Engineering teams shouldn’t be in the dark when it comes to the performance of their mobile apps and user experiences. With our industry-leading mobile observability technology, Embrace aims to give SRE and DevOps teams better insight into what matters most – their users – by tying mobile performance data to backend observability insights.
As the only user-focused, mobile-first observability solution built on OpenTelemetry, Embrace delivers crucial insights across both DevOps and mobile teams to illuminate real customer impact – not just server impact – to deliver the best app experiences. Customers like The New York Times, Marriott, Warby Parker, Masterclass, Home Depot, and Cameo love Embrace’s mobile observability platform because it makes extremely complicated and voluminous data actionable.We have an exciting new role within the company to contribute to the growth of Embrace’s highly differentiated and game-changing mobile observability offering.
About the Role
We're looking for an energetic and driven business development representative (BDR) with 2 - 3 years of experience. As a BDR at Embrace, you will lead the initial outreach to target accounts (Enterprise and Mid-Market) working closely with your assigned Field Sales rep and the Demand Generation team. You will also qualify inbound leads generated by the marketing team across a variety of sources to help meet your monthly quota. In this role, you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce Embrace’s business value.
You will be responsible for generating qualified meetings and pipeline for our Sales organization.
What You’ll Do
- Effectively manage inbound lead flow and execute outbound prospecting initiatives
- Conduct high-level discovery conversations in target accounts
- Meet or exceed BDR sourced Qualified Opportunity (QO) targets
- Collaborate with and leverage teammates to develop call strategies, messaging, email tactics and more to drive opportunities
- Utilize business and industry knowledge to research accounts, identify key personas, generate interest, create/identify compelling events, and develop accounts
- Work to have a variety of personalized touches (call, email, social, etc.) on all leads in your assigned territory using our Sales engagement automation
- Manage, track, and report on all activities and results using Salesforce and other tools
- Participate in documenting all processes in the Embrace Sales Development handbook and update as needed
- Work in collaboration with our event marketing team to drive attendance at regional and virtual marketing events
- Attend field marketing events as needed to engage with participants, identify opportunities, and to schedule meetings
- We’re a diverse team and we’re looking for you to bring your own unique flavor to the BDR role!
Basic Qualifications
- 2 - 3 years of experience
- Strong interpersonal skills, including both oral and written communication
- Tenacious and passionate about finding new potential customers and creating new customer interest
Gathering is integral to our culture for collaboration and connection. We like to ensure that all of our new hires have the ability to travel so that they can attend occasional working sessions with other team members. We estimate the travel for this role to be a couple of days roughly every quarter.
Preferred Qualifications
- Creative thinker who generates outside-the-box ideas for how to gain prospects’ interest and build relationships
- Team-player who values others and contributes to helping the team find new levels of success together
- Proficiency with Salesforce or other CRM software
- Prior experience as a business development rep with a track record of achieving sales quotas
Culture Values
- Perspective - seeking to understand others’ perspectives
- Investing - investing in discovering value, unprompted
- Honesty - delivering brutal honesty kindly
- Simplest - finding the simplest solutions by focusing on outcomes
- Ownership - empowering yourself and others through solutions, not answers
- Dark Humor - finding levity together, even when tackling hard problems
Why join Embrace?
Embrace is a member of the Cloud Native Computing Foundation (CNCF) and counts Adidas Runtastic, Cameo, GOAT, Hatch, Ibotta, Marriott, The New York Times, Warby Parker, Wildlife Studios, Yahoo!, and many more as customers. Embrace is supported by NEA, AV8 (Allianz), Greycroft, YCombinator, and Eniac along with investments from the founders of PagerDuty, MoPub, Testflight, Sendbird, and Scopely. Embrace was selected by YCombinator to participate in the highly selective YC Growth program for their highest potential growth-stage companies.
Embrace is based in Culver City, Palo Alto, Buenos Aires, and London. The repeat founding team also started Scopely, a $3B+ unicorn mobile startup.Companies rely on the Embrace to connect end-user data to engineering decisioning to drive deeper understanding, achieve SLOs, and improve business objectives. Embrace’s distribution for OpenTelemetry gives teams the transparency, portability, and extensibility they want in modern observability instrumentation, while Embrace's data backend and analysis platform is enterprise-supported for powerful mobile performance insights.
By tying frontend mobile telemetry to backend performance data, Embrace helps companies modernize their observability practice, resolve app performance issues, and deliver the best user experiences possible.On target earnings (OTE) for this role are $80K - $90K. There is, in addition, equity offered in the form of options, health / vision / dental benefits, free PTO, and the opportunity to learn and excel in a growth stage tech organization.
