Solutions Consultant

Business Development Representative (BDR)

Wellspring Worldwide, Inc. is a leading provider of web-based software systems for managing research, technology commercialization, and innovation operations for universities, companies, government agencies, and independent labs. Founded in 2003, Wellspring has grown to serve over 500 organizations globally, including Fortune 500 companies, SMEs, hospitals, and universities. The company's flagship products—Evolve, Astria, Sophia & Flintbox—enable organizations to manage the entire innovation lifecycle, from discovery and IP management to commercialization and knowledge transfer.

The Business Development Representative (BDR) is the engine of top-of-funnel growth. You will own the full prospecting motion — from identifying and sourcing target contacts to feeding them into multi-channel outbound campaigns, nurturing prospects through early-stage conversations, and converting engagement into qualified pipeline. You will also serve as the first human touch for inbound inquiries, respond quickly to capture intent, and work hand-in-hand with Account Executives to book, run, and advance discovery calls. Your output is measured in Sales Qualified Leads (SQLs) and pipeline dollars delivered.

Core Responsibilities

As a Solutions Consultant, you are the technical and strategic partner to our enterprise account executives across Europe. You own the "why this matters to you" of every deal — translating a customer's portfolio and innovation challenges into a compelling, credible vision of what Wellspring makes possible, and demonstrating it in a way that moves executive stakeholders to act.

You will spend your time researching accounts deeply, running discovery with senior stakeholders, and building and delivering tailored demonstrations that tell a story rather than list capabilities. You'll work shoulder-to-shoulder with sales, product, and services to win complex, multi-stakeholder deals inside some of the largest and most sophisticated enterprises in the world.

This is a role for someone who thinks of pre-sales as a craft: part strategist, part storyteller, part domain expert.

What You'll Do

• Research accounts like an analyst. Before a single conversation, build a genuine understanding of the customer's business — their portfolio strategy, product pipeline, organizational structure, public commitments, and the pressures driving their industry. Turn that research into a hypothesis about where Wellspring creates value.
• Lead consultative discovery. Run discovery sessions with large, cross-functional groups and senior stakeholders. Ask the questions that surface the real problem beneath the stated one, and earn the right to be seen as an advisor rather than a vendor.
• Sell through storytelling. Frame every demonstration as a narrative the customer sees themselves in — anchored to their strategic priorities, their language, and their people. Make the abstract concrete and the complex simple.
• Build tailored demos. Design and construct bespoke demonstrations that reflect the specific customer, use case, and stakeholders — not a generic sandbox. Bring account research directly into the demo environment so what the customer sees feels built for them, because it was.
• Present to executives. Command a room of senior decision-makers — VPs and C-level in R&D, innovation, engineering, and IT — with credibility, clarity, and presence. Handle hard questions in real time.
• Own the technical win. Lead technical evaluations, proofs of concept, and responses to RFPs/RFIs. Address security, integration, and architecture questions in partnership with product and services.
• Be a two-way conduit. Bring the voice of the customer back to product and go-to-market teams, and help sharpen how Wellspring positions itself in the strategic portfolio management category.
• Travel to where the deals are. Roughly 25% travel across Europe (and occasionally beyond) for key customer meetings, workshops, and events.

What You'll Bring

• Enterprise pre-sales / solutions consulting experience selling complex B2B SaaS to large enterprises, ideally with long, multi-stakeholder sales cycles.
• A genuine talent for storytelling and demonstration — you can take a complex platform and make it land as a clear, resonant narrative for a specific audience.
• Strong consultative discovery skills — you're comfortable leading conversations with large groups and senior executives, and you listen at least as well as you present.
• Rigorous account research habits — you do the homework, and it shows in how tailored and credible your engagements are.
• Executive presence and communication — you're persuasive, composed, and clear in front of the most senior people in a customer's organization.
• Comfort with technical depth — you can speak credibly about integrations, data, architecture, and security, and know when to bring in specialists.
• Awareness of AI and agentic architecture — you don't need to be an expert, but you understand that this is where enterprise software is heading, and you're comfortable holding a credible conversation to that end with both technical and business stakeholders.
• A working understanding of API-driven workflows — how data moves from systems of record through integrations to downstream end users.
• Fluent English; additional European languages are a strong advantage given the customer base.

Nice to Have

• Experience in the strategic portfolio management, innovation management, R&D management, or PPM space is a real plus — but it is not required. If you've built deep enterprise SaaS solution-selling experience in an adjacent complex domain, we'll help you learn the category.
• Familiarity with one or more of our core verticals: chemical, consumer goods, aerospace & defense, or pharmaceutical.
• A background that blends technical and commercial fluency — consulting, product, or a technical discipline paired with customer-facing work.
• Experience in Demo2Win or Value Based Selling methodologies.

Location & Logistics

• Remote, based anywhere in Western Europe with reasonable access to an international airport.
• ~25% travel expected for customer meetings, workshops, and events.
• You'll work across time zones with a distributed European team and colleagues in North America.