Business Development Representative (Hybrid)

Nitro•Toronto, ON

15h•Hybrid

About The Position

A global SaaS leader for seamless digital document workflows, Nitro offers a suite of solutions for PDF, eSigning, identity verification and analytics supported by a best-in-class customer success and change management team. With more than 3 million licensed users and 13,000+ business customers across 157 countries, we serve 67% of the Fortune 500. We aim to create an environment where talented individuals are empowered to excel. How we collaborate, innovate, and engage with one another is important to us. Our work is driven by 5 key principles: One team, One mission; Own it; Accountable to our customers; Excellence in execution; Be bold, fail fast, learn faster. These guiding values shape our approach to work, fostering a culture where everyone is inspired to contribute their best. We are looking for an Expansion Business Development Representative (BDR) to focus on growing opportunities within our existing customer base. This role is responsible for identifying expansion opportunities across Nitro products, with a primary focus on Nitro Automate and API solutions, as well as additional expansion opportunities for PDF, Sign, and Smart Redact. The Expansion BDR will work closely with API Account Executives, Customer Account Executives (CAEs), and Channel teams to uncover new use cases, identify additional departments, and build a pipeline within existing Nitro customers. This role is pipeline-focused and will be responsible for generating Sales Accepted Opportunities (SAOs) and the expansion pipeline by booking qualified meetings and identifying new opportunities within current accounts. This is a great opportunity for someone who wants to develop skills in account strategy, multi-threading within accounts, and selling technical solutions such as APIs and automation workflows, while building a long-term career in technology sales.

Requirements

1+ years of experience in sales, business development, account management, or a customer-facing role.
Strong phone, email, and LinkedIn outreach skills.
Ability to build relationships and have business conversations with existing customers.
Highly organized with strong time management and follow-up skills.
Competitive, financially motivated, and driven to generate pipeline and opportunities.
Someone who takes ownership, is proactive, and wants to build a long-term career in technology sales.

Nice To Haves

Experience with Salesforce, Gong, Clay, LinkedIn Sales Navigator, or similar tools is a plus.
Previous exposure to APIs or technical sales is a plus, but not required for someone who is motivated to learn and grow in a technical sales career.

Responsibilities

Proactively reach out to existing Nitro customers to identify expansion opportunities, with a primary focus on Nitro Automate and API solutions.
Identify customers who may benefit from automating document workflows, integrating document functionality into their systems, or scaling document processes across their organization.
Generate Sales Accepted Opportunities (SAOs) and an expansion pipeline by booking qualified meetings for API Account Executives and Customer Account Executives.
Identify new departments, teams, and use cases within existing customer accounts to drive expansion opportunities.
Conduct outbound calls, emails, and LinkedIn outreach into existing customer accounts to create new conversations and opportunities.
Work closely with Customer Success, Channel, and Customer Account Executives to identify accounts with expansion potential.
Multi-thread within accounts by building relationships with new stakeholders and decision-makers.
Maintain accurate activity tracking, pipeline updates, and opportunity notes in Salesforce and other sales tools.
Utilize Salesforce, Gong, Clay, LinkedIn, and other sales tools for effective management, outreach, tracking, and reporting of all sales activities and customer interactions.