Customer Growth Business Development Representative – Enterprise Account Expansion & Inside Sales Specialist at brighthush

About brighthush

brighthush is a trailblazing technology partner that transforms how global enterprises connect their suppliers to their procurement ecosystems. By acting as the invisible bridge between eCommerce platforms—such as Shopify, Salesforce Commerce, Adobe Commerce, OroCommerce, and BigCommerce—and leading eProcurement systems—like SAP Ariba, Coupa, Jaggaer, Oracle, PeopleSoft, and SAP—brighthush empowers suppliers to become “buyable” at scale. Our mission is simple yet powerful: make buying smarter, faster, and more efficient for the world’s largest companies.

With a culture rooted in curiosity, collaboration, and continuous learning, brighthush is rapidly expanding its footprint across mid‑market and enterprise segments. We thrive on solving complex, multi‑stakeholder challenges and delivering measurable business outcomes for both suppliers and buyers. If you’re passionate about technology, sales, and driving real impact, brighthush is the place to grow your career.

Role Overview

As a Customer Growth Business Development Representative (BDR), you will be the catalyst that unlocks untapped opportunities within our existing customer base. You will map the corporate family behind each account, identify new business units, and uncover net‑new prospects that have yet to experience the value of brighthush. Your work will directly feed our Account Executives with high‑quality, qualified leads that translate into closed deals.

Reporting to the BDR Manager, you will collaborate closely with Account Executives, Solution Engineers, and Customer Success teams, leveraging the Same Side Selling methodology to ensure a seamless handoff of Sales Qualified Leads (SQLs). This role is 100% remote, but we encourage candidates from the following regions: Raleigh, North Carolina; Chicago, Illinois; Boston, Massachusetts; Charlottesville, Virginia; Minneapolis, Minnesota.

Key Responsibilities

Map the Whitespace

• Build comprehensive corporate family maps for assigned customer accounts, identifying parent companies, subsidiaries, sister companies, acquisitions, divisions, and geographic locations.
• Determine which entities operate with separate P&L, distinct eCommerce or ERP platforms, or unique buyer relationships, and prioritize them based on fit and revenue potential.
• Leverage intent data, trigger events, and AI‑driven research tools to spot new openings—acquisitions, new facilities, replatforming projects, and buyer mandate changes—across the customer base.
• Maintain accurate account hierarchies and whitespace notes in Salesforce, ensuring visibility for the entire sales ecosystem.

Work the Approved Customer Network

• Initiate outreach to existing customers while creating new contacts for sister companies, new locations, or distinct business units to understand their procurement processes.
• Partner with Customer Success Managers to secure introductions and referrals to decision makers at newly identified entities.
• Execute multichannel outreach—calls, email, LinkedIn, video—using customer success stories and internal case studies to open doors.
• Contribute to the development of the Customer Growth playbook, refining sequences and messaging based on real‑world feedback.

Qualify Like a Consultant

• Lead discovery conversations using Same Side Selling, uncovering desired outcomes, pain points, and business impact for each new entity.
• Apply strict net‑new criteria: separate legal entity, distinct P&L or budget owner, new location with its own buying or selling operation, or a separate commerce stack.
• Route add‑on business (additional trading partners, connections, or users under an existing account) to Customer Success rather than Sales.
• Advance leads from SQL to Sales Qualified Opportunity (SQO) against the playbook’s qualification criteria, delivering clean, well‑documented handoffs that set Account Executives up for success.

Protect the Relationship

• Adhere to clear rules of engagement on ownership and timing to maintain trust with existing customers.
• Treat every customer call as a relationship moment, routing service issues, renewal risk, or satisfaction signals to the appropriate owner swiftly.
• Capture and share customer insights—new initiatives, organizational changes, competitive activity—with Sales leadership and Customer Success.
• Participate in territory planning and account mapping sessions with AEs, Solution Engineers, and CSMs.

Own Your Pipeline

• Track activity, account hierarchies, contact data, and disqualification reasons accurately in Salesforce and Gong.
• Monitor SQL to SQO conversion rates, ensuring quality as much as volume.
• Provide weekly updates on SQOs against targets and whitespace coverage across assigned accounts.
• Utilize a modern tech stack—Salesloft, Gong, LinkedIn Sales Navigator, and AI research tools—to maximize efficiency.
• Achieve full SQO productivity within 90 days of hire through structured onboarding and coaching.

How You'll Win

Success in this role is measured by the number of net‑new SQOs generated from the existing customer base, against monthly and quarterly targets. Your ability to uncover hidden opportunities and deliver high‑quality leads will be the key metric driving your performance.

What It Takes to Excel

Essential Qualifications

• 1–3 years of BDR, SDR, or account development experience in B2B SaaS or technology.
• Proven track record of meeting or exceeding pipeline targets.
• Strong research skills and curiosity to untangle complex corporate structures.
• Experience prospecting into multi‑stakeholder, technically complex sales cycles.
• Confidence on the phone, with the judgment to balance new business goals and customer trust.
• Collaborative mindset that builds strong relationships with Customer Success and Account Management.
• Strong CRM discipline; Salesforce experience preferred.
• AI fluency—using generative AI and signal data tools to research smarter and prospect faster.
• Excellent organizational skills to prioritize competing activities without dropping the ball.
• Goal‑oriented, positive, self‑starting attitude with a record of ownership.

Preferred Qualifications (Bonus Points)

• Experience in account‑based or install‑base selling.
• Exposure to eCommerce, eProcurement, iPaaS, or data integration technology.
• Familiarity with corporate hierarchy tools such as ZoomInfo, D&B Hoovers, or Salesforce account hierarchies.
• Training in Same Side Selling or a similar consultative methodology.

Career Growth & Learning Opportunities

At brighthush, your career path is designed to evolve with your ambitions. Starting as a Customer Growth BDR, you will gain deep expertise in enterprise sales, corporate mapping, and consultative outreach. From there, you can transition into roles such as Account Executive, Account Manager, Solution Consultant, or even Sales Leadership. We provide:

• Structured onboarding and continuous coaching from seasoned leaders.
• Access to a modern tech stack and AI research tools that keep you ahead of the curve.
• Regular cross‑functional workshops with Product, Marketing, and Customer Success to broaden your skill set.
• Clear performance metrics and transparent career ladders.
• Opportunities to contribute to the development of new playbooks and sales strategies.

Work Environment & Company Culture

brighthush thrives on a culture of transparency, collaboration, and innovation. Our remote-first model empowers you to work from anywhere while staying connected through weekly team huddles, virtual coffee chats, and real‑time collaboration tools. We celebrate diversity, encourage continuous learning, and reward initiative. Our values—customer obsession, data‑driven decision making, and relentless improvement—guide every interaction.

Compensation & Benefits

Base salary ranges from $65,000 to $75,000, with an on‑target earnings (OTE) of $100,000–$120,000. Final compensation is determined by skills, experience, and qualifications. In addition to competitive pay, brighthush offers:

• Unlimited flexible time off and volunteer time off.
• Comprehensive health benefits: medical, dental, and vision.
• Health Savings Account (HSA) and Flexible Spending Account (FSA).
• Dependent Care FSA.
• 401(k) with company match.
• Paid parental leave.
• Company‑paid short‑term and long‑term disability.
• Company‑paid life insurance.
• Monthly work‑from‑home stipend.
• Professional development reimbursement program.

How to Apply

Ready to join a team that’s redefining procurement and eCommerce? Submit your application through our careers portal or send your resume and cover letter to [email protected]. We look forward to exploring how your skills and passion can help us accelerate growth within our customer base.

Closing

At brighthush, you’ll be part of a forward‑thinking organization that values innovation, collaboration, and customer success. If you’re driven to uncover hidden opportunities, build lasting relationships, and grow your enterprise sales expertise, we want to hear from you. Apply today and become a key player in our mission to make buying smarter for the world’s largest companies.