Business Development Representative (BDR) – Partner Sales

Custodia is a UK based company, founded in 2017, with a wider presence in North America, Europe and Asia both directly and through strategic partnerships. Our current key offering is the CC1 (Compliance Cloud One) service which records, stores and normalizes any type of communications data. This includes many common platforms such as phone email, SMS, phone calls, Microsoft Teams, WhatsApp and WeChat amongst many others. This allows companies to communicate in a compliant manner, whilst driving greater data-driven insights from the data they already have to store.

We are seeking a motivated Business Development Representative (BDR) to focus on driving growth through our partner ecosystem. As part of the Custodia Sales team, you will play a key role in identifying, qualifying, and nurturing opportunities in collaboration with our valued technology, reseller, distributor, and service partners. Your primary responsibility is to generate high-quality leads and pass them to Partner Account Managers (PAMs) for further development and closure. This is a high-impact role at the intersection of direct and indirect sales and requires collaboration and strong communication and coordination with internal and external stakeholders.

Key Responsibilities

• Partner-Focused Lead Generation: Identify potential opportunities within the partner ecosystem, leveraging partner networks and insights. Collaborate with partners to explore leads within their client base and market segments.
• Collaboration with Marketing and Product Teams: Work with internal marketing teams to create joint campaigns and co-branded content for partner outreach. Provide feedback from partners and prospects to the product team to align offerings with market needs.
• Direct Outbound Outreach and Qualification: Engage prospects through calls, emails, and social media, clearly articulating joint value propositions. Qualify leads and match them with the most relevant partner for follow-up and deal closure.
• Coordination with Partner Account Managers (PAMs): Aligning with PAMs on target accounts, partners, and outreach strategies. Seamlessly pass qualified opportunities to PAMs with all relevant context and details.
• CRM Management and Reporting: Log all activities, interactions, and opportunities in CRM (e.g., HubSpot). Track and report progress against KPIs, providing insights for continuous improvement.

What You Bring

• Bachelor’s degree in business, Marketing, or a related field (preferred).
• 3-5 years of experience in a sales or partner-facing role (SaaS experience is a plus).
• Familiarity with indirect sales models and partner ecosystems (e.g., distributors, resellers, technology partners).
• Strong communication and relationship-building skills.
• Proficiency with CRM tools (e.g., HubSpot) and sales enablement platforms.
• Self-motivated and eager to work in a collaborative, fast-paced environment.

Key Performance Indicators (KPIs)

• Activity: Number of leads generated, and outreach activities completed.
• Pipeline: Number of qualified leads passed to PAMs and conversion rates.
• Collaboration: Joint campaigns executed, and feedback shared with marketing/product teams.
• Revenue Contribution: Partner-influenced pipeline and closed revenue.

What We Offer

• Competitive salary with performance based bonuses.
• Private Health and Dental Care (BUPA).
• Free On-Site Gym.
• Free access to Udemy.
• Employee Assistance Programme.
• Free parking.
• Smart Casual dress.
• A clear career path within partner and channel sales.
• Opportunities for professional growth and advancement.
• Dynamic and innovative work environment.
• Opportunity to make your mark in a high-growth industry.
• A beautiful office in the historic Cheshire town of Knutsford, with easily accessible public transport links to Manchester and Chester.

This role is hybrid, based at our office in Knutsford.