Senior Business Development Representative – NAMER Full Time

Testsigma is building the world’s first Quality Intelligence Platform — AI-powered, agent-driven, and designed to make software testing intelligent rather than just automated. Our platform learns your application, your history, and your domain. It doesn’t just generate tests — it understands risk, detects gaps, and gives teams the confidence to release. Hundreds of leading QA teams across the world use Testsigma’s low-code test automation platform to release quality software at speed and scale. Some notable customers include Cisco, Samsung, Bosch, Honeywell, and American Psychological Association. Headquartered in San Francisco with engineering teams in Bangalore. Backed by Accel, MassMutual and Strive.

The Role

This is a Sr.BDR seat for NAMER — not a backfill. You own the entire top-of-funnel motion: building the target account list, writing the sequences, cold calling, and handing off qualified pipeline to AEs. You will have direct input into how the BDR function at Testsigma is built.

What You’ll Own

• Outbound pipeline generation for NAMER — qualified meetings and pipeline value are your number, not activity volume
• ICP account selection, prioritisation, and territory coverage — you build the target account list, you decide the order
• Sequence design and execution across email, cold call, and LinkedIn — original copy, not templates
• Meeting handoff quality — you brief the AE with discovery notes and pain signals before every call, and you track what converts downstream
• Cold calling as a primary channel — you are on the phone, you handle objections live, you close for a specific next step
• CRM hygiene in Salesforce — every account, every touch, every outcome logged the same day
• Sequence A/B testing — at least one active test running at all times, decisions made on data not instinct
• BDR playbook — what you build becomes the reference document the next BDR hire uses on day one
• Market intelligence feedback loop — you hear more first conversations than anyone at Testsigma, you bring that back to sales, marketing, and product systematically
• Cross-functional alignment with AEs and marketing — ICP, timing, and messaging decisions are made together, not in silos

What We’re Looking For

• 4+ years in a BDR or SDR role with quota attainment numbers you can cite by quarter — not “above average”, the actual number
• NAMER enterprise outbound experience — you have prospected into engineering, QA, DevOps, or developer tools leadership and can hold a credible first conversation without a script
• Cold calling is a primary channel for you — you have a call script, objection handling frameworks, and a call-to-meeting conversion rate you know
• Salesforce proficiency at the working level — pipeline management, activity logging, sequence tracking, no admin required
• Outreach, Apollo, ZoomInfo, or equivalent — you have built sequences from scratch, not just run them, and you know why a sequence worked or didn’t
• Strong written communication — personalised, direct, gets to the point in three sentences. The application is the first test of this
• At least one BDR role held for 18+ months — short tenures with vague explanations are a signal we probe
• Available full-time in NAMER time zones — not splitting coverage with other regions
• Self-directed — you manage your own account list, your own daily priorities, and your own pipeline without needing daily direction

NICE TO HAVE

• Direct experience selling QA, test automation, or DevOps tooling — you know the personas, the objections, and what enterprise procurement looks like in this space
• First or founding BDR experience at an early-stage company — you have built a territory from scratch, not inherited a named account list
• Fluency with AI-assisted prospecting — using AI tools to personalise outreach, research accounts, or draft sequences at scale
• LinkedIn Sales Navigator power user — Boolean search, saved alerts, engagement signals, and network mapping as a real intelligence tool
• Familiarity with the QA or SDLC landscape — you can speak to Selenium, Cypress, Playwright, or Appium without being confused
• Experience contributing to a BDR playbook or onboarding programme — not just following one
• Prior experience at a developer tools, SaaS infrastructure, or B2B technical product company
• Attended or engaged with SaaS GTM communities (Pavilion, SalesHacker, SaaStr) and can speak to what the buyer landscape looks like from the field

ONE QUESTION TO ASK YOURSELF

Have I personally built a NAMER outbound pipeline from a cold start — writing my own sequences, managing my own account list, cold calling, and hitting my number in a market where the product wasn’t yet a category name — and did I hold all of that without delegating the accountability away?

If yes, and if doing that for a product genuinely changing how software gets released sounds like the right next chapter — we should talk.