Business Development Representative

*08-Aug-2026 position title updated to Business Development Representative (JD updated)
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Request:https://app.clickup.com/t/869d4ad0g
Kick-Off Doc: https://docs.google.com/document/d/19PvQ1bHe8eIrL1ZcYQsm424nfdgIDXDcAti6n1OIyP8/edit?usp=sharing
Metaview kick-off video link: https://www.mtvw.ai/n/G1MKodRFgUX28JJ8DO7bAt
Job Desription: https://docs.google.com/document/d/1oFKCx984kwP8pOQjG1PcUxib5FNgJ4meZIzOhRLRqoE/edit?tab=t.0
Internal WHO-Style Role Description: https://docs.google.com/document/d/1h2Esb1Dl_U8D6ww0F9wRtK9Hzvj03hWOAwTKim-IDFs/edit?tab=t.0#heading=h.7n846ql93bqd
Indeed (USA): https://employers.indeed.com/jobs/view?employerJobId=aXJpOi8vYXBpcy5pbmRlZWQuY29tL0VtcGxveWVySm9iLzE0Yzg5ZTJmLTRkNTYtNDkxNS1hMzRhLTQwOGZhYzFlMmQ0Zg==&from=?status=open,paused&claimed=false&createdOnIndeed=true&tab=0&sortDirection=DESC&sortField=datePostedOnIndeed&from=?status=open,paused&claimed=false&createdOnIndeed=true&tab=0&sortDirection=DESC&sortField=datePostedOnIndeed

Role Mission
The mission of the Business Development Executive, Scale-Up & Mid-Market Fintech is to generate qualified, high-potential pre-sales opportunities with cash-rich fintech scale-ups and mid-market fintech companies by applying disciplined account-based research, executive relationship building, warm account nurturing, direct outreach, conference / roadshow scouting, LinkedIn social selling, and CTO-centric trust-first business development.
The role exists to create sales-qualified opportunities for INSART’s pre-sales team, especially with companies that can start with at least 5- or 6-digit pilot projects and potentially expand into long-term engineering, product, AI/data, integration, modernization, or CTO-support engagements.

• The BDE generates qualified sales opportunities for INSART's pre-sales engine by building relationships with mid-market and scale-up fintech companies.
• Primary KPI is creating meetings between the prospect's C-level stakeholders (CEO, CTO, Chief Product Officer) and INSART's pre-sales team led by Bohdan.
• The role fills a critical gap in the sales process: while startup lead generation is working well through cold outreach and digital campaigns, mid-market companies require relationship-based, account-focused selling that differs fundamentally from high-volume SDR approaches. This person will nurture relationships, identify needs, and generate RFPs for the pre-sales team to close, rather than closing deals themselves.
• Currently, we do not have a fully established lead generation function. Our typical flow looks like this: we identify a potential client, move them into pre-sales, and then hand them over to Customer Success.
• This approach has worked well with startups. However, it has not been effective for established, mid-market companies, which are actually our primary target segment. The channels we previously used to generate leads from these companies have underperformed. This Business Development role is intended to address that gap.
• The key objective of this position is to generate qualified conversations between our pre-sales team and decision-makers on the client side - primarily CEO and CTO-level stakeholders, with a strong focus on CTO-oriented discussions. (Unlike startups, where clients are often ready to jump directly into pre-sales, mid-market companies require a more structured and relationship-driven approach.)

Primary search zone: US East Coast + Canada, remote-first, travel-ready.

US non-NYC priority locations

• North Carolina
• Raleigh-Durham
• Charlotte
• Philadelphia
• New Jersey / Pennsylvania suburbs
• Washington DC / Baltimore
• Boston
• NYC only for exceptional candidates

Canada priority cities: East Coast priority cities, Ontario region(lake)

• Toronto
• Ottawa
• Montreal (french mentality, lower priority)

Possible grow:

Candidate should aspire to grow into New Business Director, then Enterprise Business Development Executive, then Enterprise Business Director. Red flag if candidate wants to move into Account Executive/closer role instead of growing as a business development leader.

Nurturing (build relation, identify needs, generate RFP for Pre-Sales team) VS Closing (discovery, proposal, sign contract)

Stage 1 — TA Screen

Purpose:

• validate English
• validate geography / travel readiness
• validate compensation fit
• validate fintech / software / B2B background
• screen out high-volume SDR-only profiles

Key questions — including who method:

1. "What are your career goals?"
2. "What are you really good at professionally?" (Ask for examples)
3. "What are you not good at or not interested in doing professionally?" (Ask for examples)
4. Tell me about one strong use case of how you generated a Sales Opportunity with a similar Mid-market / Scale-up (preferably a Fintech company) for professional services – what was the company? What was this project about? How much was this sales opportunity? Did the Sales team close this to the contract? How did you do it more specifically?
   1. What types of companies have you sold to or developed opportunities with?
   2. Have you worked with fintech, SaaS, software, or financial services clients?
   3. What percentage of your work has been account-based vs high-volume outbound?
   4. Who are the most senior stakeholders you have reached directly?
   5. What CRM have you used, and how disciplined are you with it?
5. "Who were your last five managers, and how will they each rate your performance on a 1-10 scale when we talk to them?" (Ask "Why?")
6. Are you ready to introduce us to your previous managers?

Additional questions:

1. Where are you based?
2. Are you able and willing to travel across the East Coast?
3. What compensation range are you targeting?
4. WHO questions (5 questions)

• What are your career goals, and why those goals? (Assesses ambition and alignment).
• What are you really good at professionally? (Identifies core competencies and self-awareness).
• What are you not good at or not interested in doing professionally? (Uncovers potential weaknesses or lack of interest in the role).
• Who were your last 5 bosses, and how will each rate your performance on a scale of 0 to 10 when we talk to them? (Tests for accountability, honesty, and immediate access to references).
• Are you ready to provide your manager’s contact info to request a referral?

Immediate disqualifiers:

• weak English
• no fintech/software relevance
• no account-based selling
• no executive outreach
• no travel readiness
• compensation mismatch