Business Development Representative - Ecosystem Specialist
It’s an exciting time at Crossbeam. We have just joined forces with 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 25K+ 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.
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.
Location: Philadelphia hybrid
Team: Revenue – Business Development
Reporting to: Director of Business Development
About the Role
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 points
- 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 plus
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.
Crossbeam's core value of Equity sits at the heart of our hiring process, and we're proud to be building a culture where differences are valued. Applicants from diverse and non-traditional backgrounds are strongly encouraged to apply.
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