Business Development Representative

About Upsun (formerly Platform.sh) Upsun is the cloud application platform humans and robots love. It is built for today’s hybrid teams, where AI agents write and test code and humans focus on solving the problems that really matter. Developers, DevOps engineers, and platform teams use Upsun to build, ship, and scale confidently without wrestling with backend infrastructure. We give you your time back. You get: Predictable performance, even at scale Secure, compliant environments by default Real-time observability and profiling built in Cloning, configuration, and provisioning in seconds AI-ready features that plug directly into your stack The name says it all. "Up" means uptime, reliability, and acceleration. "Sun" reflects our follow-the-sun-support, a 24x7, globally distributed support team keeping the lights on while you rest. Our core belief is that software should power brighter solutions and greater innovation. Upsunners are a remote, global workforce, and we thrive in a multicultural team. We are committed to open source and an open, welcoming environment. Our team spans the globe and the experience spectrum. What's our commonality, our cultural fabric? A curious spirit and a thirst for knowledge; an eagerness for innovative ideas and cultures. We believe we can build anything together in an environment that frees you to do your best work. Our values: 🌿 We make a positive impact. ✨ We aim for the stars. 💚 We care for each other. I mpact 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, giving you 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. You 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 an opportunity to ask better questions and understand what a prospect actually 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 While Upsun is a remote-first company, this role follows a hybrid modality , with regular in-person collaboration from our office in Paris, France . Although we’re unable to provide visa sponsorship at this time, we welcome applications from all qualified candidates who are legally authorized to work in these countries. How we hire We know that a great hire won’t meet every requirement that we’ve outlined. If you can see yourself elevating the team, we want to hear your story. Few of us would be here had we not taken a chance. You can expect 4 interviews on Google Meet to follow the order below. Should you successfully move through the entire process you will have the opportunity to meet with a variety of Upsunners. Our goal is to ensure you can make the most informed decision on whether this role, and our culture aligns with what you’re looking for in your future working environment. 45 Minutes with Talent Acquisition 60 Minutes with Hiring Manager (Manager, BDR) 60 Minutes with Team (ICs - BDR, AE) 45 Minutes with General Manager, EMEA All roles require background checks. What we offer 💡 A product you can believe in - Join us in transforming how businesses build and manage web applications, driven making a positive impact as a proud B Corp . 🏆 An Award-Winning Workplace - We’ve been recognized by Forbes’ Top 30 Companies for Remote Jobs and France’s Best Workplaces for Women. 🗣️ A culture that values your voice - Join a flexible, open, and inclusive work environment where your voice is encouraged, and your ideas shape our growth and evolution. 🌎 A global team - Collaborate with colleagues from diverse backgrounds across the world, embracing different perspectives 🎉 Benefits and perks - Make the most of what matters to you 🏝 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 You belong here At Upsun, we celebrate diversity in all its forms and are committed to fostering an inclusive, equitable, and supportive workplace where everyone can thrive. We embrace and value different perspectives, backgrounds, and experiences, because they make us stronger as a team. Whoever you are, wherever you're from, and whatever path you've taken, you are welcome here. We encourage you to bring your whole self to work, connect with others, and share your passion. If you need accommodations at any stage of our hiring process, please let us know. We're here to ensure an accessible and comfortable experience for you.