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The Opportunity:
Every day, many of the world's largest companies buy the goods they run on through procurement systems like SAP Ariba, Coupa, and Jaggaer. TradeCentric is the connectivity layer that makes that possible, linking B2B suppliers and their eCommerce platforms (Shopify, Salesforce Commerce, Adobe Commerce, OroCommerce, BigCommerce) directly to their buyers' eProcurement systems (SAP Ariba, Coupa, Jaggaer, Oracle, PeopleSoft, SAP). When suppliers connect through TradeCentric , they become easier to buy from, and they win more business. Many of our customers are part of larger organizations: parent companies, sister companies, divisions, and regional operations that run their own P&L, their own commerce stack, and their own buying decisions. Most of those organizations are not yet TradeCentric customers. That is the opportunity. As a Customer Growth Representative, you will be the bridge between the customers who already trust us and the parts of their organizations we have not yet reached. You will call into our existing customer base, map the corporate family behind each account, and uncover net-new opportunities at sister companies, new locations, and separate P&Ls. These are new-logo opportunities, distinct from the add-on business our Customer Success team manages, and you will hand them to Account Executives as a qualified pipeline. Reporting to the BDR Manager, you will work as part of a win team with Account Executives, Solution Engineers, and Customer Success, using the Same Side Selling methodology to hand AEs well-qualified Sales Qualified Leads (SQLs) that turn into real deals.
Why You'll Love This Role:
Warm doors, not cold lists. You will open conversations with people who already know and value TradeCentric , and use that credibility to reach new buyers across their organization.
A real path to closing deals. A defined path to Account Executive, plus pathways into Account Management, Pre-Sales, Solution Consulting, or Sales Leadership.
Coaching that makes you better. Structured onboarding, ongoing coaching, and call reviews in Gong from leaders invested in your growth.
A role you help define. This is a new position at TradeCentric . Your playbook, insights, and results will shape how we grow inside our customer base.
Enterprise sales skills that last. You will learn to navigate complex corporate structures and multi-stakeholder deals across Mid-Market and Enterprise organizations.
Report to: BDR Manager
Pay Range: Base salary ranges from $65,000 to $75,000, with OTE of $100,000-$120,000. Final compensation is determined based on skills, experience, and qualifications. Work Location: This role is 100% remote.
While we prefer candidates based in the below city/states, we are open to considering candidates from other locations if you feel you meet the role’s qualifications. Don’t hesitate to apply if you’re excited about this opportunity and believe you’re a great fit!
Raleigh, North Carolina
Chicago, Illinois
Boston, Massachusetts
Charlottesville, Virginia
Minneapolis, Minnesota
What You'll Do:
Map the Whitespace
Build corporate family maps for assigned customer accounts, identifying parent companies, subsidiaries, sister companies, acquisitions, divisions, and locations.
Identify which entities run a separate P&L, a separate eCommerce or ERP platform, or separate buyer relationships, and prioritize them by fit and potential.
Use intent data, trigger events, and AI research tools to spot new openings across the customer base, such as acquisitions, new facilities, new divisions, replatforming projects, and new buyer mandates.
Maintain account hierarchies and whitespace notes in Salesforce so every team member sees the same picture.
Work the Approved Customer Network
Call into existing customers but make new contacts for sister companies, new locations, or separate business units to learn how their broader organization sells and connects to buyers.
Work with the CSM team on introductions and referrals to decision makers at sister companies, new locations, and separate business units.
Run multichannel outreach (calls, email, LinkedIn, video) into newly identified entities, using customer proof points and internal success stories to open doors.
Execute and help build the sequences and messaging in a new Customer Growth playbook.
Qualify Like a Consultant
Lead discovery using Same Side Selling, uncovering desired results, issues, and business impact for each new entity.
Apply clear net-new criteria: a separate legal entity, a separate P&L or budget owner, a new location with its own buying or selling operation, or a separate commerce stack.
Route add-on business (additional trading partners, connections, or users under an existing account) to Customer Success rather than Sales.
Advance leads from SQL to SQO against the playbook's qualification criteria, and deliver clean, well-documented handoffs that set AEs up to win.
Protect the Relationship
Follow clear rules of engagement on ownership and timing.
Treat every customer call as a relationship moment, and route service issues, renewal risk, or satisfaction signals to the right owner quickly.
Capture customer insights (new initiatives, organizational changes, competitive activity) and share them with Sales leadership and Customer Success.
Join territory planning and account mapping sessions with AEs, Solution Engineers, and CSMs.
Own Your Pipeline
Track activity, account hierarchies, contact data, and disqualification reasons accurately in Salesforce and Gong.
Review SQL to SQO conversion rate, the share of your SQLs that AEs accept as SQOs, because quality matters as much as volume.
Share weekly updates on SQOs against target and whitespace coverage across your assigned accounts.
Work in a modern stack: Salesloft, Gong, LinkedIn Sales Navigator, and AI research and prospecting tools.
With structured onboarding and coaching, you will reach full SQO productivity within 90 days of hire
How You'll Win
Success here is simple and visible. You are measured on:
Net-new SQOs generated from the existing customer base, by count, against monthly and quarterly targets.
What It Takes to Excel:
1 to 3 years of BDR, SDR, or account development experience, B2B SaaS or technology preferred.
A track record of meeting or beating pipeline targets.
Strong research skills and the curiosity to untangle complex corporate structures.
Experience prospecting into multi-stakeholder, technically complex sales.
Confidence on the phone, with the judgment to balance new business goals and customer trust.
A collaborative style that builds strong working relationships with Customer Success and Account Management.
AI fluency, using generative AI and signal data tools to research smarter and prospect faster.
The organization to prioritize competing activities without dropping the ball.
A goal-oriented, positive, self-starting mindset with a record of ownership.
Bonus points for
Experience in account-based or install-base selling.
Exposure to eCommerce, eProcurement, iPaaS, or data integration technology.
Familiarity with corporate hierarchy tools such as ZoomInfo, D&B Hoovers, or Salesforce account hierarchies.
Training in Same Side Selling or a similar consultative methodology.
Company Benefits
At TradeCentric , we have a strong and innovative team dedicated to transforming the way our clients do business. It is our people who make it happen and we strive to take care of our employees in every way we can. Below is a list of benefits that are offered to employees, once eligibility is met:
🕒 Flexible Time Off
🕒 Volunteer Time Off
🩺 Health Benefits: Medical, Dental and Vision
💰 Health Savings Account (HSA) and Flexible Spending Account (FSA)
