Business Development Representative (Hybrid)

 

About Us: 

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.
 

How We Work: 

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
  Our collective dedication to Nitro's mission defines us. Together, we are building an environment where everyone feels like a valued part of something bigger than themselves.
• Own it
  We take full ownership of our actions and decisions. We empower one another to lead with confidence, creativity, and a solutions-focused mindset.
• Accountable to our customers
  We are dedicated to our customers and take our commitments seriously. We do what we say we are going to do.
• Excellence in execution
  Driven by passion and precision, ​we exemplify excellence in our delivery with innovative, top-quality results.
• Be bold, fail fast, learn faster
  We learn as we grow, dare to try, ​and bravely question. We are not chasing perfection but forever iterating towards it.

These guiding values shape our approach to work, fostering a culture where everyone is inspired to contribute their best.

The Role: 

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. 

What You’ll Be Doing 

• 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.  

What We’re Looking For 

• 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.  
• 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. 
• Someone who takes ownership, is proactive, and wants to build a long-term career in technology sales.
   

Why Nitro?   
Along with our regular benefits and programs (including health, dental, vision, and retirement as standard), we are also very proud to offer a few additional initiatives to future Nitronauts: 
 
Flex Time Off 
Work-life balance is important at Nitro, and we understand that there are events that we cannot plan for. We are proud to offer Flex Time Off to be used for holidays, spending days with your family, or appointments. 
 
Hybrid Work  
Our team embraces the hybrid work model, appreciating its blend of flexibility and structure. We combine three days of in-person collaboration at our global offices in Toronto, Dublin, Antwerp, Porto, and Melbourne with the convenience of two days of remote work each week.
   
Benefits:
Nitro provides all employees with a comprehensive benefits package that includes health insurance, dental and vision coverage, and wellness perks. We also offer pension/401k matching, along with many other country-specific benefits.

Nitro strongly encourages applications from everyone regardless of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability status. We provide an accessible candidate experience and invite you to request any accommodations or adjustments throughout the interview process and beyond.

Salary Range:
80K - 85k CAD Total
AI disclosure:
Artificial intelligence is not used in Nitro’s recruitment process to screen CVs, assess candidates, or make selection decisions.
Real vacancy:
This role is a current, active vacancy.

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