Business Development Representative

Globality; Palo Alto (CA); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Premium Health Benefits

Distributed Team Building

Learning & Development

Award Winning Culture

Job summary

Globality is seeking a Business Development Representative to generate and qualify sales pipeline for the Enterprise Account Executive team in the Palo Alto area. You’ll be the first contact for procurement and finance leaders at Global 2000 companies, running outbound campaigns and qualifying inbound leads for our AI-powered sourcing platform.

You'll partner closely with Account Executives, Marketing, and Product to refine messaging, target the right prospects, and drive deals.

Qualifications

• 1+ years of BDR or inside sales experience in SaaS.
• Experience selling to procurement, finance, or operations leaders.
• Proficient in multi-channel outreach (email, calls, LinkedIn).
• Ability to map business problems to Globality solutions.

Responsibilities

• Generate and qualify sales pipeline for Enterprise AE team.
• Run multi-channel outbound campaigns to engage enterprise leaders.
• Qualify inbound demand with BANT/MEDDIC criteria.
• Uncover business problems and map to Glo solutions.
• Collaborate with AEs, Marketing, and Product.
• Manage pipeline in Salesforce with clean data.
• Speak credibly to enterprise buyers about AI-driven procurement.
• Mentor newer reps as the team scales.
• Identify process improvements in lead management.

Skills

Prospecting

Outbound selling

Qualifying leads

SaaS sales

Enterprise sales

Cross-functional teamwork

Forecast accuracy

Tools

Salesforce

LinkedIn Navigator

Job description

• As a Business Development Representative (BDR), you’ll be responsible for generating and qualifying sales pipeline for Globality’s Enterprise Account Executive team
• You’ll be the first point of contact for procurement and finance leaders at Global 2000 companies, running outbound campaigns and qualifying inbound leads to identify enterprise opportunities for Glo, our AI-powered sourcing platform
• Generate qualified pipeline. Run multi-channel outbound campaigns (email, phone, LinkedIn, video, and other social selling channels) to engage sourcing, finance, and operations leaders at large enterprises
• Qualify inbound demand. Respond quickly and thoughtfully to inbound leads from marketing campaigns, events, and website activity, applying consistent qualification criteria (e.g., BANT/MEDDIC) to convert interest into sales-ready opportunities
• Uncover real business problems. Go beyond surface-level discovery to understand a prospect’s sourcing challenges, spend management pain points, and business priorities — and map those to how Glo can help
• Partner cross-functionally. Work closely with Account Executives, Marketing, and Product to execute Globality’s enterprise go-to-market strategy, feeding market and prospect insights back into messaging, targeting, and campaigns. Highly collaborative teamwork across these functions is a critical cultural attribute we look for
• Own your pipeline. Rigorously track and manage all prospect and opportunity activity in Salesforce, keeping data clean and forecasts accurate
• Become a domain expert. Develop a working fluency in procurement, sourcing, and spend management so you can speak credibly to enterprise buyers — and to AI-driven categories more broadly
• Help build the culture. Contribute to a high-energy, high-accountability environment on the BDR team and across the broader Sales org — including mentoring newer reps as the team scales
• Be outspoken and solution-oriented. Identify and advocate for process improvement, particularly around lead management and campaign effectiveness

Benefits

• Premium Health Benefits
• Distributed Team Building
• Learning & Development
• Award Winning Culture

Coachability and curiosity — genuine interest in leveling up your craft and getting better every weekA team-first mindset and resilience in the face of rejection — prospecting is a numbers game, and we’re looking for people who bring energy to it every dayProficiency with modern sales tooling (CRM, sales engagement platforms, LinkedIn Sales Navigator, or similar)A demonstrated track record of hitting or exceeding pipeline, activity, or quota targetsExcellent written and verbal communication skills — able to distill complex ideas (like AI-powered procurement) into compelling, concise messages for busy enterprise executivesStrong organizational skills — able to prioritize and manage a high volume of accounts, contacts, and activities without letting things fall through the cracks1+ years of experience in business development, sales development, or inside sales (SaaS or enterprise software strongly preferred)Comfort and confidence engaging senior stakeholders (Director, VP, and C-level) at large organizationsExperience selling into, or operating in, procurement, supply chain, finance, or other operations functionsFamiliarity with AI/ML-driven SaaS products and how to sell “new category” technologyExperience with account-based selling into named enterprise accounts, including building relationships with multiple contacts within a single account