Senior Business Development Representative - Corporates Observability

ITRS · London, UK

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 25d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon ITRS's careers page

Apply on ITRS →

The job

What you'd do: Find new customers at big companies across Europe, the Middle East and Africa by calling, emailing and messaging them, and answer sign-ups and demo requests too. You'll reach out to 100+ people a day.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: A mix. Some leads come to you, some you find yourself.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 25 days. Normal, but not fresh.
Company hiring: 8 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

SDR or inbound support. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

Scope of Role ITRS Is looking for an organised, and driven Corporate Business Development Representative (BDR) to join our EMEA Marketing organisation. Serving as the bridge between Marketing and Sales, you will create qualified pipeline through a blend of outbound enterprise prospecting and inbound lead engagement. The BDR will support the ITRS Observability Platform value stream while also promoting awareness and opportunity creation for ITRS Uptrends Digital Experience Monitoring value stream across the EMEA. Working with Marketing and partnering daily with the Enterprise Sales team, you'll engage with prospects by responding to trial registrations and demo requests while creating new opportunities within enterprise accounts through outbound prospecting. You will be offered a hybrid work schedule from our London HQ. As a Business Development Representative, you will: - Produce qualified sales opportunities through high-volume outbound prospecting by phone, email, LinkedIn, and other channels. - Prospect into enterprise organizations across EMEA to build a pipeline for the Uptrends portfolio while supporting broader ITRS Observability Platform initiatives. - Implement a disciplined daily prospecting schedule of 100+ outbound touches per day, applying a combination of cold calls, personalized emails, LinkedIn outreach, and other approved engagement channels. - Respond promptly to inbound marketing inquiries, including trial registrations, demo requests, webinar attendees, content downloads, and other marketing-generated leads to maximize conversion opportunities. - Qualify inbound leads, understand customer requirements, and schedule qualified meetings for the appropriate Account Executive. - Conduct, consultative cold calls with enterprise decision-makers, including Directors, VPs, and C-level technology leaders. - Use LinkedIn Sales Navigator, Apollo, Salesforce, and other sales engagement tools to identify target accounts, build prospect lists, and conduct strategic outreach campaigns. - Partner with Marketing to provide feedback on campaign performance, messaging, lead quality, and market insights. - Collaborate daily with Account Executives to develop account strategies and accelerate pipeline creation. - Maintain accurate prospect, activity, and pipeline information within Salesforce and other sales technologies. - Develop expertise in Observability, Digital Experience Monitoring (DEM), Application Performance Monitoring (APM), Infrastructure Monitoring, and enterprise technology trends. - Achieve activity, meeting, lead conversion, and pipeline generation goals that contribute directly to EMEA ARR growth. Requirements - 3-5 years of experience in Business Development, Sales Development, Lead Generation, or outbound prospecting (SaaS or enterprise software preferred). - Comfortable making a high volume of outbound cold calls every day. - Experience using, or the ability to quickly become proficient in: - LinkedIn Sales Navigator - Apollo - Salesforce CRM - Sales engagement platforms Desirable skills - Experience prospecting into enterprise IT organizations. - Familiarity with Observability, APM, Digital Experience Monitoring, Infrastructure Monitoring, Cloud, or DevOps technologies. - Experience engaging Director, VP, and C-level technology clients. - Bachelor's degree or equivalent professional experience. - Build relationships with Marketing, Sales, and Customer Success teams. - Exceed indicators for activity, meetings booked, inbound lead response times, lead conversion, pipeline generation, and contribution to EMEA ARR growth. Benefits - Health Insurance and Dental Health Cover for you and your dependants - Employee Assistance Programme - Pension - Flexible Hybrid Working - Enhanced Parental Leave - Travel Insurance - Life Assurance - Income Protection - Referral Bonus - Buy and Sell Holiday - Training Reimbursement ITRS is an Equal Opportunity employer and Inclusion is part of our everyday life. We celebrate diversity and pride ourselves on providing an environment where all employees can be their authentic selves and have a voice, allowing everyone to contribute equally. We remain committed to advocating inclusion, diversity, and equality into our ITRS family as we grow and enrich our business. We welcome applications from everyone in the community as we recognise that a diverse workforce is a stronger workforce.

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