As an early-to-mid level AI Growth Specialist (BDR) at Descript, you'll be on the front lines of growth: sourcing and qualifying new business opportunities, building relationships with buyers across modern media, marketing, and enterprise teams, and creating pipeline for our Account Executives.

This role is highly cross-functional , you'll work closely with Marketing, Account Executives, Customer Success, and Product to refine messaging, target the right buyers, and iterate on playbooks that scale.

Responsibilities:

• Drive outbound prospecting through email, phone, social (LinkedIn), and inbound follow-up to generate qualified meetings for the AE team.

• Execute targeted cadences that combine personalization and scale; own the top of funnel for assigned segments.

• Qualify deals against MEDDPICC , build and maintain a healthy pipeline, and pass consistently high-quality opportunities to AEs.

• Hit weekly / monthly activity and pipeline targets (calls, emails, meetings, SQLs).

• Use CRM and sales engagement tools (Salesforce / Unify / Apollo / LinkedIn Sales Navigator) to track activity and report on funnel metrics.

• Collaborate with Marketing to test and optimize messaging, campaigns, and inbound conversion flows.

• Be the voice of the customer , share insights about buyer pain points, competitive signals, and feature requests to Product and GTM teams.

• Help evolve playbooks and onboarding materials for future SDR hires.

Requirements:

• 1–3 years of work experience (SaaS, AI or Investment Banking experience strongly preferred).

• Demonstrated success in outbound prospecting and meeting generation for quota-driven teams.

• Strong written and verbal communication skills , you can write crisp, human outreach and confidently lead discovery conversations.

• Comfortable with high activity levels and a metrics-driven approach to improvement.

• Experience using a CRM and sales engagement tools; comfortable learning and adopting new tooling and processes.

• Grit, curiosity, and the coachability to iterate quickly on feedback.

• Ability to learn our core systems to find targets within our existing customer database

• Passion for creators, video, audio, or modern content workflows is a big plus.

Nice to have:

• Experience selling to marketing, learning & development, product, or media teams.

• Familiarity with audio/video creation workflows or interest in multimedia production.

• Prior experience in a startup or high-growth environment.

• Knowledge of prospecting at enterprise accounts and navigating complex buying groups.

What success looks like (first 3–6 months):

• Consistently hitting activity and meeting targets and contributing a predictable pipeline to the AE team.

• Developing strong, scalable cadences that increase conversion rates from outreach → meeting → SQL.

• Showing strong product knowledge and independently handling discovery calls with high lead quality.

Our hiring process:

• Manager / hiring team interview (role fit & experience).

• Live or recorded roleplay / sales exercise.

• Final conversation with leadership or cross-functional partner.

• Offer.

Base salary range for this role is $60,000-$120,000/year OTE.

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The ISD will collaborate closely with the Senior Manager of Training Operations, Curriculum Developer, and Subject Matter Experts (SMEs) to operationalize training content into systems and structures that enable seamless delivery and accessibility for diverse end-user audiences. As a key partner in training lifecycle, the ISD will help design the “how” of training delivery with a focus on scalability, effectiveness, and system performance.

Systems Design & Implementation:

• Design and implement scalable instructional systems, frameworks, and processes to deliver highly technical training content (e.g., LMS platforms, SCORM-compliant systems, virtual training platforms, or other performance support tools).
• Develop innovative approaches to operationalizing technical training, optimizing delivery methods while working within the constraints of Air Force or other military standards and regulations.
• Test and validate system performance to ensure seamless integration of training content developed by Curriculum Developers.
• Conduct usability testing to ensure systems meet the needs of end-users, including engineers, pilots, maintainers, and government clients.

Stakeholder Collaboration:

• Work with the Senior Manager of Training Operations, SMEs, and Curriculum Developers to design, implement, and scale training solutions that align with organizational objectives and military standards.
• Act as the strategic bridge between content creation teams and systems implementation, ensuring that what is created by Curriculum Developers aligns with how it is delivered.
• Build strong collaborative relationships across business lines, technical teams, and external clients, serving as a trusted advisor on training systems' design and optimization.

Needs Analysis & Delivery Innovation:

• Conduct thorough training needs analyses to identify optimal systems or platforms for specific training goals based on the needs of diverse learners and stakeholders.
• Leverage expertise in industry standards and emerging technologies (e.g., SCORM-compliant tools, LMS platforms, AR/VR solutions, or AI-driven training platforms) to recommend and implement cutting-edge instructional systems.
• Align delivery methods with military or government standards, ensuring innovative, forward-thinking solutions are still compliant with required frameworks and policies.

Evaluation & Optimization:

• Develop methods to monitor and report on system and learner performance, using LMS data, analytics dashboards, and evaluation models (e.g., Kirkpatrick’s Levels of Evaluation).
• Analyze data to refine implementation strategies, improve training effectiveness, and adapt to changing requirements.
• Partner with stakeholders to provide insights on how training systems contribute to performance outcomes and organizational objectives in technical or military contexts.

Standardization & Compliance:

• Ensure all training systems and their implementation comply with military standards (e.g., Air Force training specifications), organizational policies, and industry benchmarks such as SCORM or xAPI.
• Maintain consistent documentation of systems processes, best practices, and lessons learned to create scalable, repeatable training system operations.
• Stay up-to-date on emerging military and government compliance requirements for training systems.

Required Qualifications:

• Bachelor’s degree in Instructional Design, Systems Engineering, Educational Technology, or a related field.
• 5+ years experience as an Instructional Systems Designer or similar role, with demonstrated success in designing scalable frameworks for technical, engineering, aerospace, or defense-related environments.
• Familiarity with Air Force or other U.S. military training programs, including their standards and operational constraints, is required.
• Strong collaboration and communication skills, with the ability to build trust and work effectively in a matrixed and high-stakes environment.
• Analytical thinking and problem-solving skills, with a focus on delivering innovative solutions while balancing organizational constraints.
• Proficiency with e-learning authoring tools (e.g., Articulate Storyline, Adobe Captivate) and multimedia production tools.
• Knowledge of systems integration standards and frameworks, including SCORM, xAPI, or cmi5 compliance.
• Ability to manage multiple projects in a fast-paced, ambiguous environment.

Preferred Qualifications:

• Experience supporting Group 5 UAS, FAA Part 145 MRO, production test, flight test environments, or highly technical/regulated industries.
• Understanding of Learning Management Systems (LMS) and training tracking tools (e.g., Cornerstone).
• Relevant certifications, such as CPLP, Agile Practitioner, or instructional design/technology credentials.
• Familiarity with immersive technologies, such as VR/AR, and their applications in training design and implementation.
• Experience with Agile workflows or project management tools like Jira.
• Prior Military experience (Operations or Maintenance Officer/Senior Enlisted).

US Salary Range: $98,000-$130,000 USD

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