Business Development Representative
Job description
About the role
You will own the end-to-end outbound sales cycle for Scaleway's sovereign cloud across targeted European markets, acting as the primary point of contact for new prospects. You will leverage data-driven prospecting and consultative discovery to build a high-quality sales pipeline that directly fuels the growth of the Account Executive team. You will challenge the status quo with innovative cloud and AI solutions while rigorously adhering to Scaleway's values of simplicity, technical excellence, and sustainability. You will collaborate daily with an international team to refine strategies and ensure consistent pipeline generation that supports the company's ambitious growth trajectory.
Key facts
What you'll do
Identify and qualify high-value decision-makers across Europe using advanced LinkedIn Sales Navigator techniques to map stakeholder ecosystems.
Execute structured cold email and outreach sequences through digital platforms to initiate conversations and secure meetings with technical and commercial leaders.
Enrich and validate prospect intelligence using data tools to ensure precise targeting of ideal customer profiles and high-impact contacts.
Maintain rigorous pipeline management practices within CRM systems to track progression and forecast revenue with accuracy and transparency.
Conduct discovery calls that uncover latent business needs and strategic priorities beyond surface-level requirements.
Apply formal sales qualification methodologies to assess opportunity viability and alignment with Scaleway's strategic objectives.
Engage prospects with professional assertiveness that questions assumptions while demonstrating respect for their current constraints and ambitions.
Coordinate closely with solution experts to ensure timely and relevant responses during the evaluation and negotiation phases.
Analyze performance metrics and feedback from customer interactions to continuously refine messaging and outreach approaches.
Participate in collaborative sessions that optimize sales playbooks and expand market penetration into new verticals and geographies.
Drive consistent activity levels to meet and exceed predefined appointment setting and pipeline generation targets.
Champion Scaleway's unique value proposition by articulating the benefits of sovereign infrastructure and sustainable cloud operations.
Support the commercialization of new product offerings by providing frontline feedback on market reception and competitive positioning.
Act as an ambassador of the Scaleway brand by embodying its principles of simplicity, flexibility, and technical excellence in every interaction.
Requirements
Bring 1 to 3 years of professional outbound sales experience in roles such as Business Development Representative, SDR, or Inside Sales.
Demonstrate a proven track record of meeting or exceeding activity quotas and KPIs in previous sales positions.
Showcase strong mastery of cold prospecting fundamentals and outbound sales techniques across digital channels.
Exhibit proficiency in using sales qualification frameworks such as MEDDIC to evaluate opportunities and decision-making units.
Display familiarity with modern sales technology stacks including Customer Relationship Management platforms, outreach tools, and data enrichment applications.
Possess strong verbal and written communication skills in English to engage with international stakeholders across Europe.
Apply open-ended questioning techniques to explore complex business challenges and uncover underlying motivations.
Commit to adhering to Scaleway's internal processes, documentation standards, and compliance guidelines in all sales activities.
Nice to have
Previous experience in the cloud infrastructure, hosting, or SaaS sectors is appreciated but not mandatory.
Familiarity with technical concepts related to cloud computing, bare metal, containerization, or serverless architectures can accelerate onboarding.
Understanding of AI and high-performance computing trends may provide additional context when discussing solutions with technical buyers.
Experience working with startups, scale-ups, and enterprise clients across diverse industries such as media, publishing, and public administration.
Practical notes
This position is based in Paris and requires hybrid work arrangements with a maximum of 3 days of remote work per week.
The role involves significant travel within the Paris metropolitan area for meetings and events, with occasional regional visits as opportunities arise.
All candidates must be eligible to work in France under the applicable visa and employment regulations.
The recruitment process includes an HR interview followed by a hiring manager session and a role-play scenario to assess fit and capability.