The challenge

As Business Development Representative (BDR), you'll play a critical role in accelerating Jotelulu's pipeline growth across Spain. Your mission is to identify, engage, and qualify new IT partners, ensuring high-quality opportunities enter the commercial funnel and progress efficiently toward demo and SQL stages. You will be the starting point of the partner journey - generating momentum, validating fit, and setting the foundation for successful long-term relationships.

You'll be part of the GTM team, working within a dynamic commercial structure focused on partner acquisition and activation. This is a high-impact role at the top of the funnel, where structure, discipline, and consistency directly influence pipeline quality and conversion rates. Your contribution will shape early-stage funnel performance and market expansion.

Collaboration is essential. You'll work closely with Presales Field Engineers and Senior BDMs to ensure smooth demo handoffs and qualification alignment. You'll also partner with Marketing and Product Marketing to refine messaging, share persona insights, and improve campaign effectiveness. Your field feedback will help optimize GTM motions, onboarding readiness, and partner adoption pathways.

Requirements that are important for us

We are looking for a proactive, structured, and performance-driven BDR who combines outbound discipline with strong communication skills and early-stage relationship-building capabilities.

Relevant experience and expected outcomes

• Experience in business development, SDR/BDR, inside sales, or partner qualification roles (1-3 years), ideally within SaaS, cloud, MSP, IT services, or technology environments.

• Consistently meeting or exceeding SQL, demo booking, or early-stage pipeline targets, contributing to measurable pipeline growth.

• Conducting structured discovery conversations, understanding partner business models, technical environments, and cloud maturity levels.

• Operating in fast-paced, multi-product environments, managing multiple conversations and qualification processes simultaneously.

• Engaging technical and business stakeholders confidently, clearly explaining value propositions and cloud concepts.

Key skills and expected impact

• Generate qualified pipeline by prospecting and engaging MSPs, IT consultancies, and service providers through multi-channel outreach (email, phone, LinkedIn, campaigns).

• Conduct structured discovery to validate partner fit, use cases, and readiness for demo stages.

• Maintain strong CRM discipline, ensuring clean data, accurate tracking, and reliable forecasting inputs.

• Collaborate cross-functionally to improve messaging, qualification frameworks, and conversion rates.

• Share structured market feedback to refine GTM strategy and partner activation models.

• Communicate clearly with both technical and business audiences, building trust from the first interaction.

Tools

• CRM platforms such as Salesforce, ensuring accurate pipeline management and clean data hygiene.

• Outbound and prospecting tools such as Apollo or similar platforms to structure and scale outreach.

• Collaboration tools like Slack and internal communication systems to coordinate with Sales and Marketing teams.

• Basic understanding of early-stage performance metrics (SQL rate, demo conversion, response rates) to monitor and improve qualification effectiveness.