About the Job
Litmus is building the data foundation that powers industrial AI.
AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap.
We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time,...
Key Responsibilities
This is not a typical BDR seat. As a Strategic BDR at Litmus, you will own the top of the funnel for a defined set of target accounts — building pipeline through thoughtful, insight-led outreach rather than spray-and-pray volume. You will be expected to understand your prospects' operational challenges deeply, connect those challenges to the Litmus platform, and create genuine buying interest at the executive and operational level.
You'll work closely with Account Executives, Marketing, and Sales Leadership to execute account-based strategies against our Ideal Customer Profile — large manufacturers undergoing digital transformation. This role is for someone who is already good at the fundamentals and wants to grow into a more strategic, account-centric motion.
• Account-Based Prospecting: Own a named target account list; research organizational structure, technology stack, and operational priorities to build tailored entry strategies.
• Strategic Outreach: Execute high-quality, multi-channel sequences (email, phone, LinkedIn, events) that lead with insight and industry relevance — not generic templates.
• Executive Engagement: Identify and engage plant managers, VP Operations, Head of Manufacturing IT, and other economic buyers; understand their digital transformation priorities and connect them to Litmus's value proposition.
• Pipeline Creation: Consistently generate qualified opportunities that meet the bar: right persona, right problem, right timeline. Quality over volume.
• AE Partnership: Work shoulder-to-shoulder with your paired AE — align on account strategy, co-develop messaging, and ensure seamless handoffs that don't lose momentum.
• Market Intelligence: Stay current on manufacturing trends (IIoT, smart factory, AI at the edge, OEE) to sharpen your outreach and inform the GTM team's positioning.
• CRM Discipline: Keep Salesforce clean and current — activity logs, contact data, opportunity stages. Your pipeline is your professional reputation.
Required Skills & Abilities
• Experience: 2–5 years in B2B sales or business development, ideally in industrial technology, manufacturing software, IoT, or adjacent enterprise SaaS.
• Track Record: Consistent attainment of pipeline and meeting targets; examples of breaking into new accounts or landing cold outreach with senior stakeholders.
• Strategic Mindset: You research before you reach out. You can connect operational pain to platform value without reciting a script.
• Communication: Strong written and verbal skills — capable of writing a cold email a VP of Operations actually replies to.
• Resilience: You're comfortable with long sales cycles, complex buying committees, and the reality that most great deals start with a 'not right now'.
• Tech Fluency: Proficient in Salesforce and modern sales tools (Outreach, Salesloft, ZoomInfo, LinkedIn Sales Navigator).
• Background in manufacturing, industrial automation, edge computing, or IIoT.
• Experience with account-based sales motions and named account strategies.
• Familiarity with sales methodologies such as Challenger, SPIN, or Sandler.
• Exposure to enterprise sales cycles involving IT, OT, and operational stakeholders.
