contributing to improved CRM hygiene and reporting standards.
• Act as an ambassador for Citrine’s technology—developing a strong working understanding of our platform, the materials/chemicals R&D lifecycle, and how our solutions create measurable value.
• Contribute to the creation of playbooks, talk tracks, and continuous process improvements for the entire Sales team.

• Experience: Minimum of 2 years of proven success in B2B/Enterprise SaaS business development/sales development (BDR/SDR) roles, ideally selling complex technology solutions.
• Track Record: Proven ability to meet or exceed pipeline, meeting, and opportunity generation targets in a SaaS environment.
• Tech Stack: Hands-on experience working with CRM systems (Salesforce experience necessary) and sales engagement tools for high-volume, high-quality outreach.
• Communication: Excellent communication and presentation skills—ability to quickly build rapport, ask strong discovery questions, and clearly articulate value.
• Business Acumen: Demonstrated ability to engage and influence multiple stakeholders across an organization, from individual contributors to senior leadership.
• Intellectual Curiosity: Comfort operating in complex, technical sales environments; curiosity about materials science, AI/ML, and digital transformation in R&D-driven industries is essential.
• Work Ethic: Highly self-directed with excellent organizational skills, competitive mindset, and resilience—motivated by data and impact in a dynamic, fast-paced environment.
• Location: Must be based in the Eastern Time Zone (EST/ET) and able to work standard Eastern business hours. 

• Studies have shown that women and underrepresented minorities are less likely to apply for jobs unless they meet every single qualification listed. Citrine Informatics is invested in creating a diverse, authentic, and inclusive team, so if you’re excited about this role but your past experience doesn’t perfectly align with what you read above, please consider applying anyway!

Equal Opportunity

All qualified applicants will receive consideration for employment without regard to race, creed, color, or national origin. Please let us know if you need any accommodations during the interview process. 

Accommodations

Citrine is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email us at [email protected] or inform your recruiter if you require any reasonable accommodations throughout the recruiting process.

Our Core Values

Citrine Informatics recognizes that its most valuable asset is its people. We have created our set of Core Values to encourage, support, and invest in our team as they work to innovate and support a more sustainable world. Our Core Values reflect our ongoing commitment to continuously invest in nurturing our talent and our people-first approach to conducting business.   

- We take pride in and recognize the successes and growth of ourselves and our colleagues. We support each other in our growth.

- We prototype and collect data to make good decisions. We question that data and are constantly iterating to find the best solution.

- We are all owners of Citrine and make decisions like owners. We work autonomously with personal and organizational accountability. 

- We commit to building a diverse and inclusive community within Citrine and actively promote equity and belonging.

- We are tirelessly committed to creating value for our customers.

- We exist to help our customers accelerate the development of sustainable products that are critical to the future of both our planet and our industry.

Compensation and Pay Transparency 

At Citrine, we want your path to career growth to be transparent, straightforward, fair, and easily accessible -- starting with your application and interview process. The annual salary range listed below reflects the level we are considering for this position (please note that there may be unique situations where you may fall outside of this range). Your placement within the range will depend on how your experience and skills align with our internal leveling system as we learn more about you throughout the interview process.

This position is eligible for variable compensation up to 15% of the annual base listed below.

$75,000 USD - $90,000 USD

*Range(s) listed are for full-time employees based in the United States only.

Our Benefits (for exempt, full-time employees based within the United States)

401k with matching up to 4%

Medical, vision, dental insurance (we pay 100% of your premium and 75% of your dependents)

Company-paid Life and Disability insurance

FSA and HSA plans

Equity options within the company

12 weeks of paid parental leave

Flexible PTO on top of our 15 paid company holidays (includes your birthday!)

Free financial counseling 

$600 tech allowance

Monthly $75 phone reimbursement

$5,000 annual continuing educational allowance