Channel Business Development Representative EMEA (Hybrid)

About Us

A global SaaS leader for seamless digital document workflows, Nitro offers a suite of solutions for PDF, eSigning, identity verification and analytics supported by a best-in-class customer success and change management team. With more than 3 million licensed users and 13,000+ business customers across 157 countries, we serve 67% of the Fortune 500.

How We Work

We aim to create an environment where talented individuals are empowered to excel. How we collaborate, innovate, and engage with one another is important to us. Our work is driven by 5 key principles:

• One team, One mission

Our collective dedication to Nitro's mission defines us. Together, we are building an environment where everyone feels like a valued part of something bigger than themselves.

• Own it

We take full ownership of our actions and decisions. We empower one another to lead with confidence, creativity, and a solutions-focused mindset.

• Accountable to our customers

We are dedicated to our customers and take our commitments seriously. We do what we say we are going to do.

• Excellence in execution

Driven by passion and precision, ​we exemplify excellence in our delivery with innovative, top-quality results.

• Be bold, fail fast, learn faster

• We learn as we grow, dare to try, ​and bravely question. We are not chasing perfection but forever iterating towards it.
• These guiding values shape our approach to work, fostering a culture where everyone is inspired to contribute their best.

The Role

We’re looking for a Channel Business Development Representative who thrives in a fast-paced, partner-led sales environment. This role supports the growth and effectiveness of Nitro’s global partner ecosystem by activating new and inactive partners, coordinating partner-generated sales opportunities, and reducing friction across the channel sales process.

You’ll serve as a key point of contact for partners and internal sales teams, balancing responsive operational support with proactive partner engagement. The right candidate is organized, commercially minded, and energized by helping partners build pipeline and successfully sell Nitro solutions.

What You’ll Be Doing

• Proactively engage new, existing, and inactive resellers to support partner activation, onboarding, enablement, and pipeline development.
• Conduct partner onboarding calls, introduce Nitro’s partner program, and ensure partners understand the tools, resources, and processes available to them.
• Manage partner applications, approvals, portal access, and follow-up communications.
• Monitor Channel shared inboxes and respond to partner requests within established service-level expectations.
• Manage quote requests, purchase orders, and order processing for smaller transactions and channel-registered opportunities.
• Facilitate + fulfill NFR requests in partnership with Channel Account Managers.
• Route partner and customer requests to the appropriate sales, support or accounting roles
• Support regional Channel Account Managers with targeted partner campaigns, including outreach, follow-up, activation, and results tracking
• Support partner-generated requests for sales training, Account Mapping Sessions, and Growth Planning Sessions.
• Request and organize partner account lists and help prepare account intelligence using Salesforce, Clay, and internal data sources.
• Track requests and engagement activity through completion, maintaining accurate statuses, ownership, and follow-up in Salesforce.
• Support event and campaign follow-up, ensuring partner requests are acknowledged, qualified, and routed promptly.
• Maintain consistent outbound email and calling activity to activate partners and create new pipeline opportunities.
• Identify recurring process gaps and recommend improvements that increase partner responsiveness, conversion, and operational efficiency.
• Document workflows and help establish consistent global processes across the Channel organization.

What We’re Looking For

• Location: Based in Dublin, with the ability to work from the office three days per week.
• Experience: At least one year of experience in a BDR, SDR, sales, partner operations, or customer-facing role. Channel or full-cycle sales experience is strongly preferred.
• Commercial mindset: Comfortable conducting outbound outreach, qualifying partner interest, and helping convert engagement into measurable pipeline.
• Partner orientation: Motivated by helping resellers, distributors, and internal sales teams succeed.
• Execution: Highly responsive, detail-oriented, and disciplined in managing multiple requests, deadlines, and follow-up actions.
• Communication: Strong written and verbal communication skills, with the confidence to engage both partners and internal stakeholders.
• Systems: Experience with Salesforce and familiarity with sales engagement and intelligence tools such as Gong Engage, Clari, HubSpot, or Clay.
• Problem-solving: Proactive in identifying process inefficiencies and developing practical solutions.
• Preferred experience: Previous exposure to resellers, distributors, software sales, partner programs, or indirect sales channels.

Why Nitro?

Along with our regular benefits and programs (including health, dental, vision, and retirement as standard), we are also very proud to offer a few additional initiatives to future Nitronauts:

Flex Time Off

Work-life balance is important at Nitro, and we understand that there are events that we cannot plan for. We are proud to offer Flex Time Off to be used for holidays, spending days with your family, or appointments.

Hybrid Work

Our team embraces the hybrid work model, appreciating its blend of flexibility and structure. We combine three days of in-person collaboration at our global offices in Toronto, Dublin, Antwerp, Porto, and Melbourne with the convenience of two days of remote work each week.

Benefits

Nitro provides all employees with a comprehensive benefits package that includes health insurance, dental and vision coverage, and wellness perks. We also offer pension/401k matching, along with many other country-specific benefits.

Nitro strongly encourages applications from everyone regardless of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability status. We provide an accessible candidate experience and invite you to request any accommodations or adjustments throughout the interview process and beyond.

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