Business Development Representative, Ecosystem Specialist

It’s an exciting time at Crossbeam. We have just joined forces with our competitor Reveal to change the way companies go-to-market. The merger has earned the support of some of the world’s best investors: Andreessen Horowitz, Insight Partners, Redpoint, FirstMark and even Salesforce and HubSpot Ventures (yep, the biggest CRMs are investing in the future of go-to-market).

Combined, our unified company has created a powerful network of 30K+ companies, a team of world-class talent, an innovative product roadmap, and a North Star vision of creating a best-of-both-worlds customer experience.

**Please apply by sending your resume and cover letter to jobs@crossbeam.com

What is Crossbeam ?

Crossbeam is the first and largest Ecosystem-Led Growth platform. We act as an escrow service for data, allowing companies to find overlapping customers and prospects with their partners while keeping the rest of their data private and secure. Companies use this data to sell more effectively, market to the right audiences, build the right products, collaborate with their service partners, generate demand, inform M&A, and more. This has created an entirely new way of doing business called “Ecosystem-Led Growth” or ELG—and it works: 40% of our customers' closed deals come from their ecosystem.

The job:

We're looking for a highly motivated and partnership-savvy Ecosystem Specialist to join our Business Development team. In this role, you’ll be on the frontlines of Crossbeam’s Partner Activation Program, working with some of our most strategic customers, known internally as Gravity Nodes, to help them activate their partner ecosystems and generate pipeline through Crossbeam.

This is a unique opportunity to work at the intersection of sales, partnerships, and customer success, driving value for both Crossbeam and our customers by turning ecosystem signals into revenue.

What You’ll Do
As an Ecosystem Specialist, you’ll own a portfolio of Gravity Node accounts — including both strategic customers and high-potential prospects — and be the named BD rep responsible for generating pipeline through partner activation and ecosystem engagement.

Drive pipeline through our customer base (Partner Activation Program)
For Gravity Node customers who have opted into the Partner Activation Program:

• Partner closely with customer teams to identify and prioritize their top partners
• Collaborate on outreach, onboarding, and enablement to drive partner activation
• Deliver value to these partners and detect qualified opportunities for the AE team

Unlock new logos using ecosystem-led strategies
For Gravity Nodes Prospects not yet on Crossbeam or prospects with Ecosystem
signals:

• Prioritize outreach using ecosystem intelligence (e.g., partner overlaps,
  Crossbeam insights)
• Research and activate their top partners to build influence and create warm
  entry point
• Use our strategic partner presence and overlaps to accelerate the sales cycle and improve conversion

• Book high-quality meetings and detect qualified opportunities for the AE team

Collaborate cross-functionally and stay ecosystem-savvy

• Work closely with Sales, Partnerships, and Customer Success to align on
  account strategy
• Stay up to date on ecosystem trends, use cases, and GTM plays — and
  contribute learnings back to the team

Who You Are

•  You’ve worked in Business Development, Partnerships, or Partner Marketing at a SaaS company, ideally in a cross-functional capacity
• You’re familiar with partner programs and how to activate or influence through ecosystem relationships
• You’re comfortable working with strategic accounts, including enterprise customers and complex org structures
• You love working both sides of the GTM motion: outbound prospecting and
  customer expansion
• You’re fluent in CRM workflows (especially Salesforce) and ideally Salesloft or
  similar tools
• You know how to build trust, create momentum, and track results
• You’re curious, structured, and excited by ecosystem-led sales motions
• Bonus: experience working with AI-driven tools or data enrichment platforms is a
  plusOwn early user onboarding and activation
  • Act as the first point of contact for new users, guiding them through CRM connection, population setup, and initial value.
  • Nurture users until they’re ready to be passed to Sales for qualification.
  • Deliver a top-notch onboarding experience and develop a deep understanding of Crossbeam’s value.

  Accelerate live deals through partner activation

  • Support AEs by identifying and activating relevant partners in the buyer’s ecosystem.
  • Use ecosystem signals to help validate business cases and drive urgency.

  Collaborate across teams and stay ecosystem-savvy

  • Partner with Sales, Partnerships, Customer Success, and Services to bring ELG to life at every touchpoint.
  • Stay current on ecosystem trends, use cases, and GTM strategies—and contribute what you learn.

  What success looks like

  • Hitting monthly and quarterly pipeline targets (Stage 2+ opps and ARR)
  • Activating and onboarding new users successfully
  • Helping AEs identify more opportunities and close deals faster

  Why this role matters

  This isn’t your typical top-of-funnel BDR role. You’ll play a strategic part in our Ecosystem Revenue motion, bridging product usage, partner engagement, and sales acceleration. We help companies grow through each other and you’ll help make that happen.

  You’ll thrive in this role if you...

  • Have experience in SaaS and are excited by the Crossbeam mission
  • Understand the value of partner programs in modern GTM strategies
  • Are target-driven and love turning warm signals into real pipeline
  • Can hold a confident, thoughtful conversation with execs and users alike
  • Ask great questions, stay curious, and are always ready to learn
  • Know when to figure things out on your own—and when to ask for help
  • Read this whole thing and felt energized, not intimidated

  Interview Process

  We go through the same interview steps for all Business Development candidates to ensure equity in our hiring process. Our process is designed to learn as much about each candidate as possible, as well as to give candidates access to our team and learn about what it's like to be a team member at Crossbeam. Topics will range from technical skills to problem-solving approaches and collaboration.

  • HR interview - 30 minutes
  • Call with Director of Business Development - 45 minutes
  • Call with Sales leader - 30 minutes
  • Call with CRO or COO - 30 minutes

  Benefits

  This is a salaried* role + commission. In addition, Crossbeam offers:

  • Health Care Plan (Medical, Dental & Vision)
  • Flexible PTO Policy
  • Parental leave
  • Stock Option Plan
  • 401k Plan + Match
  • Learning & Development Budget
  • Remote Work Options
  • Generous Wellness Stipend

  *This role has been categorized as a Hybrid, Philadelphia-based position. In certain cases, an employee in a remote-designated job may need to live in a specific region or time zone to support customers or clients as part of their role. In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location.

  Our Core Values

  Values are a social contract that we have with our team, our users, and our communities. They are guiding lights as well as argument-enders, and we expect results delivered in a way that is consistent with these values.

  Trust is our Foundation

  We create value by building trust in our company, our team, and our technology. That goes in all directions, not just between us and our customers but also amongst ourselves. We approach conflict with empathy and curiosity, and ascribe best intentions to all of our collaborators.

  Work Hard and Smart

  This is a startup, and we will act like one. We prioritize impact, take personal ownership of outcomes, act decisively, and get our hands dirty in the process. We communicate clearly, avoid over-engineering, and take risks. This allows us to be creative, innovative, and solution-oriented.

  Default to Transparency

  We will not succeed in information silos. We share the good, bad, and ugly about what is happening in our company, which requires us to pay attention, always measure what matters, and hold each other accountable.

  Belonging

  In our workplaces, communities, and ecosystems, we shape environments where people feel a sense of belonging. To do this, we work to ensure that stakeholders of all backgrounds are treated equitably and experience psychological and physical safety. This is key to their relationship with our company, their access to opportunities, and their ability to thrive.

  Treasure the Fun

  We are incredibly lucky to be here — let’s make memories. We will all spend that extra bit of time and energy to energize each other with fun and inspiring experiences. This applies internally and externally, from the smallest interactions to the largest events.

  **Please apply by sending your resume and cover letter to jobs@crossbeam.com

  Crossbeam's core value of Belonging sits at the heart of our hiring process, and we're proud to be building a culture where difference is valued. Applicants from diverse and non-traditional backgrounds are strongly encouraged to apply. We recruit, employ, train, compensate and promote regardless of race, religion, color, national origin, sex, sexual orientation, gender, disability, age, or veteran status.