Business Development Representative

Orca is looking for a highly motivated and experienced Sales / Business Development Representative to be part of a winning team that is focused on proactively securing new business to achieve and exceed our ambitious growth targets. About Orca AI: Shipping accounts for over 90% of global trade, yet the industry remains decades behind in digitization and automation. Operating safely and efficiently in congested ports and high-traffic sea lanes is becoming increasingly challenging. Orca AI is transforming maritime operations through real-time AI and computer vision, delivering next-generation situational awareness and decision-making. Our platform connects onboard crews with shoreside teams, improving navigational safety, reducing human error, and supporting decarbonization through performance optimization. Founded in 2018, Orca AI is a fast-growing scale-up in an incredibly strong position. We recently raised $73M in a Series B round (May 2025) and have over 1,200 systems deployed to industry giants like MSC, Seaspan, and NYK. What sets us apart is our data - over 100 million nautical miles of proprietary data, making it the largest maritime AI dataset in the world. As we scale rapidly, we are looking for passionate individuals to join us in defining the future of the maritime world. Responsibilities: As an SDR, your impact will be: Consistently achieve qualified opportunity quotas. Interact with prospects through direct phone calls, emails, and social media. Market-mapping and organization-mapping to identify potential new clients. Qualify inbound leads as sales opportunities. Develop templates for direct outreach and content marketing approaches. Develop and build close long-term relationships with prospects and customers until they convert to qualified opportunities. Stay informed about new products, services, and other general information of interest to customers through successful completion of training and self-study. Engage with established new business prospects for the Sales team within the Global mid/large/enterprise markets. Work in close collaboration with the Sales team to generate new opportunities.

Requirements

What do you need to succeed in this role? 2+ years’ experience as a Sales Development Representative or similar role from a B2B software/SaaS company. Hands-on experience with multiple sales techniques (including cold calls and cold reach-out). Track record in achieving sales quotas. Good understanding of sales performance metrics. Excellent written and verbal communication skills in English. Ability to perform well in a dynamic, rapidly changing environment. Proven ability to work cross-functionally within a team-oriented environment. Dynamic, high-energy, written, and interpersonal communication skills. Ability to work in a vibrant sales team environment as a team player. Experience within the Maritime sector – Advantage. Experience with Machine Learning, Deep Learning, or AI products - Advantage. Why Orca AI? Our Culture and Benefits: Our Culture & Values: We are a global team of 150 professionals driven by a shared mission to lead the transition to autonomous shipping. At Orca AI, we combine cutting-edge technology with a human-centric approach to redefine the maritime industry. We believe in: Innovation & Data-Driven Intelligence: We are passionate about solving complex problems for the first time in a "greenfield" industry. By leveraging data and intelligence, we create smarter, more efficient solutions that drive lasting change. Global Impact & Reliability: Our mission is to use technology to make the oceans safer and the world more efficient. We are dedicated to providing our customers with a reliable service they can count on to protect their most valuable assets. Customer Centricity & Agility: Our customers are at the heart of everything we do. We embrace agility as an essential part of our workflow, enabling us to respond effectively to changing market conditions and provide the best possible service. Global Collaboration: Diversity is our strength. We operate across Japan, Singapore, and Greece, supported by a diverse remote team spanning Europe and Asia, fostering a truly international perspective on maritime challenges. Orca AI is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases. You’re more than welcome to follow us on social media: LinkedIn Orca AI