Strategic Business Development Representative [Remote]

Job description

United States (remote) · EMEA (Netherlands HQ / UK remote)

Work Environment

Instruqt transforms how software professionals learn and adopt new technologies. Our values define how we approach our work every single day:

• Transparency - We act and operate with honesty and integrity.

• Get shit done - We get excited about outcomes and moving the needle towards success.

• Work hard, play hard - We know the strength of teamwork and doing it well.

• Always raise the bar - We are always looking to do our best; curiosity is in our DNA

• Make lemonade - No obstacle is impossible to solve. We turn challenges into epic opportunities.

• Be respectful - We are a diverse, talented team that respects differences. Take it or leave it.

What we offer

• An ambitious team consisting of experienced and talented professionals in the tech industry

• A competitive salary based on your experience and future potential

• Flexible work schedule

• Some truly decent work trips

• The opportunity to be part of a well-funded company and on a hyper-growth trajectory

The role, in a nutshell:

As a Strategic BDR at Instruqt, you'll own a small, named book of 30–75 target accounts. The companies we most want to land and expand. You won't be dialing through a spreadsheet of leads. You'll operate as a true pod with an Enterprise Account Executive, a Customer Success Manager, our ABM/Marketing team, and our GTM Engineer, building point-of-view outreach that gets strategic buyers to take a meeting.

If you've ever wanted to sell with the product instead of just talk about it, this is that role.

Who you'll work with:

• Enterprise AEs: you'll be aligned to 2–3 AEs who own the closing motion on your named accounts. You drive the top of the funnel; they run the mid and bottom.

• Our GTM Engineer: your closest day-to-day partner. They run AI-powered, scaled outreach across our broader ICP; you go deep on 30–75 named accounts. See the section below for how the two roles fit together.

• Customer Success Managers: many of your best strategic opportunities will come from expansion signals inside existing customer accounts. You'll work hand-in-glove with CS on expansion plays.

• Marketing / ABM: you'll partner on 1:1 and 1:few account plays, feeding field signals back into campaign design and helping orchestrate outbound with paid, content, and events.

• Product: technical buyers are our buyers. You'll sit close to the people who build and evangelize the product, so you can credibly speak the language.
  

How you'll partner with our GTM Engineer

A big piece of this role is the partnership you'll build with our GTM Engineer. Think of it as a deliberate division of labor: you go deep on 30–75 named strategic accounts, and the GTM Engineer goes wide with AI-driven, automated messaging across the rest of our ICP. Neither side wins alone. When the two roles combine well, they're a force multiplier for Instruqt's whole top-of-funnel motion and that partnership is one of the most important things we'll evaluate in the interview.

The division of labor

• You (Strategic BDR) go deep. 30–75 named accounts, pod-based, multi-threaded, quality over volume. Your unit of work is the account.

• GTM Engineer goes wide. Hundreds of accounts in our broader ICP, reached through AI-personalized outreach built on Clay, Outreach, Salesforce, HubSpot, N8N and others. Their unit of work is the program.

• Both of you carry quota. The GTM Engineer is targeted on a pipeline target; you'll carry a 20 per quarter target (from inbound and outbound).

How the collaboration actually works

• You feed a qualitative signal upstream. The messaging that's landing in your 1:1 conversations, the objections that keep surfacing, the personas that respond; you bring that back to the GTM Engineer, who codifies it into AI-driven workflows that scale the play across hundreds of accounts.

• They arm you with better inputs. You'll tap into their enrichment workflows, intent signals, AI-surfaced triggers, and account scoring so you're never starting a named-account play from a blank page.

• You build the playbook together. The GTM Engineer runs experiments at scale and measures what performs; you bring the qualitative depth that explains why. The Instruqt outbound playbook evolves through that loop.

• You're peers, not hierarchy. This isn't an inbound-to-outbound handoff or a dotted line. You're equals in the same GTM pod, with distinct swim lanes and shared accountability for top-of-funnel outcomes.

What you’ll do

• Own a named list of 30–75 strategic accounts across your territory. Build a point-of-view on each: who the buyer is, what they're trying to do, why Instruqt matters, and how to get their attention.

• Research deeply. You'll study prospect companies the way a good AE studies an account, tech stack, engineering org, developer experience footprint, earnings calls, public roadmap, DevRel activity, and turn that into outreach that feels written for one person, because it is.

• Run multi-threaded outbound across email, phone, LinkedIn, and — where it fits — live, interactive Instruqt tracks you build yourself to get a prospect to experience the product before the meeting.

• Partner on ABM plays. Work with the Marketing team on orchestrated 1:1 and 1:few campaigns, and feed what you're learning from the field back into those plays.

• Feed the expansion motion. Collaborate with CS on accounts where a new team, division, or use case could become a real opportunity. Many of our biggest expansions start as a BDR-led conversation.

• Trade signal with our GTM Engineer. Turn your field observations, what messaging lands, what objections repeat, and which personas respond into inputs they can scale across hundreds of accounts through AI-driven outreach. In return, use the enrichment, intent signals, and AI-surfaced triggers they generate to sharpen your own named-account plays.

• Hand off cleanly to your AE. Set up discovery calls with context, stakeholder maps, and a reason for the meeting to exist.

• Be part of building the playbook. This isn't a seat-filler role. We'll expect you to contribute to outbound strategy, messaging, tooling, and process — and we'll listen.

• Reply to inbound leads and work inbound leads as required (demo request, self-guided tours, webinars, etc).

How we'll measure success

• Qualified meetings that convert to AE-accepted opportunities. This is the primary KPI (20 Opportunities per quarter)

• 30 calls per week

• Account penetration: Are we getting multi-threaded in accounts that matter, or still reaching one person?

• Activity hygiene: thoughtful, personalized outreach at enough volume to actually move the needle.

We care about quality over volume at the strategic level. We'd rather see 60 great sequences than 600 mediocre ones.

What you'll bring:

• 2–4 years of outbound BDR/SDR experience at a B2B SaaS company, with at least a year of that in an Enterprise or Strategic segment.

• A track record of consistently hitting or beating quota. We'll ask you to walk us through your last four quarters.

• Comfort selling to technical buyers. You don't need to be an engineer, but you need to be genuinely curious about how technical products work and unafraid to hold a credible conversation about them.

• Fluency with the modern outbound stack: Salesforce, Outreach or Salesloft, LinkedIn Sales Navigator, ZoomInfo or Apollo, and an intent platform like Dreamdata.

• Strong written communication. This is not a spray-and-pray role. If you can't make a cold email feel like a personal one, this role will be hard.

• A collaborative disposition. Strategic accounts are won as a pod, not a solo act. You should enjoy working with AEs, CSMs, Marketing, and our GTM Engineer rather than seeing them as people who slow you down. Bonus if you've worked alongside a RevOps or GTM Engineering counterpart before and know how to partner well with that function.

Nice to have (not required)

• Previous experience at a developer tools, DevOps, data, or security SaaS companies.

MEDDPICC or Command of the Message training.

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