Business Development Representative (BDR) – Customer Expansion (EMEA)
- Krakow| Hybrid
As a Business Development Representative (BDR) you will work to source and generate expansion opportunities from our existing base of over 30,000 customers.
You will be expected to identify customer accounts that show potential for growth; including those with high product utilization, and those with potential new monitoring use cases.
You will use both internal CRM, and external data sources to identify the correct customer contacts and decision makers, promoting the expansion of PRTG within their organization and booking / scheduling meetings with our expansion sales team.
YOUR TASKS
- Mine the installed base using CRM and usage data to prioritize accounts by expansion signal (license utilization, sensor headroom, renewal timing, org growth)
- Support the sales team in scheduling Annual Business Reviews
- Map account org structures to find additional buyers/decision-makers beyond the original point of contact
- Research and identify new monitoring use cases within existing accounts (new sites, OT monitoring, new infrastructure, adjacent teams/departments)
- Run structured outbound (call, email, LinkedIn) to existing customer contacts, tailored to expansion rather than cold acquisition messaging
- Book qualified meetings for the expansion sales team and ensure clean handoff (context, notes, next steps)
- Maintain accurate, current records in Salesforce on account status, contacts, and activity
- Feed insights back to Customer Marketing / Product Marketing on recurring expansion triggers and objections
- Collaborate with Customer Success on account health signals that indicate expansion readiness
YOUR PROFILE
Required Attributes / Skills
- Strong written and verbal communication; comfortable engaging existing customers
- Research-oriented — able to synthesize CRM data, usage data, and external signals into a prioritized account list
- Organized and disciplined in CRM hygiene and follow-up cadence
- Resilient and self-motivated; comfortable with a numbers-driven, activity-based role
- Curious and consultative — able to uncover use cases the customer hasn't articulated yet
- Coachable, with a growth mindset toward a future Sales, or Customer Success path
- Fluent English (written/spoken). Additional languages advantageous.
Preferred Qualifications
- Prior BDR/SDR experience, ideally in expansion/account-based motion rather than pure cold outbound
- Familiarity with Salesforce or comparable CRM
- Exposure to network monitoring, ITOps, or infrastructure software (helps credibility on use-case conversations)
- Experience with sales engagement tooling (Outreach, Hubspot, LinkedIn Sales Navigator)
KPIs / Success Metrics
- Number of qualified expansion meetings booked per month
- Pipeline value generated (expansion-sourced)
- Account coverage rate across the assigned base (% of target accounts touched per cycle)
- CRM data hygiene/accuracy
FACTS FOR YOU
- Many possibilities to further develop your individual skillset
- Innovative and creative work environment with plenty of room for new ideas
- A structured onboarding phase with experienced colleagues
- Flexible working hours and a family-friendly environment
- Permanent employment contract
- A great working atmosphere in an enthusiastic international team with flat hierarchies
- Paessler is a fast-growing midsized company that has been in the market for 20 years. The company is focused on long-term goals and is currently comprised of 400+ employees
INTERESTED?
