The Business Development Representative is responsible for generating new revenue and strategic opportunities for the Pani Zed Core product by proactively identifying, engaging, and advancing high-potential customers and partners. This role is focused on top-of-funnel and mid-funnel business development activities: market mapping, outbound prospecting, lead qualification, opportunity creation, and deal progression. On Zed Core, you own the full-cycle close for subscriptions, as well as identifying high value opportunities for the Enterprise Sales team.

The ideal candidate is highly motivated by hunting new business, comfortable driving outbound outreach at scale, and skilled at leading discovery conversations, product demos, that move prospects toward an in-product trial that converts to paid subscription. They are also able to identify enterprise opportunities that will be addressed by our Enterprise Sales team. Vancouver preferred; remote within Canada considered, with Pacific Time overlap required.

Core Responsibilities

• Self-source net-new pipeline through AI-native prospecting — 150+ personalized touches per week across email, calls, LinkedIn, and digital cadences.
• Execute outbound and inbound sales motions:
• Qualify inbound leads and referrals
• Conduct discovery calls to uncover technical, commercial, and operational needs
• Qualify quickly and hand off opportunities above threshold to the Enterprise Sales team — clearly scoped in the CRM.
• Deliver remote product demonstrations and business case–oriented presentations that clearly articulate the technical and commercial benefits of Pani Zed Core, with a focus on ROI, risk reduction, and operational impact. Close demos with a direct trial CTA — “can I get you on a trial today” — over email or live, not a proposal hand-off.
• Support proposal development: prepare quotes, contribute to commercial proposals and SOW inputs, and coordinate with Customer Success and Product to ensure feasible and compelling offers.
• Partner with Growth Marketing to execute and follow up on campaigns, events, and webinars, converting MQLs into qualified sales opportunities.
• Maintain rigorous pipeline hygiene in the CRM: update stages, next steps, close dates, and key stakeholders; produce accurate forecasts and activity reporting.

Preferred Profile

• 3–5 years of B2B SaaS sales experience at a Series A–C company (5–300 people), ideally with industrial technology exposure.
• Proven ability to carry and hit a full-cycle quota.
• Proven ability to run structured discovery, identify compelling events, build champions, and progress opportunities through defined sales stages. Industrial buyer fluency is a big advantage — holding a 30-minute call with a plant operator without faking it.
• AI-native prospecting muscle: 150+ personalized touches per week with a one-person footprint, self-sourcing own pipeline. Not reliant on Marketing to feed opportunities.
• Strong ability to communicate product value in customer-facing settings, including first meetings, demos, and structured follow-up that advances the deal. Defaults to a trial CTA at the close, not a proposal.
• Excellent written skills for personalized outreach, follow-up emails, light proposal inputs, and clear CRM notes; strong organization across multiple accounts and workstreams.
• Comfortable operating in a fast-moving, entrepreneurial environment, iterating on messaging, targeting, and cadences to improve conversion rates.

KPIs

• Outbound activity volume and quality (calls, emails, meetings booked).
• Conversion rates between key funnel stages (lead → meeting → demo → trial → paid subscription).
• Qualified opportunities created for Enterprise Sales team per month and pipeline value generated. Zed Core trials started, trial-to-paid conversion, and full-cycle close rate against quota.