[Remote] AI Business Development Representative, Opengear (Remote, US)

Note: The job is a remote job and is open to candidates in USA. Digi International is a technology company focused on network resilience and AI infrastructure. The AI Business Development Representative role involves identifying and initiating new opportunities in the AI ecosystem, engaging with emerging companies, and supporting the development of high-quality sales opportunities. Responsibilities Monitor the AI infrastructure ecosystem to identify emerging companies, expansion initiatives, and new market entrants Track leading indicators such as power acquisition, site development, hiring trends, capital investment, GPU procurement, and partner announcements Continuously expand and refine the AI target account list based on validated market signals Identify net-new AI accounts and initiatives not currently engaged by the sales organization Conduct early qualification to assess AI workload type and scale Assess infrastructure maturity and readiness Evaluate timelines and decision drivers Determine strategic fit and potential value Disqualify non-credible or premature opportunities to protect pipeline quality Execute highly targeted, personalized outreach to technical, operational, and infrastructure stakeholders Use account-specific context to earn discovery conversations rather than pitch products Secure qualified introductions and discovery meetings for Strategic Account Directors or Inside Strategic Representatives Create and document new AI opportunities in the CRM with clear qualification notes, signal rationale, and recommended next steps Ensure opportunities entering the pipeline are supported by real intent and timing signals Support early relationship development until formal ownership is transitioned to account teams Begin building trusted relationships before formal buying processes exist Maintain light-touch engagement with emerging AI accounts as initiatives mature Ensure clean, informed handoffs to account and execution teams when opportunities progress Work closely with business development leadership Provide concise and timely opportunity handoffs to regional teams Remain engaged post-handoff as needed to support continuity Skills Experience in B2B business development, preferably in infrastructure, cloud, data center, or enterprise technology Strong research, qualification, and analytical skills Ability to communicate credibly with technical and operational stakeholders Comfort working in complex, emerging markets with incomplete information Experience using CRM systems such as Salesforce or equivalent Exposure to AI infrastructure, hyperscale environments, or data center ecosystems Familiarity with colocation, GPU cloud, or infrastructure services markets Experience working with partners, integrators, or ecosystem-driven sales motions Demonstrated use of AI tools, such as ChatGPT, to enhance research, outreach, or account intelligence Benefits Short-term incentive program New hire stock award Paid parental leave Open (uncapped) PTO Hybrid work environment Competitive medical, health & wellbeing and compensation offerings Company Overview Digi International is a global provider of IoT connectivity products, services, and solutions. It was founded in 1985, and is headquartered in Minnetonka, Minnesota, USA, with a workforce of 501-1000 employees. Its website is