Business Development Representative

About Testsigma

Testsigma is a Quality Intelligence Platform headquartered in San Francisco, supported by investors like Accel, BoldCap, MassMutual, and Strive. Our platform supports engineering and DevOps teams in answering the critical question: "Are we safe to release?" Trusted by major companies including Cisco, Samsung, DHL, and Nestlé, over 50 million tests have been conducted on our solution.

Role Overview

As a Business Development Representative (BDR), you will generate the sales pipeline that Account Executives will pursue. Your tasks include researching target companies, contacting key stakeholders, qualifying prospects, and scheduling essential meetings. You will manage both inbound and outbound enquiries across international markets with autonomy while following defined playbooks. This position suits candidates who enjoy proactive outreach, thrive in uncertain situations, and evaluate success by the quality of pipeline generated rather than sheer activity.

Key Responsibilities

• Research and curate contact lists using tools like Apollo, LinkedIn Sales Navigator, and Lusha.
• Engage with decision-makers such as Engineering Managers, VPs of Engineering, QA Leads, and DevOps teams.
• Deliver 50 to 80 personalized outreach messages weekly via email, phone, and LinkedIn.
• Qualify leads utilizing frameworks like BANT or MEDDIC before arranging meetings.
• Respond promptly to inbound leads, within four business hours.
• Provide detailed notes to Account Executives after discovery calls.
• Maintain up-to-date records in the HubSpot CRM daily.

For Senior BDRs:

• Manage two to three industries or geographic regions with thorough account mapping.
• Create and experiment with new outreach messages and share findings.
• Mentor junior BDRs and conduct weekly cold-call training sessions.
• Propose enhancements to existing tools and procedures.
• Target senior and C-level contacts in the US and Europe.

Candidate Requirements

Essential:

• Clear, confident, and well-structured communication skills, both verbal and written.
• A proactive, outbound-first approach towards pipeline generation.
• Ability to clearly articulate your current product, target users, and problem-solving aspects.
• Strong command over performance metrics such as quota achievement, conversion rates, and response rates.
• Thorough research skills to personalize outreach messages effectively.

Desirable:

• Experience ranging from 1 to 3 years in B2B SaaS outbound roles for BDRs; 4 to 7 years with demonstrable quota attainment for Senior BDRs.
• Familiarity with sales and prospecting tools including HubSpot or Salesforce, Apollo, Outreach or Salesloft, Lusha or ZoomInfo, and LinkedIn Sales Navigator.
• Proficiency in cold calling, conducting discovery calls, and handling objections directly.
• Understanding of QA, DevOps, or test automation environments to better connect with technical buyers.
• Ability to work flexibly across multiple time zones including North America, Europe, and Asia-Pacific regions.

Why Join Testsigma?

• Enjoy flexible working schedules with a flat organizational structure, facilitating direct interaction with founders and leadership regarding hiring and strategy.
• Benefit from fully company-sponsored medical insurance.
• Access daily catered lunches, complimentary snacks, and numerous other perks typical of a dynamic, well-funded startup.
• Participate in shaping Testsigma's team culture across Engineering, Product, and Go-To-Market divisions, playing a pivotal organizational role.