Role Description We’re looking for a motivated and ecosystem-minded BDR - Ecosystem Specialist to join our Business Development team. In this role, you’ll manage a mix of strategic customer accounts (our “Gravity Nodes”) and high-potential prospects. Your focus: generate pipeline and accelerate deals by activating partner relationships and leveraging ecosystem signals. This isn’t a typical BDR role; you’ll sit at the intersection of Sales, Partnerships, and Customer Success, driving Ecosystem-Led Growth (ELG). By activating partner networks and turning ecosystem insights into opportunities, you’ll accelerate revenue and help companies grow through each other. What You’ll Do - Drive pipeline with customer ecosystems - Own a portfolio of Gravity Node accounts (our top customers with large ecosystems) - Partner with customer teams to identify and activate their most strategic partners on Crossbeam - Become the go-to BD point of contact for onboarding and activating those partners, surfacing qualified opportunities for AEs - Generate new business with product and ecosystem signals - Manage a portfolio of cold prospects and free users - Use ecosystem overlaps, partner insights, and product usage data to prioritize outreach - Create warm entry points and book high-quality first meetings with prospects - Onboard and activate new users - Guide new users through setup and help them realize initial value - Ensure seamless onboarding until accounts are ready for Sales qualification - Collaborate cross-functionally - Work closely with Sales, Partnerships, and Customer Success to bring Ecosystem Led Growth to life at every stage of the sales cycle - Share partner insights, influence pipeline, and support strategic initiatives with other GTM teams - Stay current and contribute - Stay on top of ecosystem trends, GTM strategies, and use cases - Share learnings and help shape how Crossbeam and our customers win through partnerships Success Looks Like - Consistently hitting monthly and quarterly pipeline targets - Activating and onboarding new users successfully - Helping AEs identify more opportunities and close deals faster through ecosystem engagement Qualifications - 2+ years as an Enterprise BDR, BDR Lead, Partner Manager, or Partner Sales Rep - Demonstrated drive, grit, creativity, and proactivity - Ask great questions, stay curious, and are always ready to learn - Comfortable working with strategic/enterprise accounts and complex org structures - Strong communicator - CRM experience (Salesforce preferred; Salesloft or similar a plus) - Bonus: Partnerships experience or Crossbeam product knowledge; exposure to AI-driven tools or data enrichment platforms Interview Process - HR interview - 30 minutes - Call with Director of Business Development - 30 minutes - Business case presentation with Sales leader - 30 minutes - Call with CRO or COO - 30 minutes Our Core Values - Trust is our Foundation - Work Hard and Smart - Default to Transparency - Belonging - Treasure the Fun You’ll do great if you: - Take ownership without waiting for permission - Ask “what’s actually needed?” instead of defaulting to precedent - Use AI as leverage to clarify thinking, improve communication, synthesize information, and accelerate execution - Actively seek out and act on feedback to raise your own bar - Dig until you understand the real problem, not just the surface request - Make those around you more effective You’ll get: - Collaborative teammates and a culture built on trust and accountability - Competitive compensation and equity - Comprehensive healthcare coverage for you and your family - Remote-flexible with access to co-working spaces in your area - Learning, wellness, and WFH stipends - Flexible time off - Paid parental leave - …and more! Equal Opportunity Employer We’re proud to be an Equal Opportunity Employer and are committed to building a team that reflects a wide variety of backgrounds, perspectives, and skills. We don’t discriminate on the basis of race, color, religion, national origin, age, sex, gender identity or expression, sexual orientation, disability, veteran status, genetic information, or any other protected characteristic. If you need reasonable accommodations during any part of the application or interview process, please let us know—we’re happy to support you.

Role Description We are seeking a motivated and results-driven Business Development Representative (BDR) to help drive our growth in the cloud security market. As a BDR, you will be responsible for prospecting, qualifying, and generating new sales opportunities by identifying potential clients who need cloud security solutions. Key Responsibilities - Prospecting & Lead Generation: Identify and research potential leads, engage with prospects through cold calls, emails, and social media outreach. Build a robust pipeline of qualified leads for the sales team. - Qualifying Opportunities: Conduct discovery calls to understand customer needs and qualify leads based on their interest in cloud security solutions. - Collaboration: Work closely with Account Executives to align strategies and ensure smooth handoffs of qualified leads. - CRM Management: Maintain up-to-date information on all prospects and activities in Salesforce, tracking your outreach, meetings, and follow-ups. - Ownership & Accountability: Take full ownership of your sales pipeline, ensure timely follow-ups, and consistently meeting or exceeding targets and KPIs. - Attitude & Resilience: Demonstrate grit and a positive attitude, navigating challenges and rejections with professionalism, while staying focused on long-term success. Qualifications - A passion for sales and technology, ideally with an interest in cloud security and cybersecurity solutions. - 1-2 years of experience in a business development or sales role. - Excellent verbal and written communication skills. - Self-starter with the ability to work independently and as part of a team. - Proven ability to meet and exceed sales targets. - Ability to quickly adapt to new tools, processes, and technologies. - A proactive, positive attitude and a commitment to success. Requirements - CRM Experience (Salesforce or HubSpot). Bonus - Cloud/Security Sales Experience. - Understanding of effective sales processes and methodologies, such as MEDDPICC or Command of the Message. Benefits - Medical, dental and vision insurance. - Home Office Setup reimbursement. - Flexible Spending Accounts. - Monthly Connectivity reimbursement. - Employee Assistance Program (EAP). - Short- and Long-term Disability Insurance. - Life & Accident Insurance. - 401(k) Retirement Savings Plan (with employer match). - Flexible paid time off + 11 paid holidays. - Paid leave programs, including parental, pregnancy health, medical and bereavement leave.

• Drives pipeline for the company by working collaboratively with field representatives, internal leadership teams and prospective clients to generate new meetings and opportunities for an assigned territory • Delivers measurable contributions to the department by engaging new clients or contacts, securing client meetings and new opportunities (RFPs) • Drives RFP pipeline and hit rates through lead generation, pipeline development, and territory management • Tracks and maintain all activity in the customer relationship management (CRM) database • Supports marketing initiatives including conferences by scheduling meetings and managing follow up items

Role Description We are a US-based company seeking trained professionals based in the Philippines. Pineapple Business Virtual Assistants™️ work directly with our clients to virtually help with their business office needs. Our Business Virtual Assistants (BVA) work with small businesses based in the USA. We help our clients improve workflow, save time, and remove the burden of administrative, back-office tasks. Our goal is to help you succeed in this up-and-coming field of Business Virtual Assisting. Join the Pineapple family and apply today! - Administrative Tasks - Customer Service (Phone, Email, Chat, Video) - Accounting / Bookkeeping - Sales and Marketing - Copywriting - Research - Product Listing - Appointment Setting and Calendar Management - Data Entry and Management - Lead Generation - Recruitment / Staffing - Phone Calls (Inbound and Outbound) Qualifications - At least high school graduate - At least 1 year of professional work experience - You can speak and write well in English - You can connect with a variety of people and build rapport - You have good attention to detail, especially in written reports - You are proficient with different VA tools but not limited to the following: Mailchimp, Active Campaign, Google Suite, MS Office, Klaviyo, Zoho, Quickbooks, etc. - Must be a Philippine citizen only - Must reside in the Philippines Requirements - WindowsOS - Minimum: - Operating System: Windows 11 24H2 Home/Pro (64-bit) – Genuine License Required - CPU: Intel Core i5, 8th Gen or newer / AMD Ryzen 3 Series or newer (Must be on Microsoft’s approved CPU list) - Memory: 8 GB RAM - Internet: At least 10 Mbps DSL/Fiber (LTE allowed only as a backup) - Recommended: - Operating System: Windows 11 Pro (64-bit) – Genuine License Required - CPU: Intel Core i5 or i7, 8th Gen or newer / AMD Ryzen 5 3000 Series or newer - Memory: 16 GB RAM - Storage: 128 GB SSD or higher - Internet: At least 20 Mbps wired DSL/Fiber (LTE allowed only as a backup) - macOS - Minimum: - Operating System: macOS 14 Sonoma (macOS 15 Sequoia support preferred) - MacBook Air: 2020 or newer - MacBook Pro: 2018 or newer - iMac: 2019 or newer - Mac Mini: 2018 or newer - Mac Pro: 2019 or newer - iMac Pro: 2017 - Memory: 8 GB RAM - Storage: 128 GB SSD - Internet: At least 10 Mbps DSL/Fiber (LTE allowed as backup) - Recommended: - Operating System: macOS 15 Sequoia - Model: Any Apple Silicon Mac (M1, M2, or M3 series) - Memory: 16 GB RAM - Storage: 256 GB SSD - Internet: At least 20 Mbps wired DSL/Fiber (LTE allowed as backup) - Peripherals for All Systems - High quality headset with microphone (Recommended: Plantronics Audio 628 USB or equivalent) - High Quality HD Webcam (720p or 1080p) (Recommended: A4Tech PK-910H or equivalent) Benefits - Unbeatable Pay Rates: We offer competitive pay rates in the industry, along with strong long-term benefits. - Free Training & Certification: We provide free training at no cost to you. Upon completion, you will receive a certificate and become a Certified Pineapple Business Virtual Assistant™️. - Work From Home: Have the ability to work from the comfort of your own home. No more commuting; spend more time with your family and friends. - Long-Term Work Relationship: You will work with the same client consistently, leading to the development of a long-lasting work relationship. - US-Based Clients: Our Business Virtual Assistants™️ work with small business owners and other businesses based in the USA. - Passionate Community: Join the Pineapple family and become a part of a growing, passionate, and dedicated group of Business Virtual Assistants™️.