Business Development Representative - (Existing Accounts)

Zappi

Salary undisclosed

Boston, MAFull-timeRemoteIntermediate

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Description

At Zappi, the BDR team sits within the Sales organisation and plays a key role in driving pipeline and revenue growth. We partner closely with some of the world’s leading B2C brands to help them make faster, better decisions across marketing, advertising, and innovation.

We’re a high-energy, commercially minded team that thrives on building strong relationships and opening doors with new customers. Our prospects often go on to become long-term partners who value our expertise, champion our platform, and collaborate closely with us throughout their journey.

Our dynamic and supportive team values collaboration, creativity, and individual success. We thrive on friendly competition, celebrating wins together while continuously challenging each other to grow

About the role:

As a key member of our Business Development team, you’ll report to the Director of Outbound Sales and focus on growing revenue within existing customer accounts. Your mission is to uncover and convert whitespace opportunities—helping the world’s most progressive brands unlock even more value from Zappi. You’ll run account-based campaigns, build relationships across stakeholder groups, and collaborate closely with Sales, Customer Success, and Marketing to drive strategic engagement and platform expansion.

Key Responsibilities

Partner with Account Managers and Customer Success to map org structures, uncover whitespace opportunities, and qualify leads—booking meetings that open doors to deeper partnerships.
Own account research to uncover new use cases and business units within our existing customer base.
Build and run personalized, multi-channel outreach (email, phone, LinkedIn) aligned to Zappi’s voice and value, in coordination with Account Management and Customer Success
Use sales intelligence tools like 6Sense, UserGems, Vendelux, and Sales Navigator to identify contacts and act on buying signals like job changes, product launches, or shifting priorities.
Collaborate with your Marketing team to share feedback from the field, influence campaign direction, and help craft content that resonates with the people you’re speaking to every day.
Travel to key industry events throughout the year to connect with customers face-to-face, deepen relationships, and spot new growth opportunities in person.
Consistently hit or exceed KPIs around activity, meetings booked, and pipeline contribution.
Stay sharp on product usage trends, industry shifts, and competitor moves to keep your outreach relevant and effective.

Skills, Knowledge and Expertise

1+ years in BDR, Inside Sales, or a similar role, ideally in B2B or enterprise. Bonus if you’ve worked in account expansion or land-and-expand models.
You’ve built and executed campaigns that break through with senior decision-makers and turn into meetings.
You know how to navigate complex accounts, uncover growth opportunities, and connect across teams.
Whether it’s a cold call, email, or InMail—you’re clear, confident, and always focused on value.
You work well with Account Management, Sales, Marketing, and Customer Success and know that great results are a team sport.
You’re adaptable, open to feedback, and always looking for ways to improve. You bring ideas, ask questions, and raise your hand when you see a better way.
You’re comfortable with HubSpot, 6Sense, Sales Navigator, Salesforce, and UserGems—or eager to learn quickly.
You love hitting goals and thrive in a performance-focused environments

Benefits

Unlimited vacation time – we want well rested and motivated teams so encourage people to take plenty of time off.
One company-paid mental health day each quarter. These are pre-scheduled, so the entire company can take the same days off regularly to reset
Flexible working arrangements, including remote (unless otherwise specified)
Thoughtfully designed offices to support both individual work and collaboration without interrupting others
Personal development budget – each year we allocate funds for our team members to further develop their skills that will benefit our business and customers
Budget to support setting up your home office, if appropriate (chair + desk, etc)
Wellbeing benefits and access to trained therapists / counsellors
Company paid Life, AD&D, Short term & Long term disability
Immediate access to Zappi's Health, Dental and Vision Insurance Plan
Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%
Tailored personal development through coaching, mentorship and career frameworks

Why join us?

We’ve been recognized as one of the hottest martech companies in 2022 by Business Insider and named Best Place to Work by Quirk’s Media for our engaging and inclusive workplace culture. We’re committed to both people and the planet.

Our belief in inclusion means we’re building an organisation of diverse individuals and helping brands eliminate cultural presumptions in their research. Read our Diversity Manifesto here.

We are a values and behaviours driven business and believe that Trust, Truth, Ownership, Ambition and Humility describe Zappi employees on our best day. This is how we strive to show up for our customers, for each other and for our communities.

Earning B Corp certification assures us we’re on the right track and have structures in place to become the business we want to be.

Our commitment to minimise our impact on the environment means being honest with ourselves and transparent with you—about everything from carbon emissions to tree-planting initiatives. We achieved our goal of becoming Net Zero in 2021!

Zappi Company Culture Highlights

Winner of Comparably's Award for Best Company for Women 2022
Winner of Comparably's Award for Best Company Work-Life Balance 2022
Winner of Comparably's Award for Best Company Compensation 2022
Winner of Comparably's Award for Best CEO for Women 2022
Winner of Comparably's Award for Best Company for Diversity 2022
Winner of Comparably's Award for Best Company Culture 2022
Winner of Comparably's Award for Best CEO 2022
Winner of Comparably's Award for Best Happiness 2022
Winner of Comparably's Award for Best Leadership Teams 2023
Winner of Comparably's Award for Best CEOs for Diversity 2023
Winner of Comparably's Award for Best Engineering Teams 2023
Winner of Comparably's Award for Best Company Outlook 2023
Winner of Newsweek’s Top 100 Most Loved Workplaces in the UK 2022 & 2023
Recognised by Fast Company’s Best Workplaces for Innovators 2023
Recognised as Best Marketing Insights Platform in the MarTech Breakthrough Awards

Equal Opportunity

Zappi is an equal opportunity employer; our diversity is a major strength. We are committed to providing equal opportunities for all individuals, regardless of their race, gender, sexual orientation, disability, or any other characteristic protected by applicable laws.

We believe that a diverse and inclusive workforce fosters innovation, creativity, and success. Our hiring decisions are based solely on merit, qualifications, and abilities, ensuring fairness and equity throughout our recruitment process. We welcome applications from all backgrounds and encourage candidates from underrepresented groups to apply. Join our team and contribute to an inclusive environment where everyone's unique perspectives and talents are valued and respected.

Benefits

Unlimited vacation time – we want well rested and motivated teams so encourage people to take plenty of time off. One company-paid mental health day each quarter. These are pre-scheduled, so the entire company can take the same days off regularly to reset Flexible working arrangements, including remote (unless otherwise specified) Thoughtfully designed offices to support both individual work and collaboration without interrupting others Personal development budget – each year we allocate funds for our team members to further develop their skills that will benefit our business and customers Budget to support setting up your home office, if appropriate (chair + desk, etc) Wellbeing benefits and access to trained therapists / counsellors Company paid Life, AD&D, Short term & Long term disability Immediate access to Zappi's Health, Dental and Vision Insurance Plan Option to enter Zappi's 401k program after 90 days of employment, matched up to 4% Tailored personal development through coaching, mentorship and career frameworks Why join us? We’ve been recognized as one of the hottest martech companies in 2022 by Business Insider and named Best Place to Work by Quirk’s Media for our engaging and inclusive workplace culture. We’re committed to both people and the planet. Our belief in inclusion means we’re building an organisation of diverse individuals and helping brands eliminate cultural presumptions in their research. Read our Diversity Manifesto here. We are a values and behaviours driven business and believe that Trust, Truth, Ownership, Ambition and Humility describe Zappi employees on our best day. This is how we strive to show up for our customers, for each other and for our communities. Earning B Corp certification assures us we’re on the right track and have structures in place to become the business we want to be. Our commitment to minimise our impact on the environment means being honest with ourselves and transparent with you—about everything from carbon emissions to tree-planting initiatives. We achieved our goal of becoming Net Zero in 2021! Zappi Company Culture Highlights Winner of Comparably's Award for Best Company for Women 2022 Winner of Comparably's Award for Best Company Work-Life Balance 2022 Winner of Comparably's Award for Best Company Compensation 2022 Winner of Comparably's Award for Best CEO for Women 2022 Winner of Comparably's Award for Best Company for Diversity 2022 Winner of Comparably's Award for Best Company Culture 2022 Winner of Comparably's Award for Best CEO 2022 Winner of Comparably's Award for Best Happiness 2022 Winner of Comparably's Award for Best Leadership Teams 2023 Winner of Comparably's Award for Best CEOs for Diversity 2023 Winner of Comparably's Award for Best Engineering Teams 2023 Winner of Comparably's Award for Best Company Outlook 2023 Winner of Newsweek’s Top 100 Most Loved Workplaces in the UK 2022 & 2023 Recognised by Fast Company’s Best Workplaces for Innovators 2023 Recognised as Best Marketing Insights Platform in the MarTech Breakthrough Awards Equal Opportunity Zappi is an equal opportunity employer; our diversity is a major strength. We are committed to providing equal opportunities for all individuals, regardless of their race, gender, sexual orientation, disability, or any other characteristic protected by applicable laws. We believe that a diverse and inclusive workforce fosters innovation, creativity, and success. Our hiring decisions are based solely on merit, qualifications, and abilities, ensuring fairness and equity throughout our recruitment process. We welcome applications from all backgrounds and encourage candidates from underrepresented groups to apply. Join our team and contribute to an inclusive environment where everyone's unique perspectives and talents are valued and respected.

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About this role

Zappi's Business Development Representative role focuses on expansion within your existing customer base rather than hunting for new logos. You'll work with the Sales organization to identify whitespace opportunities across current accounts—new business units, use cases, and stakeholders—and drive those conversations to closed deals. This means partnering closely with Account Managers and Customer Success to map organizational structures, running multi-channel outreach campaigns, and using sales intelligence tools like 6Sense and Sales Navigator to spot buying signals and decision-maker movements.

The position demands someone with at least a year of BDR or inside sales experience who's comfortable navigating complex accounts and building campaigns that resonate with senior stakeholders. You'll need to be proficient (or quick to learn) with tools like HubSpot, Salesforce, and Sales Navigator, and you should thrive in a metrics-driven environment where activity, meetings booked, and pipeline contribution are tracked consistently. Travel to industry events is part of the role, and collaboration across teams—Sales, Marketing, and Customer Success—is essential to success.

Zappi offers remote flexibility, unlimited vacation, mental health days, a personal development budget, and comprehensive benefits including immediate health insurance access and a 401k match after 90 days. The company has earned multiple Comparably awards for culture, work-life balance, and diversity, and holds B Corp certification.

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