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Defined.ai Company Overview

Defined.ai is a leading provider of high-quality, ethically sourced data for Artificial Intelligence and Machine Learning model training. We host the world's largest AI marketplace and offer end-to-end services to help companies accelerate their AI solutions. Backed by significant funding and recognized globally for our commitment to ethical AI, we operate in a fast-paced, innovative environment with offices in Seattle and Lisbon.

Who are we looking for?

This fully-remote role has one mission: land meetings with customers who actually need what we're building. You'll work leads from accounts handed to you (plus whatever you dig up yourself), use AI tools to move faster and smarter than everyone else in your space, and run the discovery calls that turn a cold "who's this?" into a real opportunity. From there, solution architects and sales leadership take it and close it — no account book, no renewals, no chasing a deal through six months of legal back-and-forth. You'll also keep the love alive with existing customers along the way, but the full sales cycle isn't on you. One number tells the story of how you're doing: qualified opportunities created. We're looking for someone driven, magnetic, and locked in on the goal! Someone who's here to win, not just clock in.

What you'll do

Get inside target accounts, figure out how they actually work, then zero in on whoever really owns AI/ML training data decisions.

Run smart, high-volume outbound to land meetings - calls, email, LinkedIn, whatever's working this week.

Own your messaging start to finish: test it, track what's landing, and ditch it the second it stops working.

Book and run first meetings - discovery calls that actually get to the truth on need, budget, timeline, and fit.

Set up the solution architects and technical teammates who take it from there, with everything they need to keep the deal moving.

Keep the CRM clean and current, so the whole team's looking at the same picture.

The reality of the job: You're doing your own research to find prospects, then sending 50+ personalized outreach attempts a day - every day, not just the easy ones. A great week looks like a handful of meetings out of hundreds of touches. The math only works if you keep showing up. Bonuses are tied to the qualified opportunities you create - not to deals someone else closes.

You'll be using Claude and other LLMs constantly: for research, messaging, call prep, all of it. You need to actually be good at this, and getting better never stops. No inherited playbook here: you're writing your own scripts. If you want real ownership early in your career, this is it.

Soft skills we care about

Short memory, thick skin. Ten "no"s in a row, and you're still bringing energy to call eleven.

Instant rapport. You put people at ease fast, actually listen, and make prospects feel heard — not pitched.

Sharp, quick communication. You break down something complex in plain terms on the fly, no script required.

Curiosity that runs deep. You ask the next question instead of assuming — with prospects, with your data, with the tools you use.

Self-starter energy. Nobody needs to check in on you. You set your own bar and go chase it.

Coachable, no ego. Feedback lands, you adjust, you move on — fast.

Rejection-proof mindset. A "no" is information, not a verdict on you.

Requirements

Relentless drive and a competitive edge. You do your best work with minimal hand-holding, and you treat rejection as data, not defeat.

A taste for a hard problem. You want a market that's genuinely tough to crack - and being told no makes you sharper, not smaller.

Magnetic and relationship-driven. People like talking to you, and they remember you after the call.

Genuine curiosity about AI - you actually follow the market, not just the buzzwords.

2+ years opening new business in B2B enterprise sales - think professional services, data, custom projects, or consultative selling.

Real receipts: meetings booked, activity volume, and the messaging that made it happen — and you can walk us through it.

Sharp discovery instincts - you know a real opportunity from someone just being polite.

The ability to break down a complex, custom offering in plain language and position it clearly against the competition.

Confident, everyday use of LLMs - this isn't optional.

Fluent with CRM and prospecting tools.

Based in the Bay Area, Austin, or elsewhere in Texas.

Benefits

You spend a lot of your time at work, so it should be challenging, fun and interesting. At Defined.ai it will be all of those things and more. Here's what we offer:

Flexible working schedule and hybrid model. We know comfort can boost creativity and performance, so you can manage your schedule and work both from one of our modern office spaces or home.

Excellent career development opportunities in a high growth company. With us, you can accomplish your career goals and follow a well-described career path with the support of your supervisor.

Culture of feedback and continuous improvement. AI is a fast-paced area, so we keep track of tech trends, and we always ask for feedback.

An international and diverse team. We have more than 23 nationalities at our 3 locations, and we provide language classes.

Continuous training opportunities. You can choose from many options: leveraging hands-on workshops, unlimited access to Coursera and formal development opportunities.

We love to foster a great office vibe. We believe that a comfortable environment makes a difference, so we provide daily breakfast and lunch, weekly happy hours to unwind, extra time-off, and even in-office massages to keep you relaxed and energized.

Business Development Specialist (US)