The Role
Drive revenue expansion within existing customer accounts by researching organizations, identifying whitespace opportunities, building personalized multichannel outreach, qualifying leads, and booking meetings. Collaborate with Account Management, Customer Success, Sales, and Marketing to execute account-based campaigns, respond to buying signals, provide market feedback, and meet activity, meeting, and pipeline KPIs. Attend industry events to deepen customer relationships and identify growth opportunities.
Summary Generated by Built In
At Zappi, the BDR team sits within the Sales organisation and plays a key role in driving pipeline and revenue growth. We partner closely with some of the world’s leading B2C brands to help them make faster, better decisions across marketing, advertising, and innovation.
We’re a high-energy, commercially minded team that thrives on building strong relationships and opening doors with new customers. Our prospects often go on to become long-term partners who value our expertise, champion our platform, and collaborate closely with us throughout their journey.
Our dynamic and supportive team values collaboration, creativity, and individual success. We thrive on friendly competition, celebrating wins together while continuously challenging each other to grow
About the role:
As a key member of our Business Development team, you’ll report to the Director of Outbound Sales and focus on growing revenue within existing customer accounts. Your mission is to uncover and convert whitespace opportunities—helping the world’s most progressive brands unlock even more value from Zappi. You’ll run account-based campaigns, build relationships across stakeholder groups, and collaborate closely with Sales, Customer Success, and Marketing to drive strategic engagement and platform expansion.
What you'll be doing
- Partner with Account Managers and Customer Success to map org structures, uncover whitespace opportunities, and qualify leads—booking meetings that open doors to deeper partnerships.
- Own account research to uncover new use cases and business units within our existing customer base.
- Build and run personalized, multi-channel outreach (email, phone, LinkedIn) aligned to Zappi’s voice and value, in coordination with Account Management and Customer Success
- Use sales intelligence tools like 6Sense, UserGems, Vendelux, and Sales Navigator to identify contacts and act on buying signals like job changes, product launches, or shifting priorities.
- Collaborate with your Marketing team to share feedback from the field, influence campaign direction, and help craft content that resonates with the people you’re speaking to every day.
- Travel to key industry events throughout the year to connect with customers face-to-face, deepen relationships, and spot new growth opportunities in person.
- Consistently hit or exceed KPIs around activity, meetings booked, and pipeline contribution.
- Stay sharp on product usage trends, industry shifts, and competitor moves to keep your outreach relevant and effective.
Skills, Knowledge & Expertise
- 1+ years in BDR, Inside Sales, or a similar role, ideally in B2B or enterprise. Bonus if you’ve worked in account expansion or land-and-expand models.
- You’ve built and executed campaigns that break through with senior decision-makers and turn into meetings.
- You know how to navigate complex accounts, uncover growth opportunities, and connect across teams.
- Whether it’s a cold call, email, or InMail—you’re clear, confident, and always focused on value.
- You work well with Account Management, Sales, Marketing, and Customer Success and know that great results are a team sport.
- You’re adaptable, open to feedback, and always looking for ways to improve. You bring ideas, ask questions, and raise your hand when you see a better way.
- You’re comfortable with HubSpot, 6Sense, Sales Navigator, Salesforce, and UserGems—or eager to learn quickly.
- You love hitting goals and thrive in a performance-focused environments
Benefits
- Unlimited vacation time – we want well rested and motivated teams so encourage people to take plenty of time off.
- One company-paid mental health day each quarter. These are pre-scheduled, so the entire company can take the same days off regularly to reset
- Flexible working arrangements, including remote (unless otherwise specified)
- Thoughtfully designed offices to support both individual work and collaboration without interrupting others
- Personal development budget – each year we allocate funds for our team members to further develop their skills that will benefit our business and customers
- Budget to support setting up your home office, if appropriate (chair + desk, etc)
- Wellbeing benefits and access to trained therapists / counsellors
- Company paid Life, AD&D, Short term & Long term disability
- Immediate access to Zappi's Health, Dental and Vision Insurance Plan
- Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%
- Tailored personal development through coaching, mentorship and career frameworks
Why join us?
We’ve been recognized as one of the hottest martech companies in 2022 by Business Insider and named Best Place to Work by Quirk’s Media for our engaging and inclusive workplace culture. We’re committed to both people and the planet.
Our belief in inclusion means we’re building an organisation of diverse individuals and helping brands eliminate cultural presumptions in their research. Read our Diversity Manifesto here.
We are a values and behaviours driven business and believe that Trust, Truth, Ownership, Ambition and Humility describe Zappi employees on our best day. This is how we strive to show up for our customers, for each other and for our communities.
Earning B Corp certification assures us we’re on the right track and have structures in place to become the business we want to be.
Our commitment to minimise our impact on the environment means being honest with ourselves and transparent with you—about everything from carbon emissions to tree-planting initiatives. We achieved our goal of becoming Net Zero in 2021!
Zappi Company Culture Highlights
- Winner of Comparably's Award for Best Company for Women 2022
- Winner of Comparably's Award for Best Company Work-Life Balance 2022
- Winner of Comparably's Award for Best Company Compensation 2022
- Winner of Comparably's Award for Best CEO for Women 2022
- Winner of Comparably's Award for Best Company for Diversity 2022
- Winner of Comparably's Award for Best Company Culture 2022
- Winner of Comparably's Award for Best CEO 2022
- Winner of Comparably's Award for Best Happiness 2022
- Winner of Comparably's Award for Best Leadership Teams 2023
- Winner of Comparably's Award for Best CEOs for Diversity 2023
- Winner of Comparably's Award for Best Engineering Teams 2023
- Winner of Comparably's Award for Best Company Outlook 2023
- Winner of Newsweek’s Top 100 Most Loved Workplaces in the UK 2022 & 2023
- Recognised by Fast Company’s Best Workplaces for Innovators 2023
- Recognised as Best Marketing Insights Platform in the MarTech Breakthrough Awards
Equal Opportunity
Zappi is an equal opportunity employer; our diversity is a major strength. We are committed to providing equal opportunities for all individuals, regardless of their race, gender, sexual orientation, disability, or any other characteristic protected by applicable laws.
We believe that a diverse and inclusive workforce fosters innovation, creativity, and success. Our hiring decisions are based solely on merit, qualifications, and abilities, ensuring fairness and equity throughout our recruitment process. We welcome applications from all backgrounds and encourage candidates from underrepresented groups to apply. Join our team and contribute to an inclusive environment where everyone's unique perspectives and talents are valued and respected.
About
Zappi is a leading consumer insights platform that helps brands win with consumers. Through AI-powered software that delivers connected insights, Zappi enables teams to make faster, smarter, consumer-driven decisions by leveraging real-time, continuous feedback.Trusted by more than 350 brands worldwide, Zappi helps create successful products, develop impactful ads, and build winning brands by keeping the voice of the consumer at the heart of every decision.Named the Best Marketing Insights Platform by the MarTech Breakthrough Awards in both 2023 and 2024, recognized by Business Insider as one of the hottest martech companies, and winner of the MRS Best Technology Innovation Award 2025, Zappi is redefining how modern teams use insights to drive growth.As a certified B-Corp, Zappi is committed to net-zero emissions, fostering an equitable workplace, and using technology to benefit the communities the company serves. With more than 300 employees across 13+ countries and offices in Boston, London, and Cape Town, Zappi’s culture has been celebrated by Fast Company, Comparably, Quirks, Great Place to Work, and more.
Skills Required
- At least 1 year of experience in BDR, inside sales, or a similar role
- Experience in B2B or enterprise sales
- Experience with account expansion or land-and-expand sales models
- Experience building and executing campaigns targeting senior decision-makers
- Ability to navigate complex accounts and identify growth opportunities
- Strong written and verbal communication skills across cold calls, email, and LinkedIn InMail
- Ability to collaborate with Account Management, Sales, Marketing, and Customer Success
- Adaptability, openness to feedback, and continuous-improvement mindset
- Familiarity with HubSpot, 6sense, Sales Navigator, Salesforce, and UserGems, or ability to learn quickly
- Performance-focused approach and ability to meet sales goals
Zappi Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Zappi and has not been reviewed or approved by Zappi.
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Fair & Transparent Compensation — Pay is positioned as competitive overall, reinforced by recognition for compensation and repeated signals of above-average pay satisfaction. Compensation is also described as “more than fair” and, in some cases, at the higher end of market comparisons.
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Leave & Time Off Breadth — Time off is framed as generous, with an uncapped/unlimited approach and an explicit minimum floor referenced in some descriptions. Company-paid mental health days further expand paid time away from work.
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Healthcare Strength — Health coverage is described as comprehensive in multiple geographies, including medical, dental, vision, and additional protections such as life and disability coverage. UK-oriented descriptions add private medical coverage elements and related protections such as income protection.
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The Company
What We Do
We are a leading consumer insights enterprise platform designed for creators. If you're part of a team that creates brands, ads or innovative new products, then we think you're a creator. Our platform provides access to actionable, quick and smart insights to amplify creative effectiveness and shape winning innovation, empowering creators with the agility and the data they need to make better decisions about the ads and innovation they take to market. Through working with some of the biggest brands in the world, we’ve built technology that lets you see your product innovations and advertising ideas through your consumers’ eyes so you can iterate, optimize, validate and learn — increasing your chances of in-market success. Zappi has been recognized as one of the hottest martech companies in 2022 by Business Insider and named Best Place to Work by Quirk’s Media for its engaging and inclusive workplace culture. With offices in Boston, London and Cape Town, we are a hybrid company where career growth is equitable for everyone, whether you do your best work fully remotely, from an office, or a mix of the two. Inspire your ideas and validate your creations so you can create work that people love — work that works. To find out more, visit https://www.zappi.io/web.
