Business Development Representative

Thunkable is the leading no-code and AI platform that empowers anyone to design, develop, and deploy powerful, native mobile applications without writing a single line of code. Our mission is to make app development accessible to everyone—transforming passive consumers into active creators of technology.

Founded in 2016 by Arun Saigal and Weihua Li, former members of the MIT App Inventor and MIT Scratch team, Thunkable now supports millions of users across 184 countries, including a quarter of Fortune 500 companies. We’re backed by Lightspeed, NEA, Owl Ventures, SV Angel, and Y Combinator.

The Business Development Representative (BDR) is the front end of the sales pipeline. They turn target accounts and inbound interest into qualified, sales-ready meetings for Account Executives. The role blends outbound prospecting, inbound lead follow-up, and early-stage discovery, and success is measured almost entirely by pipeline created.

In one line: Find the right people, start the right conversations, qualify fit honestly, and hand AEs opportunities worth their time.

• Prospect, educate, qualify, and develop Target Accounts and inbound leads to create sales-ready meetings and opportunities. This includes target market penetration, calling on CXOs, senior-level executives, trade show attendance, following up on marketing-generated leads, webinar and event follow-up, creative campaign and door opener outreach, and more
• Interact with prospects via telephone, video correspondence, and email
• Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity
• Disseminate opportunities to appropriate AE, educating each rep as necessary about the opportunity
• Lead the discovery process by identifying the prospect’s pain points, while effectively setting the stage for the sales process
• Effectively handle and overcome prospect objections with confidence
• Become a trusted resource and develop productive relationships with prospects
• Update lead scoring and prospect interaction in CRM to ensure efficient lead management
• Meet and exceed monthly, quarterly, and annual pipeline targets
• Provide closed-loop feedback to ensure continuous process optimization
• Maintain professional internal and external relationships that meet our core values

• 1+ years of experience in a quota-carrying sales, business development, or customer-facing role, ideally in SaaS or tech
• High level of organization and attention to detail – You can read between the lines to identify the customer’s need while effectively taking & sharing notes. Then following up as needed with both internal and external stakeholders
• Pre-call planning & research – Efficiently finding the needle in a haystack, such as the right decision maker or key tidbits of information that will inspire action from prospects
• Opportunity qualification and objection handling – We want you to communicate like an empathetic human being. And determine if our platform is a right fit for the customers’ needs, then communicate it appropriately
• Call and email structure and control – You’ll own the outreach of our company to potential customers. You will have free reign to tweak, tune, and craft content to ensure it hits the right target. You can communicate via phone and email effectively, and if changes are needed, you are driven to try new things
• Effective time management – Stay on top of client conversations, while balancing new opportunities. You should be able to answer: everyone is important, but who gets prioritized?
• Ability to handle relationships at all levels of an organization – Any foot in the door is a step forward. Can you communicate to start-up founders, developers, product managers, VPs, and C-level executives?
• Consistent track record of achieving measurable sales goals in a fast-paced environment – This is a results-driven job.
• Ability to work in a high-energy team environment – you bring excitement to every conversation and you’re genuinely enthusiastic about communicating with people
• Positive and energetic phone skills, excellent listening skills, strong writing, and presentation skills
• The highest level of integrity