Why This Job is Featured on The SaaS Jobs
This Business Development Representative role sits in a growth stage SaaS company operating at the intersection of edge computing, industrial data, and applied AI. That positioning matters in today’s SaaS landscape because it blends modern platform selling with operationally complex customer environments, where software value is tied to measurable outcomes on the factory floor and buying decisions involve both technical and operational stakeholders.
For SaaS professionals, the career upside is exposure to an enterprise go to market motion that rewards research, relevance, and account planning over broad volume tactics. Experience gained here tends to transfer well across enterprise SaaS, particularly in roles that require navigating long sales cycles, coordinating with marketing and AEs, and building pipeline against a defined ideal customer profile. The emphasis on CRM discipline and multi channel sequencing also builds durable operating habits used in scaled revenue teams.
This role is best suited to someone who already has the fundamentals of B2B prospecting and wants to deepen strategic selling skills, especially in account based approaches. It will fit professionals who enjoy learning an industry domain, tailoring messaging to senior personas, and collaborating closely across GTM functions while staying accountable to clear pipeline standards.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Who is Litmus
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, reduce downtime, and optimize production.
Backed by leading investors and trusted by global manufacturers and partners like Google, Microsoft, Dell, Oracle, and Mitsubishi, Litmus is powering the shift toward software-defined manufacturing.
Why join Litmus
Build the infrastructure that makes industrial AI possible
AI is moving beyond the cloud and into the physical world. At Litmus, you’ll build the infrastructure that enables real-time data to power AI and machine learning systems in production environments.
Work on problems where software meets the real world
Most AI systems fail without access to real-world data. You’ll build the layer that makes them viable in production. We solve challenges at the intersection of distributed systems, real-time data, and industrial constraints — where reliability, scale, and performance are non-negotiable.
Have real impact, fast
You’ll work on systems used by real customers in production, with direct impact on product and company trajectory. As a scaling company, we move quickly. You’ll have ownership, visibility, and the ability to shape both product and company as we scale.
Join a high-performance team
We’re building a team that holds a high bar and pushes each other to improve. You’ll work alongside experienced operators, engineers, and leaders who have done this before and are building again at scale. We hire people who take ownership, move quickly, and care about outcomes. No passengers.
Our culture
At Litmus, the team is collaborative, curious, and low ego. People are scrappy, take ownership, and look for ways to make an impact. We value empathy just as much as execution, whether that’s in how we build, how we communicate, or how we support each other.
We’re a growing company, so things move quickly and not everything is perfectly defined. If you enjoy figuring things out, working closely with others, and making steady progress, you’ll do well here.
The Role
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.
Key Responsibilities
• 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.
What We're Looking For
• 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).
Preferred Qualifications
• 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.
What We Offer
• Competitive base salary with uncapped commission potential.
• Fast-track career growth — strong BDRs at Litmus move into AE or senior GTM roles.
• Access to industry training, certifications, and mentorship from experienced operators.
• Remote and hybrid flexibility depending on location.
• The chance to be part of something genuinely important — the infrastructure layer that makes industrial AI real.
