Business Development Executive, Learnosity

• Technical fluency: able to understand and communicate SaaS/API product value to both technical and non-technical buyers, including those evaluating AI-native alternatives
• High energy and self-directed: thrives working independently, sets own prospecting cadence, and does not need to be managed closely to stay productive
• AI-aware: stays current with developments in LLMs, generative AI, and their application to education and assessment; can engage buyers on these topics with confidence and nuance
• Strong communicator: clear and concise in written outreach, confident on video and phone calls across different time zones
• Commercially sharp: understands deal value, can qualify quickly, and knows when to push forward and when to escalate
• Organised and data-driven: maintains clean CRM records, tracks own pipeline health, and flags risks early
• Collaborative: works well with senior BD colleagues, CS, Marketing and Solutions Engineering
• 2-3 years of B2B sales experience either in sales engineering, pre-sales or as an Business Development Executive in SaaS or technology environment
• Demonstrated ability to run a full sales cycle independently, including prospecting, discovery, and closing
• Strong technical literacy: comfortable with SaaS products, APIs, and developer-facing platforms
• Strong Proficiency in using LLMs in your day to day approach to your role
• Experience using a CRM system (Salesforce preferred) for pipeline and activity tracking
• Excellent written and verbal communication skills in English
• Comfortable working across European and Global time zones from our Dublin office
• Familiarity with outbound prospecting tools and sales engagement platforms

Desirable

• Learnosity is seeking a Business Development Executive to unlock growth in white space markets and growth territories
• This is primarily an inside sales role with a clear individual contributor remit: identify, qualify, and close new logo business
• This is a great fit for a technically-minded, commercially hungry individual who is early into their career and ready to own a full sales cycle for the first time
• You will work primarily from our Dublin office 3 days per week, building and managing a pipeline of smaller deals across US white space accounts, secondary EMEA territories, and SMB corporate and vocational learning buyers
• You will report to the SVP of Business Development and carry a new logo ARR quota of $200,000
• This is a true growth role, focused exclusively on acquiring new customers and expanding Learnosity's presence across markets
• Deals are capped at $50,000 ARR: any opportunity that develops beyond that threshold will be escalated with the Business Development Executive retaining a percentage of compensation credit and target attainment for the handed-off deal
• What You Will Work On:
• The Business Development Executive role is focused on new logo growth with a lens on smaller B2B deals, typically in the range of $40K to $50K
• This is a high-activity role
• You will run your own outbound prospecting, manage inbound qualification, and drive deals through to close independently within the standard deal framework
• For non-standard or complex commercial structures, you will work with senior BD colleagues and Solutions Engineering
• The AI and LLM Landscape:
• The edtech market is shifting fast
• Buyers across every segment are evaluating how generative AI and large language models change what they need to build versus buy
• As a Business Development Executive at Learnosity, you will encounter these conversations regularly, including objections from buyers who believe they can build assessment infrastructure themselves using LLM tooling
• You do not need to be an AI engineer, but you do need to have a strong technical background and be able to speak to how Learnosity fits into an AI-era edtech stack, and confident positioning our platform as a proven, scalable alternative to build-it-yourself approaches
• Key Responsibilities:
• Prospecting and Pipeline Development
• Run outbound prospecting campaigns targeting white space accounts in markets as defined and directed by the SVP of Business Development
• Qualify inbound leads from marketing that fall outside the senior BD team's TAL
• Build and manage a personal target account list within the assigned segments
• Maintain a minimum 3x pipeline coverage ratio against quota at all times
• Sales Execution
• Own the full sales cycle for deals up to $50,000 ARR, from first contact through to signed contract
• Run discovery calls, product demonstrations, and commercial conversations independently
• Work with Solutions Engineering for technical scoping where required
• Commercial and CRM Hygiene:
• Deliver accurate weekly pipeline and forecast updates via Salesforce
• Ensure all prospect and deal records are kept current throughout the sales cycle
• Follow Learnosity's standard commercial and pricing framework for all deals within scope
• Market Intelligence:
• Feed structured feedback on white space market dynamics, buyer objections, and competitive signals back to GTM leadership
• Flag patterns in AI-related objections or buyer behaviour that may inform product or marketing positioning
• Core Goals:
• Achieve and exceed the annual new logo ARR quota of $200,000
• Maintain a healthy, well-qualified pipeline with a minimum 3x coverage ratio
• Generate consistent new logo volume from US white space, secondary EMEA, and SMB corporate segments
• Maintain clean and up-to-date CRM records across all active opportunities and prospects