Business Development Representative - NAM/LAM

About the Role

As a Business Development Representative (BDR) at Airship, you will play a critical role in driving both new customer acquisition and expansion within our existing customer base. This is a more sophisticated BDR role designed for candidates with 1–2 years of sales development experience who are ready to have higher-impact, consultative conversations. You will be responsible not only for generating net-new pipeline, but also for engaging existing customers in meaningful discussions around cross-sell and upsell opportunities in partnership with Account Executives and Growth Managers.

This role is bilingual (English/Spanish) and may support prospects and customers across both our North American and Latin American regions, requiring the ability to communicate clearly and build relationships in both languages.

This role requires strong discovery skills, business acumen, and the ability to tailor conversations to meet customer needs, utilize relevant use cases, and identify growth opportunities.

What You'll Do

• Identify, research, and qualify net-new accounts and buying groups to generate new logo pipeline
• Engage existing Airship customers to uncover expansion opportunities, including cross-sell and upsell motions
• Initiate and manage outbound and inbound prospecting efforts via phone, email, social, and other channels
• Conduct thoughtful discovery conversations to understand prospect and customer goals, challenges, and use cases
• Clearly articulate Airship’s value proposition across different personas and stages of the customer lifecycle
• Partner closely with Account Executives and Growth Managers to align on account strategy, messaging, and next steps
• Nurture and advance opportunities from initial engagement through qualified meetings
• Maintain accurate and timely activity, notes, and pipeline data in Salesforce
• Collaborate with Marketing, Sales, and Enablement to continuously improve messaging and outreach strategies
• Stay current on industry trends, customer use cases, and competitive landscape.

What We're Looking For

• Bilingual fluency in English and Spanish (written and verbal); ability to conduct discovery and qualification conversations in both languages
• 1–2 years of experience in a BDR, SDR, or similar sales role, preferably in B2B SaaS
• Demonstrated ability to generate pipeline through outbound prospecting and consultative conversations
• Experience engaging both new prospects and existing customers in value-based discussions
• Strong written and verbal communication