Business Development Representative (BDR) – Customer Expansion (EMEA)

Paessler GmbH; Kraków; On-site; PLN 90,000 - 130,000; Full time

Benefits offered by this job

Permanent employment contract

Flexible working hours

Enthusiastic international team

Job summary

Paessler GmbH in Kraków seeks a Business Development Representative to expand relationships with our 30,000+ existing customers. You will identify accounts with growth potential, promote PRTG expansions, and book meetings with our expansion sales team.

You will mine CRM data, support sales, map org structures, research new monitoring use cases, run structured outbound, and maintain Salesforce records while collaborating with Customer Success.

Qualifications

• Strong written and verbal communication skills with existing customers.
• Research-oriented, able to synthesize CRM data, usage data and signals into a prioritized list.
• CRM hygiene and disciplined follow-up cadence.
• Resilient, self-motivated with a numbers-driven approach.
• Curious and consultative, able to uncover unarticulated use cases.

Responsibilities

• Mine the installed base using CRM and usage data to prioritize accounts by expansion signal.
• Support the sales team in scheduling Annual Business Reviews.
• Map account structures to find additional buyers beyond the original contact.
• Research and identify new monitoring use cases within existing accounts.
• Run structured outbound to existing contacts, tailored for expansion.
• Book qualified meetings and ensure clean handoff to expansion sales team.
• Maintain accurate Salesforce records on account status, contacts, and activity.
• Feed insights to Marketing on expansion triggers and objections.
• Collaborate with Customer Success on account health signals for expansion readiness.

Skills

Communication

Research

CRM hygiene

Self-motivated

Curious

Coachable

Fluent English

Tools

Salesforce

Outreach

HubSpot

LinkedIn Sales Navigator

Job description

As a Business Development Representative (BDR) you will work to source and generate expansion opportunities from our existing base of over 30,000 customers.

You will be expected to identify customer accounts that show potential for growth; including those with high product utilization, and those with potential new monitoring use cases.

You will use both internal CRM, and external data sources to identify the correct customer contacts and decision makers, promoting the expansion of PRTG within their organization and booking / scheduling meetings with our expansion sales team.

YOUR TASKS

• Mine the installed base using CRM and usage data to prioritize accounts by expansion signal (license utilization, sensor headroom, renewal timing, org growth)
• Support the sales team in scheduling Annual Business Reviews
• Map account org structures to find additional buyers/decision-makers beyond the original point of contact
• Research and identify new monitoring use cases within existing accounts (new sites, OT monitoring, new infrastructure, adjacent teams/departments)
• Run structured outbound (call, email, LinkedIn) to existing customer contacts, tailored to expansion rather than cold acquisition messaging
• Book qualified meetings for the expansion sales team and ensure clean handoff (context, notes, next steps)
• Maintain accurate, current records in Salesforce on account status, contacts, and activity
• Feed insights back to Customer Marketing / Product Marketing on recurring expansion triggers and objections
• Collaborate with Customer Success on account health signals that indicate expansion readiness

YOUR PROFILE

• Strong written and verbal communication; comfortable engaging existing customers
• Research-oriented — able to synthesize CRM data, usage data, and external signals into a prioritized account list
• Organized and disciplined in CRM hygiene and follow-up cadence
• Resilient and self-motivated; comfortable with a numbers-driven, activity-based role
• Curious and consultative — able to uncover use cases the customer hasn't articulated yet
• Coachable, with a growth mindset toward a future Sales, or Customer Success path
• Fluent English (written/spoken). Additional languages advantageous.

Preferred Qualifications

• Prior BDR/SDR experience, ideally in expansion/account-based motion rather than pure cold outbound
• Familiarity with Salesforce or comparable CRM
• Exposure to network monitoring, ITOps, or infrastructure software (helps credibility on use-case conversations)
• Experience with sales engagement tooling (Outreach, Hubspot, LinkedIn Sales Navigator)

KPIs / Success Metrics

• Number of qualified expansion meetings booked per month
• Pipeline value generated (expansion-sourced)
• Account coverage rate across the assigned base (% of target accounts touched per cycle)
• CRM data hygiene/accuracy

FACTS FOR YOU

• Many possibilities to further develop your individual skillset
• Innovative and creative work environment with plenty of room for new ideas
• A structured onboarding phase with experienced colleagues
• Flexible working hours and a family-friendly environment
• Permanent employment contract
• A great working atmosphere in an enthusiastic international team with flat hierarchies
• Paessler is a fast-growing midsized company that has been in the market for 20 years. The company is focused on long-term goals and is currently comprised of 400+ employees

For us, diversity is more than just a word — it's a commitment. Our job posts are geared towards all people, regardless of their gender, sexual orientation, background, faith, or physical abilities. We value diversity and strive to create a work environment that prioritizes equal opportunities and inclusion. In line with this objective, please note that candidates with severe disabilities will be given preferential consideration over applicants with equal qualifications. At Paessler, we're determined to break down barriers and provide everyone with the chance to develop their full potential. Please feel free to let us know if you believe there are ways we can improve the wording of our jobs posts or our overall recruitment approach. Let's work together to create a more colorful and inclusive corporate culture!