Business Development Representative

About Upsun (formerly Platform.sh)

Upsun is the cloud application platform designed for modern hybrid teams, where AI and humans collaborate. Developers, DevOps engineers, and platform teams use Upsun to build, ship, and scale confidently without wrestling with backend infrastructure. Upsun ensures predictable performance, secure environments, real-time observability, rapid provisioning, and AI-ready features. Our "follow-the-sun" support team provides 24/7 global coverage. Upsunners are a remote, global workforce committed to open source and a welcoming, multicultural environment. Our values include making a positive impact, aiming for the stars, and caring for each other.

Impact of a Business Development Representative

As a bilingual Business Development Representative supporting our EMEA region, you play a vital role in driving new business growth and shaping the first impression prospects have of our brand. You’ll connect with potential customers through personalized, value-based outreach, identifying their needs, sparking interest, and guiding them toward the right solutions. By combining curiosity, persistence, and empathy, you’ll generate pipeline, close smaller transactional deals, and set the stage for future partnerships. This role is an ideal launchpad for a long-term career in SaaS sales, providing exposure to the full sales cycle, cross-functional collaboration, and continuous learning opportunities. This position reports directly into our Manager, Business Development, and is a hybrid role located in Paris, France.

What to Expect

• Outbound Prospecting & Lead Generation: Research and identify target accounts and key decision-makers within the Ideal Customer Profile (ICP). Execute multi-channel outreach (calls, emails, social) to generate interest and book qualified discovery meetings for Account Executives.
• Inbound Lead Qualification: Respond promptly to inbound and marketing-generated leads. Assess fit, need, and readiness, converting qualified inbound interest into sales opportunities.
• Messaging & Engagement: Craft compelling, value-driven outreach tailored to each prospect’s pain points. Handle objections with confidence, personalize messaging with account research, and effectively position the company’s solution.
• Collaboration & Alignment: Partner with Account Executives on account targeting and territory planning. Collaborate with Sales Enablement to refine prospecting tactics, messaging, and outreach strategies.
• Pipeline & Performance Management: Consistently achieve and exceed KPIs for meetings booked, opportunities created, and activity levels. Maintain accurate CRM records and provide regular updates on pipeline progress and insights.
• Continuous Learning & Growth: Stay up to date on industry trends, competitors, and product developments. Engage in training, coaching, and professional development to enhance sales skills and prepare for future career growth.

What You Bring

• Experience: 1+ years of experience in sales, business development, or a customer-facing role (with at least one year of cold calling experience and a track record of hitting and exceeding numbers).
• Language Skills: Bilingual proficiency in either French or German (in addition to English) to effectively communicate with and support prospects across the EMEA region.
• Communication Skills: Strong written and verbal communication with the ability to engage prospects clearly and persuasively. Focus on human connection and deep research to understand pain points instead of following a script.
• Technical Sales Acumen: Basic understanding of the sales funnel, lead qualification, and CRM tools. Ability to handle objections confidently, using them as opportunities to ask better questions and understand prospect needs.
• Organization & Time Management: Able to manage multiple outreach cadences, prioritize effectively, and stay detail-oriented in a fast-paced environment.
• Growth Mindset: High energy, resilient, and motivated to exceed targets. Curious, coachable, and eager to learn and grow into a future sales or customer-facing role.

Bonus

• SaaS or high-growth startup experience.
• Familiarity with tools like Salesloft, Salesforce, LinkedIn Sales Navigator/Recruiter, ZoomInfo, or Lusha.
• Ability to stay connected with a global team across different time zones.

Where We Hire

This role follows a hybrid modality, with regular in-person collaboration from our office in Paris, France. Upsun is a remote-first company. Visa sponsorship is not provided.

How We Hire

The hiring process includes 4 interviews on Google Meet: Talent Acquisition, Hiring Manager, Team (ICs), and General Manager, EMEA. Upsun is committed to a diverse and inclusive workplace, welcoming all qualified candidates. Accommodations can be provided upon request.

What We Offer

• A product you can believe in, driven by a B Corp mission.
• An Award-Winning Workplace (Forbes, France's Best Workplaces for Women).
• A culture that values your voice, fostering flexibility, openness, and inclusivity.
• A global team with diverse backgrounds.
• Benefits and perks: Flexible PTO, comprehensive healthcare coverage (UK, Canada, France, Spain, USA), company stock options, professional development budget, office equipment budget, wellness budget, annual team gatherings, internet reimbursement, inclusive parental leave, remote work travel program.