Business Development Representative

The Company

At Nylas, we specialize in making it easier for developers to add email, calendar, and contact management features into their applications. We provide tools called APIs, which streamline the integration of these functionalities, ensuring they are secure and effective. This enables better, safer, and more reliable communication within apps.

Supporting over 100,000 developers and collaborating with more than 900 companies globally, Nylas plays a pivotal role in how digital communication tools are built and utilized. Our technology spans various sectors, from healthcare to education, simplifying the complex process of app development related to communications. By reducing the barriers in communication technology, we empower developers to innovate and enhance user interaction across platforms.

The Team

Our Business Development team is on the front lines of growth—responsible for identifying, engaging, and qualifying prospects that fuel our sales pipeline. We're a mission-driven group of hunters and communicators who connect with potential customers, represent our product, and build trust at every touchpoint. You’ll work cross-functionally, partnering closely with Sales, Marketing, and Revenue Ops to ensure smooth handoffs, strategic insights, and continuous improvement in messaging and process. We value resilience, curiosity, and clear communication—BDRs in our team are essential in shaping our go-to-market momentum.

The Role

As a Business Development Representative (BDR), you will be the initial point of contact for inbound and outbound opportunities—researching ideal customer profiles (ICPs), conducting high-volume outreach via email, phone, LinkedIn, and social channels, qualifying prospects, and booking meetings that fuel the sales pipeline. You’ll manage your pipeline in CRM, ensuring data accuracy and follow-through, and deliver feedback that sharpens our messaging, positioning, and targeting strategy

You’ll report into the Sales Development Manager, and your success will be measured by your ability to generate qualified leads, consistently hit activity KPIs, and pass warm opportunities downstream. While this is an entry-level role, standout performers will have a clear path for advancement into leadership or full-cycle sales roles

What You’ll Do

• Execute high-volume outbound prospecting to generate qualified opportunities for the sales team, leveraging phone, email, LinkedIn, and social outreach to engage decision-makers and influencers.

• Consistently achieve or exceed monthly and quarterly quota targets for meetings booked and opportunities created.

• Research target accounts to identify potential needs, align outreach to business priorities, and tailor messaging to resonate with ideal customer profiles (ICPs).

• Qualify prospects through thoughtful discovery, assessing fit, urgency, and readiness, and seamlessly hand off qualified opportunities to Account Executives.

• Partner closely with Account Executives to develop account penetration strategies, ensuring smooth transitions and setting up high-quality sales conversations.

• Use sales enablement tools such as Salesforce, Apollo, LinkedIn Sales Navigator and Gong to manage outreach, track activity, and maintain accurate pipeline records.

• Apply a multi-touch, multi-channel approach to create consistent engagement and build relationships with prospects over time.

• Provide feedback from prospect interactions to Marketing and Sales leadership to refine messaging, targeting, and campaign effectiveness.

What You Must Bring

• 1–2 years of experience in an outbound sales or business development role, preferably within a B2B SaaS environment.

• Proven ability to consistently hit or exceed activity and opportunity generation targets.

• Comfort with high-volume outreach, including making daily cold calls and managing multiple active prospecting cadences.

• Strong research skills to identify key decision-makers, business needs, and strategic opportunities within target accounts.

• Excellent written communication skills, with the ability to craft concise, engaging outreach messages that capture attention.

• Strong listening and discovery skills, with a natural curiosity to uncover challenges and align solutions to business goals.

• High degree of preparation for every prospect interaction, ensuring you set up Account Executives for successful meetings.

• Passion for learning and communicating technical concepts in a simple, compelling way.

• Familiarity with sales productivity tools (e.g., Salesforce, Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo) and a commitment to keeping data accurate and up to date.

• Persistent and resilient mindset—able to maintain consistent outreach and relationship-building, even in the face of delayed responses or rejection.

Interview Process (subject to change)

• Round 1: 30 minute Google Meet interview with the Manager, Sales Development.

• Round 2: Take home assignment to be followed by a 60 minute Google Meet presentation with the Manager, Sales Development.

• Round 3: Two (2) 45 minute Google Meet interviews with the Director, FP&A and the Senior CSM.

• Round 4: Four (4) 45 minute Google Meet interviews with various team members (max 4 hours).

During the various discussions, candidates selected to meet with us are strongly encouraged to not only discuss their knowledge, skills, experience, and abilities but also to showcase examples of their current or previous work. We expect you to clearly outline the "what," "why," and "how" behind your contributions.

The estimated OTE (On-Target Earnings) range for this role is $80,000 to $110,000. Actual compensation will be determined based on individual qualifications, which are objectively assessed during the interview process. Factors influencing salary include knowledge, skills, experience, and abilities.

Nylas is registered as an employer in many, but not all, states/provinces. If you are not located in or able to work from a state/province where Nylas is registered, you will not be eligible for employment. Visa sponsorship may not be available in certain remote locations.