Business Development Representative (B2B SaaS, Atlassian Ecosystem)

Broken Build is a remote-first product company looking for a Business Development Representative who can turn warm signals into real conversations with the people who actually decide on software purchases inside large organisations.
 

This is not a script-and-dial role. You will work inbound signals, map who is who inside an account, and open conversations that are specific enough to earn a reply. If you enjoy the detective work of outbound as much as the talking, read on.
 

What you will do day-to-day
 

• Triage inbound signals. Watch our support queue, demo-call requests, security and compliance enquiries, and billing and admin contacts. Classify each signal by who sent it, how large the account is, and what kind of opportunity it represents (a trial that could convert, an existing customer who could expand, a lapsed customer worth re-activating).
• Map the buying centre. For each account in scope, identify the admin, the team manager, the agile coach, and the executive. Build that picture in our CRM using LinkedIn Sales Navigator, Apollo, and the public web, and tie each name back to what we already know about the account.
• Open the conversation. Write the personalised LinkedIn message or email that references the real signal (the ticket they filed, the request they made, the community thread they posted in), and route the conversation to a demo when it is warranted.
• Run discovery on calls. Listen for how each kind of stakeholder describes their problem in their own words (a manager asks "when will it be done", a coach talks about flow and predictability, an admin names a specific configuration), and bring those verbatim insights back to the Product team.
• Build and own pipeline. Keep a clean, prioritised pipeline of qualified opportunities, and hand each one to an Account Executive, Solutions Engineer, or our CEO with a tight, well-documented brief. You quarterback the early game.
• Keep the record honest. Every interaction is logged. Every contact has a role and context attached, so the next touch never repeats the last one.

Must-Have Requirements
 

• Advanced/fluent English (C1, C1+): you write a crisp four-sentence email and run a discovery call without friction.
• 3 to 7 years in B2B SaaS outbound as an SDR, BDR, or AE, with a real mix of inbound and outbound motion.
• Research craft. You can profile an account and its people from LinkedIn, public org charts, community profiles, and a company's own content before you ever reach out.
• Strong writing. A one-paragraph LinkedIn message and a one-screen account brief, with no corporate filler.
• CRM discipline. You treat the CRM as the source of truth, not an afterthought.

Skills That Make You Stand Out
 

• Atlassian-ecosystem fluency. Hands-on familiarity with Jira and Confluence, the Atlassian Marketplace, Cloud vs Data Center, or the Solution Partner world. If you do not have it yet, genuine curiosity to ramp fast counts for a lot.
• Agile vocabulary. Comfort with Scrum, Kanban, or scaled-agile language (SAFe, LeSS, Nexus) and the day-to-day pains of the people who work in it.
• Outbound tooling. Any of LinkedIn Sales Navigator, Apollo, HubSpot, Reply.io, Snov.io, Expandi.
• AI-assisted prospecting. You already use an LLM for research, ICP scoring, and first drafts, and you know the final message that reaches a buyer has to sound like a person, not a model.
• A public footprint: an active Atlassian Community profile, a meetup talk, prior consulting in the ecosystem, or any writing under your own name.

Preferred Career Backgrounds
 

• SDR / BDR in B2B SaaS ready to step up into a more strategic, account-mapping motion: our ideal profile.
• Account Executive who still enjoys the top of the funnel and wants to own qualification end to end.
• Pre-Sales / Solutions Engineer at a SaaS company that has moved from self-serve to enterprise selling.
• Customer Success / Support Manager → outbound: someone who has already turned support conversations into expansion and wants a commercial role.

Benefits
 

• Remote-first work in a self-funded product company with no bureaucracy and real ownership.
• Be part of a team whose apps are used by globally recognised enterprises across 60+ countries.
• Work directly with the people who buy enterprise software, and with our Product team and CEO.
• A performance bonus on closed deals: after your trial period, the deals you help close earn you a bonus, so strong results translate directly into your reward.

Interview Stages
 

1. Online Interview #1 (45 to 60 mins): a conversation with our CEO about how you work an account, with a short live mapping exercise.
2. Small Home Task: pick a real (anonymised) inbound signal we provide, research the account, and draft the first outreach message plus a one-screen account brief.
3. Online Interview #2 (30 to 45 mins): walk through your home task and discuss how you would ramp in our ecosystem.

About Broken Build
 

Broken Build is a remote-first Ukrainian product company that builds B2B products sold in 60+ countries. Our products are apps for Atlassian Jira and Confluence, sold on the Atlassian Marketplace. We are a small company, so expect a fast pace, no bureaucracy, and a lot of freedom and responsibility in decision-making.
 

We have created 10+ applications for Jira and Confluence over the last six years. Our products are used by 1,500+ companies worldwide, including globally recognised names across technology, aerospace, automotive, and entertainment. Our primary audience is agile delivery organisations and the managers inside them: Scrum Masters, Agile Project and Delivery Managers, Program Managers, and SAFe RTEs.