About Bonusly Bonusly helps your team improve engagement and adopt the behaviors that set them, and your organization, up for long-term success. We make employee recognition meaningful, habitual, and connected to what matters most—helping organizations build cultures where people want to stay and grow together. To learn more about working at Bonusly, check out our Un-Handbook: https://github.com/bonusly/un-handbook About the Role Bonusly is hiring an Account Development Representative, and this role is not a support function. It's a growth engine. Half your time is outbound: building account lists, running sequences, making cold calls, and finding creative ways into conversations that matter. The other half is inbound qualification: taking our funnel seriously, moving fast on MQLs, and making sure every lead gets a real human in the loop. This role also comes with closing authority. If you source an SMB deal, you can own it end-to-end: run discovery, do the demo, close it. You won't be handed those opportunities, you'll earn them by building the pipeline first. That's the point. Pipeline generation is the job. The ability to close is what makes this a real career. You are AI-native, not AI-curious. You know how to use tools to do more, think faster, and run plays that a rep a year ago couldn't. Bonusly uses AI better than most companies our size, and you'll be joining that ecosystem from day one. What You'll Own Outbound (50%) Build and run multi-touch sequences across email, phone, and LinkedIn targeting HR, People, and Culture leaders at companies with 100–1,000 employees. Cold call with purpose: research before you dial, personalize what you say, and track what works. Use ZoomInfo, LinkedIn, and Bonusly's internal AI tools to find signals then build lists that actually convert. Work directly with AEs to support personalized outreach on active pipeline deals. Inbound (50%) Own first-response on leads across our funnel, including PLG-influenced leads, demo requests, and content-driven inbound. Qualify and route with speed and judgment. Book discovery calls for AEs with clear context and strong handoff notes. Be the human in the loop for leads where timing, fit, or intent needs a real conversation. Small Deal Ownership (earned, not assigned) Deals under $5K at smb companies are yours to close if you sourced them. You run discovery, you do the demo, you get it across the line. If complexity emerges post-discovery, you bring in a senior AE and stay on the deal. This isn't a separate function, it's what pipeline generation looks like when it compounds. How You'll Be Measured Your primary number is monthly SQOs. That's the job. Quota is made up of opportunities generated for the sales team. Your secondary number is bookings influenced. This can happen three ways: you sourced and closed a small deal yourself; you re-engaged a cold or stalled inbound lead and it later closed with an AE; or you actively supported an in-funnel deal through outreach, research, or champion reactivation and it closed. All three count. None of them replace the SQO number. The total compensation (OTE) is base salary plus variable compensation. The variable compensation is primarily SQO-based. When deals you have influenced close, you earn a direct percentage of closed ARR. The mechanics are simple: generate first and benefit from what you generate. What We're Looking For Must have: - 1–2 years in an SDR, BDR, or outbound-focused sales role - Cold calling you're not afraid of, and personalization that actually shows - Genuine AI fluency: you use these tools, you experiment with them, and you know how to build workflows that give you an edge - Strong written communication – the human kind: we use AI to accelerate the conversation, but the connection starts with you - Self-directed, organized, and accountable to a number Nice to have: - HubSpot, ZoomInfo, Gong, UserGems, and Claude/ChatGPT in your current stack - Experience selling to HR, People, or Culture teams - Any closing reps experience, even informal: late-stage support, trial conversions, renewals - Comfort building or contributing to sales plays and campaign structures What You'll Learn Here You'll be trained on Bonusly's full outbound playbook: ICP and persona research, sequence design, call structure, objection handling, and how to use AI tools to outperform reps who rely on volume alone. You'll also learn how to plug into a PLG motion, engage with product-qualified leads, and operate in a stack that genuinely treats AI as infrastructure, not novelty. If you want to come out of this role as a modern sales professional who knows how AI changes the job, this is the place to build that. Compensation - Base salary: $52,000–$60,000 depending on experience - Total On-target Earnings (OTE), including salary: $78,000–$90,000 (based on influenced and self-sourced closed ARR) Fully remote (US-based)

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Role Description We are looking for a Partnerships Manager to build and develop a partner ecosystem in the US market from scratch. The role focuses on sourcing and developing partnerships with companies to support student employment, applied projects, and long-term collaboration with industry partners. The Partnerships Manager will work across the full partnership lifecycle — from initial sourcing and outreach to relationship development, partnership activation, and long-term engagement. What you will do - Partner sourcing and acquisition: - Build a partner base in the US market from scratch. - Source contacts and decision-makers and conduct outbound partner outreach. - Partnership development and relationship management: - Establish and maintain long-term relationships with partner companies. - Develop partnerships aimed at: - Student employment through partner job openings; - Joint applied projects (hackathons, internships) based on real partner business tasks; - Ongoing collaboration between partners and the educational ecosystem. - Partnership activation and collaboration: - Collect and clarify partner tasks, briefs, and project requests for student involvement. - Transfer activated partners into internal workflows and support collaboration with educational production. - Support and negotiate mutual marketing and promotional collaborations with partners. - Agreements and coordination with legal teams: - Support the partnership contracting process, including coordination with internal legal teams. - CRM, reporting, and partner tracking: - Maintain partner data and statuses in the internal CRM system. - Prepare basic reports and updates on partnership development and activity. - Partner portfolio growth: - Work with partners of different sizes and maturity levels. - Contribute to the gradual growth of the partner portfolio, with a long-term goal of increasing the number and share of Tier-1, high-profile partners in the US market. Qualifications - Proven expertise in driving greenfield business development and managing the full partnership lifecycle from initial outreach to execution. - Deep experience within the US market, backed by an established and active network in the tech industry. - A demonstrated track record of architecting successful alliances and driving impactful employment initiatives. - Experience in establishing, optimizing, and managing employer profiles to maximize visibility. - Fluent proficiency in English is required. - Prior experience in the Education or EdTech sectors would be a plus. - Experience working in Full Desk Recruitment, Business Development, Strategic Partnerships or Account Management in tech companies across the US would be a plus. Benefits - Opportunity to lead and shape the entire digital marketing strategy for one of the US's top EdTech companies. - High autonomy and ownership — full decision-making power over channel strategy, team structure, and budget allocation. - Fully remote collaboration. - Data-driven culture with transparent metrics, experimentation mindset, and quick feedback loops. - Room to launch new channels and creative growth experiments with measurable business impact. - Competitive compensation package. - Stock options available for outstanding candidates. - Mission-driven company changing thousands of people's lives and careers every year!

Role Description The Channels & Partnerships Manager will be responsible for leading the strategy and execution of business partnerships, identifying, developing, and strengthening relationships with key strategic partners. This role plays an important part in expanding the company’s partner portfolio, driving customer acquisition, and fostering global growth. The individual will need a combination of skills in strategic sales, business alliances, and leadership in developing new business opportunities. Key Responsibilities: - Develop and execute Partnership Strategy: Create and implement the strategy for acquiring and managing key partnerships, aligned with the company’s growth objectives. - Identification and validation of strategic partners: Conduct market research to identify new potential partners, including technology platforms, complementary solution providers, and other B2B alliances. - Negotiation and deal closure: Lead negotiations with strategic partners, promoting a long-term vision and structuring mutually beneficial agreements. - Manage partner relationships: Ensure partners are engaged and receive the necessary support to maximize the impact of their partnerships on business development. - Alignment of objectives and results: Work closely with internal teams (sales, marketing, product, and support) to ensure alignment of goals and integration of solutions within partnership channels. - Monitor partnership performance: Track and report on the performance of partnerships, adjusting strategies as needed to ensure continuous growth. Qualifications - Proven experience in business development, strategic alliances, or related roles in B2B companies. - Significant experience in negotiating partnerships and contracts, with a track record of success in maximizing growth opportunities through alliances. - Ability to measure and evaluate partnership performance, using data to make strategic adjustments. - Strong skills to guide teams and work collaboratively in a multidisciplinary environment. - Ability to articulate business needs and translate them into partnerships that drive sustainable growth and mutual benefits. - Fluency in English: Required to interact with international partners. - Fluency in Spanish: (nice to have). - Previous experience in B2B technology/software companies or similar industries is a plus.