Business Development Representative

About the role

You will own the end to end sales cycle for new business within the EMEA region, taking full responsibility for identifying prospects, building relationships, and converting opportunities into recurring revenue. You will act as the primary point of contact for high potential customers, articulating the value of the AI platform and guiding them from initial discovery through to contract signing. You will leverage data and insights to prioritize accounts, tailor messaging, and continuously refine your approach based on performance metrics. This role requires you to collaborate closely with Product, Marketing, and Customer Success teams to ensure alignment on positioning and to feed market intelligence back into the organization. You will be expected to hit ambitious targets, manage a robust pipeline, and maintain a deep understanding of the competitive landscape. Success in this position will be defined by your ability to build trust, solve complex business problems, and drive adoption across diverse industries. You will play a critical role in shaping the future of business planning for some of the world's most innovative companies.

Key facts

What you'll do

Identify and qualify new leads across the EMEA region using a consultative approach that uncovers latent needs and aligns solutions with strategic objectives.

Conduct discovery sessions with executive stakeholders to map pain points, define success criteria, and position Pigment as the central planning platform for the organization.

Build and maintain a multi-threaded relationship strategy that spans finance, operations, and IT decision makers to ensure cross functional sponsorship.

Leverage CRM tools to document every interaction, track deal progression, and provide accurate forecasts to support pipeline management and revenue forecasting.

Collaborate with the Marketing team to design and execute targeted outreach campaigns that nurture prospects and move them efficiently through the funnel.

Partner with Customer Success to validate implementation feasibility, ensuring new business aligns with delivery capacity and long term customer health.

Analyze competitive alternatives and articulate the unique value proposition of an AI native planning platform in high stakes buying committees.

Own key stages of the negotiation process, including proof of concept scoping, commercial terms discussion, and stakeholder alignment sessions.

Develop and iterate on sales playbooks based on feedback from deals, enabling continuous improvement in messaging and objection handling.

Support the creation of battle cards, ROI calculators, and case studies that strengthen the sales narrative and equip the team with persuasive materials.

Track leading indicators of pipeline health, identify blockers early, and adjust strategies to maximize conversion rates and cycle time reduction.

Represent Pigment at industry relevant events, webinars, and virtual sessions to elevate brand awareness and generate high quality inbound interest.

Work closely with Product leaders to translate customer feedback into actionable insights that inform the product roadmap and future enhancements.

Maintain a rigorous forecasting rhythm, providing transparent updates on win rates, deal velocity, and conversion metrics to guide strategic decisions.

Champion an experimental mindset, testing new outreach techniques, communication channels, and engagement models to drive scalable growth.

Requirements

You have a proven track record of at least two years in business development, sales, or a consultative role within the SaaS or technology sector.

You hold a Bachelor's degree or equivalent practical experience, demonstrating intellectual curiosity and strong problem solving abilities.

You are fluent in English, both written and verbal, with the ability to communicate effectively with senior executives and technical audiences.

You have hands on experience using CRM platforms to manage complex pipelines, forecast revenue, and maintain accurate records.

You possess strong analytical skills, comfortable working with data, metrics, and dashboards to inform decision making and optimize performance.

You are comfortable operating in a fast paced, matrixed environment where priorities shift quickly and adaptability is essential.

You have a history of exceeding quotas, closing deals, and taking ownership of results in a target driven setting.

You demonstrate integrity, collaboration, and a growth mindset, aligning your personal goals with team and company objectives.

Nice to have

Experience in enterprise software selling, with a focus on solutions that span finance, planning, or performance management domains.

Familiarity with AI or data driven products, and an understanding of how emerging technologies create business value.

Background working with multinational corporations across diverse regions, navigating complex buying committees and stakeholder landscapes.

Practical notes

Full Time schedule requiring availability during standard business hours in the Toronto time zone.

This role may involve occasional travel to client sites, industry conferences, and internal meetings across North America and Europe.

Applicants must be authorized to work in Canada without sponsorship, and relocation is not offered for this position.

Candidates who require visa sponsorship will not be considered due to the constraints of the role.

The selection process will move forward on a rolling basis, so early submission of application materials is strongly encouraged.