Business Development Representative

Nuix; Reston, Northern (VA, KY); Hybrid; USD 100,000 - 140,000; Full time

Job summary

Nuix is seeking a Strategic ABM Marketing Specialist to bridge Marketing, Sales and the customer, turning account insight into engagement, qualified meetings and faster-moving pipeline across named and target enterprise accounts.

You will develop and run account plans with leadership, execute multi-channel outreach using AI to research accounts, personalise engagement and align with the wider Marketing strategy; this role is based in Reston with a hybrid work pattern.

Qualifications

• Minimum 3 years in sales, marketing, or ABM roles.
• Experience planning and executing ABM programs.
• Strong ability to coordinate with Marketing, Sales, and customers.
• Comfort with AI tools for research and engagement.

Responsibilities

• Research target accounts and stakeholders to prioritize engagement.
• Develop and run account plans with leaders and Sales.
• Execute multi-channel ABM outreach with personalised messaging.
• Maximize pipeline contribution from Nuix-hosted events.
• Qualify leads and handover to Account Executives with context.
• Progress opportunities within named and target accounts.
• Track metrics and optimize account selection and plays.
• Share best-practice ABM plays across Nuix teams.
• Align Marketing, Sales and customers for ongoing improvement.

Skills

ABM strategy

Account planning

Multi-channel outreach

Sales collaboration

AI-assisted research

Stakeholder influence

Job description

We're on a mission to be a Force For Good, through our People, Products and Purpose at Nuix. This extends to our People. We're fiercely passionate, love working at pace, thrive in ambiguity, live, and breathe outside of the box, and above all are good humans. We're determined to make a positive difference in the world, whether through our solutions which help the top companies, governments and agencies find the truth and combat illegal activities, or through our people who care about contributing and giving back both within, and outside, of Nuix. We are a Force For Good. We're selective about who comes on board, and you should be too. But if the above sounds like a match, get in touch today and get ready for the possibility of starting a once-in-a-career journey.

Role Overview:

Act as the vital bridge between Marketing, Sales and the customer, turning account insight into engagement, qualified meetings and high-quality, faster-moving pipeline across named and target enterprise accounts.

Working with their direct leader and Sales, the role develops and runs account plans for named and target accounts across 1:1 and 1:few programs using AI to research, personalize and scale engagement in support of the wider Marketing strategy.

Location:

This position will be based in our Reston office. The candidate is required to attend the office a minimum of 3 days per week but may voluntarily elect to work either remotely or from the Reston office for the remaining days of the week.

Key Responsibilities

• Account research and insight
  Research target accounts and stakeholders, using engagement, intent and campaign data to prioritise where and when to engage.

• Account planning
  Develop and run account plans with their direct leader and Sales, covering priority stakeholders, messaging, channels, activities and timing in support of the wider Marketing strategy.

• ABM execution and outreach
  Execute each plan through personalised, multi-channel outreach and outbound prospecting, using generative and agentic AI to research accounts, personalise engagement and scale activity.

• Event activation
  Maximise the pipeline contribution of Nuix-hosted events, through targeted engagement of priority contacts and coordinated pre- and post-event activity with Sales.

• Lead qualification and handover
  Own the timely qualification and progression of inbound, campaign and event responses, ensuring Account Executives receive clear customer context, qualification and next steps through SFDC.

• Pipeline acceleration
  Work with Account Executives to progress and accelerate qualified opportunities within named and target accounts.

• Performance and optimisation
  Track engagement, pipeline and revenue results, including Closed/Won outcomes, and use them to optimise account selection, messaging and plays.

• Best-practice plays
  Turn successful plays into a written best-practice model that can be adopted by Nuix teams globally.

• Marketing, Sales and customer alignment
  Keep Marketing, Sales and the customer connected, sharing account and market insight so targeting, messaging and campaigns keep improving.

Key Relationships

Internal

• Direct leader (Senior Marketing Manager or VP Marketing)
• Account Executives and regional Sales leadership
• ABM, Campaigns, Content and Digital teams
• Events and Marketing Operations
• Solutions Consulting and Product Marketing
• Sales Operations and CRM teams

External

• Prospects and key stakeholders within target accounts
• Existing customers where relevant to account expansion
• Partners and industry contacts

What Success Looks Like

• Named and target accounts have a clear 1:1 or 1:few ABM plan, agreed with the direct leader and Sales, that is executed on time.
• Named and target accounts show measurable engagement, with key stakeholders identified and engaged.
• Inbound, campaign and event responses are converted into well-qualified, sales-ready opportunities through timely engagement and effective handover.
• Sourced and influenced pipeline targets are met or exceeded, with qualified opportunities progressing at the required speed and contributing measurable revenue impact.
• Outreach, campaigns and events generate sustained engagement that converts into qualified pipeline and supports revenue growth.Opportunities progress to Closed/Won at a strong rate, demonstrating the quality of the pipeline created.
• Successful plays are documented and adopted beyond the region.
• Marketing and Sales regard the role as the trusted link to their target customers.

Who Thrives In This Role

• Someone ready to move beyond individual outreach into developing and running account plans, resilient and motivated by clear pipeline and revenue targets.
• They have a growth mindset, are curious and plan before they act, taking time to understand an account and its people before reaching out.
• They are organised, influence stakeholders at all levels and are comfortable acting as the connection point between Marketing, Sales and the customer.

Skills, Knowledge and Expertise

• At least three years of sales, business development or account-based marketing experience
• Experience planning and executing ABM or account-based outreach, including 1:1 and 1:few programs cold calling and multi-channel engagement
• A proven track record of meeting or exceeding pipeline and revenue targets
• A strong grasp of the buyer journey and pipeline qualification (e.g. BANT)
• Confidence presenting software and solution value to senior prospects
• Strong negotiation skills and the ability to overcome objections
• Strong stakeholder-influencing skills and a growth mindset
• Confidence using AI tools to research accounts, personalize outreach and scale engagement
• Highly organised, with strong communication skills and attention to detail

Desired Expertise

• Experience developing and running account plans within ABM programs, and using ABM platforms and intent data
• Experience selling or marketing enterprise technology, data, legal technology, investigations or adjacent solutions
• Knowledge of eDiscovery, information governance, forensic or investigations markets
• Understanding of long-cycle enterprise sales environments

What this role is not:

• It does not own Closed/Won outcomes. Account Executives own the commercial relationship, but the role tracks Closed/Won results as a key measure of pipeline quality.
• It is not high-volume, untargeted calling. All outreach follows the account plan and is informed by research and engagement.
• It is not a people management role. The role has no direct reports.

About NUIX

Nuix is an equal opportunities employer. Don’t let imposter syndrome hold you back! We welcome all applications and are a flexible employer.

We strive to make any required adjustments where possible to make the process fair and equitable for everyone. If you need any accommodations throughout the interview process, please note this in your job application.

Nuix is on an incredible journey of transformation, aligning our strengths with our ambitions to pursue greater opportunities. As we expand our global team and extend our skills and expertise, we are unified as one Nuix team guided by our shared values.

https://www.nuix.com/

As we expand our global team and extend our skills and expertise, we are unified as one Nuix team guided by our shared values.
Nuix Vision

Finding Truth in a Digital World.

Nuix Mission Statement

Nuix creates innovative software that empowers organizations to simply and quickly find the truth from any data in a digital world. We are a passionate and talented team, delighting our customers with software that transforms data into actionable intelligence.

Nuix Values

• TAKE OWNERSHIP
• RESILIENT
• UNAFRAID
• TEAM NUIX
• HERO OUR CUSTOMERS

We believe in these principles and seek to weave them into the fabric of our daily work at Nuix. In doing so we co-create a dynamic and purposeful company culture that we can be proud of and want to belong to.

**Nuix is an Equal Opportunity Employer**