About the Position

Business Development Representative (BDR) – Customer Expansion (EMEA)

Location: Krakow, PL | Hybrid
Company: Paessler International

As a Business Development Representative (BDR), you will work to source and generate expansion opportunities from our existing base of over 30,000 customers. You will identify customer accounts that show potential for growth, including those with high product utilization, and those with potential new monitoring use cases.

Responsibilities

Mine the installed base using CRM and usage data to prioritize accounts by expansion signal (license utilization, sensor headroom, renewal timing, org growth)
Support the sales team in scheduling Annual Business Reviews
Map account org structures to find additional buyers/decision-makers beyond the original point of contact
Research and identify new monitoring use cases within existing accounts (new sites, OT monitoring, new infrastructure, adjacent teams/departments)
Run structured outbound (call, email, LinkedIn) to existing customer contacts, tailored to expansion rather than cold acquisition messaging
Book qualified meetings for the expansion sales team and ensure clean handoff (context, notes, next steps)
Maintain accurate, current records in Salesforce on account status, contacts, and activity
Feed insights back to Customer Marketing / Product Marketing on recurring expansion triggers and objections
Collaborate with Customer Success on account health signals that indicate expansion readiness

Requirements

Required Attributes / Skills

Strong written and verbal communication; comfortable engaging existing customers
Research-oriented - able to synthesize CRM data, usage data, and external signals into a prioritized account list
Organized and disciplined in CRM hygiene and follow-up cadence
Resilient and self-motivated; comfortable with a numbers-driven, activity-based role
Curious and consultative - able to uncover use cases the customer hasn't articulated yet
Coachable, with a growth mindset toward a future Sales, or Customer Success path
Fluent English (written/spoken). Additional languages advantageous.

Preferred Qualifications

Prior BDR/SDR experience, ideally in expansion/account-based motion rather than pure cold outbound
Familiarity with Salesforce or comparable CRM
Exposure to network monitoring, ITOps, or infrastructure software (helps credibility on use-case conversations)
Experience with sales engagement tooling (Outreach, Hubspot, LinkedIn Sales Navigator)

We Offer

Many possibilities to further develop your individual skillset
Innovative and creative work environment with plenty of room for new ideas
A structured onboarding phase with experienced colleagues
Flexible working hours and a family-friendly environment
Permanent employment contract
A great working atmosphere in an enthusiastic international team with flat hierarchies

About the Company

Paessler is a fast-growing midsized company that has been in the market for 20 years. The company is focused on long-term goals and is currently comprised of 400+ employees.

Diversity and Inclusion

For us, diversity is more than just a word - it's a commitment. Our job posts are geared towards all people, regardless of their gender, sexual orientation, background, faith, or physical abilities. We value diversity and strive to create a work environment that prioritizes equal opportunities and inclusion. In line with this objective, please note that candidates with severe disabilities will be given preferential consideration over applicants with equal qualifications. At Paessler, we're determined to break down barriers and provide everyone with the chance to develop their full potential.

Apply Now

Interested? Make it easy for yourself and use the application button below.

Your contact person for this great job is Annalena Klein.

Note: Please feel free to let us know if you believe there are ways we can improve the wording of our jobs posts or our overall recruitment approach. Let's work together to create a more colorful and inclusive corporate culture!

Business Development Representative (BDR) – Customer Expansion (EMEA)

Job description