Enterprise Business Development Representative (UK Markets)

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest open customer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust!

As part of our Enterprise Sales Team, you’ll play a pivotal role in expanding our global footprint. The Enterprise team brings our world-class review and consumer experience solutions to top-tier brands and retailers. In this role, you will act as the strategic engine for our pipeline, working in close collaboration with our Senior Enterprise Sales Leaders to map major accounts, identify new verticals, and hunt for new business opportunities. The Enterprise Business Development Representative (EBDR) is a high-visibility role for ambitious professionals looking to master enterprise sales, with opportunities to advance into a closing Account Executive position.

What you’ll be doing:

• Strategic Outbound Prospecting: Identify, target, and map complex enterprise-level accounts, as well as strategically rework cold or existing accounts within your book of business finding multiple entry points into a given division or company.
• Stakeholder Research: Research prospective companies and leverage business insights to identify key C-level and VP-level decision-makers, generating qualified interest and building executive-level rapport.
• Collaborative Strategy: Partner closely with Senior Enterprise Account Executives to co-develop and execute multi-channel outreach campaigns (phone, bespoke email, social) while sharing key market insights.
• Pipeline Management: Maintain an organized outbound pipeline, log activity meticulously, and enforce strong data hygiene using Salesforce.com. Apply the MEDICC or equivalent deal qualification methodology to identify, qualify, and progress opportunities, ensuring accurate pipeline management and seamless handoff to Account Executives.
• KPI Metrics & Performance Ownership: Consistently meet and exceed performance metrics—specifically Sales Qualified Opportunities (SQOs), Pipeline Generated, and ultimate revenue from deals closed off your booked meetings.
• Whitespace Account Strategy: Identify and map whitespace accounts to uncover untapped revenue opportunities and expand coverage across target markets. Maintain accuracy and cleanliness in CRM and multi-thread new opportunities in support of the Account Executive teams.

Who you are:

• Outbound Sales Track Record: 1+ years in outbound sales (preferably B2B SaaS/Tech) with a proven history of hitting or exceeding pipeline targets.
• Enterprise Prospecting: Skilled at mapping accounts and navigating complex corporate structures to reach key decision-makers.
• CRM Discipline: Proficient in preferably Salesforce or other CRM system with a strong commitment to clean data and pipeline logging.
• Sales Intelligence Tools: Experience using platforms like LinkedIn Sales Navigator, ZoomInfo, or TAMI to research stakeholders.
• Multi-Channel Prospecting: Ability to execute multi-channel prospecting campaigns across phone, email, and social media.
• Resilient & Strategic: Comfortable handling high-stakes rejection, building a target account book from scratch, and confidently navigating executive-level pushback.
• Curious & Commercial: Possesses strong business acumen to understand complex e-commerce and digital ecosystems, identifying where Trustpilot can drive true business value for enterprise brands.
• Collaborative Partner: A proactive team player who partners seamlessly with Senior Enterprise Account Executives, Marketing, and Revenue Operations to execute joint pipeline strategies.
• Adaptable & AI-Minded: Open to adopting modern sales tools, AI-driven workflows, and evolving methodologies to continuously improve prospecting efficiency.
• Driven & Communicative: Self-disciplined, creative, and a clear, articulate communicator with an entrepreneurial owner mindset.

We are: We are passionate about what we do. Our Commercial organization is diverse, collaborative and it is a fun place to work. Our culture is fast-paced, and our employees grow as we do. You will have plenty of personal development and coaching opportunities. We are a global organization with head office in Denmark, Copenhagen.

What’s in it for you:

• A hybrid work set-up (3 days in the office, 2 days remote).
• Competitive base salary with an uncapped commission structure + company bonus.
• 25 days holiday per year, increasing to 28 days after 2 years of continuous employment.
• Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community.
• Rich learning and development opportunities supported through the Trustpilot Academy and Blinkist.
• Pension and life insurance.
• Health cash plan, online GP, 24/7, Employee Assistance Plan.
• Full access to Headspace, a popular mindfulness app to promote positive mental health.
• Paid parental leave.
• Season ticket loan and a cycle-to-work scheme.
• Central office location complete with table tennis, a gaming corner, coffee bars and all the snacks and refreshments you can ask for.
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities and team socials.
• Access to over 4,000 deals and discounts on things like travel, electronics, fashion, fitness, cinema discounts and more.
• Independent financial advice and free standard professional mortgage broker advice (worth £495 in waived fees).

Still not sure? We want everyone to feel like they can see themselves at Trustpilot. We're keen to hear about your experiences as well as how you can help to create a fantastic culture for our amazing Trusties. So, don't worry if you're looking at this job description and feel like you don't meet all the requirements, we'd still really like to hear from you!

About us: Trustpilot began in 2007 with a simple yet powerful idea that is more relevant today than ever — to be the universal symbol of trust, bringing consumers and businesses together through reviews. Trustpilot is open, independent and impartial — we help consumers make the right choices and businesses to build trust, grow and improve. Today, we have more than 350 million reviews and 60 million monthly active users across the globe, with 149 billion annual Trustpilot brand impressions, and the numbers keep growing. We have more than 1000 employees and we’re headquartered in Copenhagen, with operations in Amsterdam, Denver, Edinburgh, Hamburg, London, Melbourne, Milan and New York. We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be the universal symbol of trust in an ever-changing world. With vibrant office locations worldwide and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas. Our purpose to help people and businesses help each other is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense. A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go. Join us at the heart of trust.

Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust.

Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in our Privacy Policy. If you have a disability and would like to discuss any adjustments you might need either in submitting your application, or to the recruitment process more generally, please let us know by contacting our Talent Acquisition Team (talent.acquisition@trustpilot.com) quoting the role you wish to apply for.