Business Development Representative - EMEA

About Airship

Airship is trusted by world’s leading brands such as Alaska Airlines, BBC and The Home Depot to drive revenue growth and customer loyalty with exceptional cross‑channel customer experiences. Today, brands are challenged to deliver seamless, unified customer experiences across a fragmented array of channels and devices—apps, websites, email, SMS, wallets and more.

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/French)

It may support prospects and customers across our EMEA 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.

• 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

• Bilingual fluency in English and French (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 skills with the ability to adapt messaging by persona and context
• High level of business curiosity and comfort navigating more complex sales conversations
• Proven track record of meeting or exceeding activity and pipeline goals
• Proficiency with CRM and sales tools (Salesforce, sales engagement platforms, data tools)
• Strong organizational skills, attention to detail, and follow‑through
• Ability to work independently while collaborating closely with cross‑functional partners
• Experience experimenting with AI tools in your personal or professional life – or an eagerness to learn!

Airship's 'Digital First' approach to work means that for the majority of our roles, work can be performed remotely, either some or most of the time. Airship believes that flexible work contributes to a more productive and more equitable work environment, and that Airshippers are able to collaborate, innovate, and support one another across different locations and timezones.

Some roles may require that employees perform their work from a specific location to support business activities, and/or be within proximity to an Airship office location or customer or partner locations, while other roles can be performed 100% remotely.

This position is in office and may require up to 10% travel based on business needs or…