Business Development Representative

Upsun is the cloud application platform humans and robots love. It is built for today’s hybrid teams, where AI agents write and test code and humans focus on solving the problems that really matter. Developers, DevOps engineers, and platform teams use Upsun to build, ship, and scale confidently without wrestling with backend infrastructure. We give you your time back. You get:

• Predictable performance, even at scale
• Secure, compliant environments by default 
• Real-time observability and profiling built in
• Cloning, configuration, and provisioning in seconds 
• AI-ready features that plug directly into your stack

The name says it all. "Up" means uptime, reliability, and acceleration. "Sun" reflects our follow-the-sun-support, a 24x7, globally distributed support team keeping the lights on while you rest. Our core belief is that software should power brighter solutions and greater innovation.

Upsunners are a remote, global workforce, and we thrive in a multicultural team. We are committed to open source and an open, welcoming environment. Our team spans the globe and the experience spectrum.

What's our commonality, our cultural fabric? A curious spirit and a thirst for knowledge; an eagerness for innovative ideas and cultures. We believe we can build anything together in an environment that frees you to do your best work.

Our values: 

🌿 We make a positive impact.

✨ We aim for the stars.

💚 We care for each other. 

As a Business Development Representative, you play a vital role in driving new business growth and shaping the first impression prospects have of our brand. You’ll connect with potential customers through personalized, value-based outreach; identifying their needs, sparking interest, and guiding them toward the right solutions.

By combining curiosity, persistence, and empathy, you’ll generate pipeline, close smaller transactional deals, and set the stage for future partnerships. This role is an ideal launchpad for a long-term career in SaaS sales, giving you exposure to the full sales cycle, cross-functional collaboration, and continuous learning opportunities.

This position reports directly into our Manager, Business Development and is a hybrid role located in Irvine, California. 

• Outbound Prospecting & Lead Generation: Research and identify target accounts and key decision-makers within the Ideal Customer Profile (ICP). Execute multi-channel outreach (calls, emails, social) to generate interest and book qualified discovery meetings for Account Executives.

• Inbound Lead Qualification: Respond promptly to inbound and marketing-generated leads. Assess fit, need, and readiness, converting qualified inbound interest into sales opportunities.

• Transactional Sales: Manage and close smaller transactional deals (≤ $5K) or renewals within assigned regions. Deliver a professional, seamless buyer experience across all stages of the process.

• Messaging & Engagement: Craft compelling, value-driven outreach tailored to each prospect’s pain points. Handle objections with confidence, personalize messaging with account research, and effectively position the company’s solution.

• Collaboration & Alignment: Partner with Account Executives on account targeting and territory planning. Collaborate with Sales Enablement to refine prospecting tactics, messaging, and outreach strategies.

• Pipeline & Performance Management: Consistently achieve and exceed KPIs for meetings booked, opportunities created, and activity levels. Maintain accurate CRM records and provide regular updates on pipeline progress and insights.

• Continuous Learning & Growth: Stay up to date on industry trends, competitors, and product developments. Engage in training, coaching, and professional development to enhance sales skills and prepare for future career growth.

• Experience: 1+ years in sales, business development, customer service, or a related field (with at least one year of cold calling experience).

• Communication Skills: Strong written and verbal communication with the ability to engage prospects clearly across calls, emails, and social channels.

• Technical Sales Acumen: Basic understanding of sales processes, lead qualification, and CRM tools (Salesforce or similar). Ability to navigate and translate complex, technical product offerings into clear value for prospects. You don't just follow a script; you understand the "how" and "why" behind the technology.

• Organization & Time Management: Able to manage multiple outreach cadences, prioritize effectively, and stay detail-oriented in a fast-paced environment.

• Collaboration in a Remote Setting: Comfortable working in a globally distributed team—communicative, proactive, and supportive of shared goals across time zones.

• Growth Mindset: High energy, resilient, and motivated to exceed targets. Curious, coachable, and eager to learn and grow into a future sales or customer-facing role

• Experience working with the EMEA market OR proficiency in German or French.
• SaaS or high-growth startup experience.
• Familiarity with tools like Salesloft, Salesforce, LinkedIn Sales Navigator/ Recruiter, ZoomInfo, or Lusha.
• Ability to stay connected with a global team across different time zones

At Upsun, remote work isn’t just a trend — it’s our foundation. The freedom of remote work, combined with the support of a diverse, global team, has been our successful model for over a decade. Our culture celebrates flexibility and collaboration, with team members in over 30 countries around the world.

While Upsun is a remote-first company, this role follows a hybrid modality, with regular in-person collaboration from a coworking space in Irvine, California. As such, we are currently focused on hiring for this role in California, USA. Although we’re unable to provide visa sponsorship at this time, we welcome applications from all qualified candidates who are legally authorized to work in California.

We know that a great hire won’t meet every requirement that we’ve outlined. If you can see yourself elevating the team, we want to hear your story. Few of us would be here had we not taken a chance.   

You can expect 4 interviews on Google Meet to follow the order below. Should you successfully move through the entire process you will have the opportunity to meet with a variety of Upsunners. Our goal is to ensure you can make the most informed decision on whether this role, and our culture aligns with what you’re looking for in your future working environment. 

1. 45 Minutes with Talent Acquisition 
2. 60 Minutes with Hiring Manager (Business Development Representative, Manager)
3. 60 Minutes with Team (Account Executive, Business Development Representative)
4. 45 Minutes with Executive (CRO)

All roles require background checks.

💡 A product you can believe in - Join us in transforming how businesses build and manage web applications, driven making a positive impact as a proud B Corp.

🏆 An Award-Winning Workplace - We’ve been recognized by Forbes’ Top 30 Companies for Remote Jobs and France’s Best Workplaces for Women.

🗣️ A culture that values your voice - Join a flexible, open, and inclusive work environment where your voice is encouraged, and your ideas shape our growth and evolution.

🌎 A global team - Collaborate with colleagues from diverse backgrounds across the world, embracing different perspectives

💰 Compensation $70,000 + commission 

🎉 Benefits and perks - Make the most of what matters to you

🏝 Flexible PTO

🩺 Comprehensive healthcare coverage

📈 Company stock options

🧠 Professional development budget

💻 Office equipment budget

💆‍♀️ Wellness budget

🧳 Annual team gatherings

🛜 Internet reimbursement

👶 Inclusive parental leave

At Upsun, we celebrate diversity in all its forms and are committed to fostering an inclusive, equitable, and supportive workplace where everyone can thrive. We embrace and value different perspectives, backgrounds, and experiences, because they make us stronger as a team. Whoever you are, wherever you're from, and whatever path you've taken, you are welcome here. We encourage you to bring your whole self to work, connect with others, and share your passion. If you need accommodations at any stage of our hiring process, please let us know. We're here to ensure an accessible and comfortable experience for you.