• Develop and implement sales activities and hit the sales targets to achieve growth and expand presence in assigned territory; • Sign up new partners (tour operators, travel agencies, travel management companies, OTAs) and provide them with extended training of our system; • Build and maintain a strong, long-lasting relationship with new and existing partners; • Account management of an assigned portfolio of partners, including the first level of support; • Follow-up with existing partners to provide system training and identify the ways to improve the cooperation; • Prepare, execute and manage the commercial deals with the partners, including the execution of required document flow and technical setup; • Control of compliance with commercial conditions by partners, including the payment flow; • Spend approximately 50% of your working time on business trips, including meetings with clients, industry events, and other business-related events; • Provide market & competitive environment analysis; • Provide regular comprehensive reporting through CRM and internal systems; • Initiate API deals with potential and existing partners.

• Strategic expansion of existing customer relationships in the defence and/or critical infrastructure (KRITIS) sector • Identification and development of new business opportunities and market potential • Management of complex sales processes and long-term sales cycles • Building and maintaining sustainable relationships at decision‑maker level • Development of tailored sales and account strategies • Collaboration with internal specialist teams to create well‑fitting solutions and proposals • Analysis of relevant market and technology trends • Support for tenders, proposal processes, and strategic partnerships • Representation of the company in relevant networks

Role Description Please Note: This is a remote position available in London, England. An offer of employment is conditional upon completing appropriate pre-employment checks. At BambooHR, we’re all about setting people free to do great work, and we believe AI is a powerful partner in that mission. We’re leaning into intelligent tools to streamline our workflows, giving us more time for high-impact innovation. We look for curious, forward-thinking people who are ready to explore how AI can elevate their work and help us reimagine the future of HR. BambooHR is investing in the UK/I — and this is your opportunity to be a foundational part of how we break into the market. As one of our first BDRs in EMEA, you won’t just support pipeline generation — you’ll own how it gets built. With a primary focus on the UK and Ireland, you’ll play a central role in opening doors, creating demand, and establishing our presence, while helping lay the groundwork for broader European expansion. You’ll work closely with our EMEA Sales leader and London-based marketing partner to define and execute how we generate and qualify pipeline in-region. This is a highly autonomous role where you’ll shape outbound strategy, test new approaches, and ensure Account Executives are engaging the right accounts with real momentum behind them. We’re not starting from scratch — we have a proven product and growing traction. What’s missing is someone who takes ownership of turning that into consistent pipeline. This is a builder role for someone who brings intensity, creativity, and accountability to how we show up in market — and wants to make a visible impact early. You will: - Drive Outbound Pipeline Generation: Proactively identify, research, and engage prospective customers across your territory through strategic outbound prospecting efforts. You’ll build pipeline through cold calling, personalized outreach, networking, events, and multi-channel engagement — creating opportunities where none previously existed. - Navigate Ambiguity and Build Momentum: As we continue scaling our outbound motion, you’ll help shape how we break into new accounts and markets. This role requires resilience, grit, and comfort operating in an environment where building pipeline takes consistent effort and initiative. - Own Activity & Performance Target: Consistently meet or exceed goals for outreach activity, meetings booked, qualified opportunities created, and pipeline sourced. - Personalize Outreach at Scale: Research accounts and prospects to craft relevant, tailored messaging that resonates with European buyers. - Handle Objections & Build Value: Clearly articulate BambooHR’s value proposition, confidently navigate objections, and guide prospects toward next steps. - Maintain CRM Discipline: Keep accurate, up-to-date records of all prospect activity and pipeline data in Salesforce. - Collaborate with AEs & Marketing: Align closely on messaging, field event follow-up, and account strategy to ensure seamless handoffs and strong conversion. - Surface Market Insights: Identify patterns from prospect conversations to help refine targeting, messaging, and go-to-market strategy across EMEA. Qualifications - 1–3 years of experience in a BDR, SDR, or similar outbound sales role, ideally in SaaS - Experience supporting sales teams in European markets - A track record of meeting or exceeding activity and pipeline generation targets - Confidence in cold calling and high-volume outreach environments - Strong written and verbal communication skills — you know how to earn a reply and guide a conversation - Familiarity with Salesforce or a comparable CRM - Strong organizational skills and attention to detail - High emotional intelligence and the ability to build rapport and handle objections professionally - Coachability and a growth mindset — you actively seek and apply feedback - Curiosity about how businesses operate and a genuine interest in solving customer problems Requirements - Background in HR tech, payroll, or workforce solutions - Experience in a fast-paced, early-stage, or scaling environment - Proactive and self-motivated — you don’t wait for direction to take action - Resilient and positive — you treat rejection as a learning opportunity - Competitive, with a strong drive to exceed targets while remaining highly collaborative Benefits - Comprehensive health, life and disability insurance - Generous leave policies that include 28 days for personal time off and company holidays so you can enjoy quality of life - Pension plans with up to 6% company match - $2000 Paid-Paid Vacation bonus

• The Regional Business Development Coordinator coordinates the design, negotiation and management of proposals, consolidating timely reports to donors and guaranteeing overall donor compliance. • Contributing to enhanced quality of grant management in the region, by providing proactive support and advice to countries and Regional Office (RO), liaising with National Office partners on regional office grants and ensuring data quality in corporate systems. • Additionally contributes actively to local fundraising initiatives of the Country Offices: account management of regional corporate partnerships and encouragement and guidance of Country Offices related to individual giving actions. • Responsible for supporting the implementation of the Regional Resource Mobilization Strategy and for providing intelligence, technical backstopping and customer relations management to enable countries to increase and diversify their income portfolio.