Business Development Executive

About the Role

Learnosity is seeking a Business Development Executive to unlock growth in white space markets and growth territories. This is primarily an inside sales role with a clear individual contributor remit: identify, qualify, and close new logo business.

This is a great fit for a technically-minded, commercially hungry individual who is early into their career and ready to own a full sales cycle for the first time. You will work primarily from our Dublin office 3 days per week, building and managing a pipeline of smaller deals across US white space accounts, secondary EMEA territories, and SMB corporate and vocational learning buyers.

You will report to the SVP of Business Development and carry a new logo ARR quota of $200,000. This is a true growth role, focused exclusively on acquiring new customers and expanding Learnosity's presence across markets. Deals are capped at $50,000 ARR: any opportunity that develops beyond that threshold will be escalated to a VP, with the Business Development Executive retaining a percentage of compensation credit and target attainment for the handed-off deal.

About Learnosity

Learnosity is the world's leading assessment API platform, trusted by global publishers, edtech companies, and educational institutions to power assessment, item authoring, and learning data analytics. Our APIs are embedded in products used by millions of learners worldwide. We are a product-led, API-first business, which means our sales motion is technical, our buyers are sophisticated, and the relationships we build are deep and long-lasting.

We operate at the frontier of educational technology. As large language models and AI-driven tools reshape how assessment and content are created, Learnosity is at the centre of how the industry responds, providing the infrastructure layer that publishers and institutions rely on as they evolve their own AI strategies.

What You Will Work On

The Business Development Executive role is focused on new logo growth with a lens on smaller B2B deals, typically in the range of $30K to $50K.

This is a high-activity role. You will run your own outbound prospecting, manage inbound qualification, and drive deals through to close independently within the standard deal framework. For non-standard or complex commercial structures, you will work with senior BD colleagues and Solutions Engineering.

The AI and LLM Landscape

The edtech market is shifting fast. Buyers across every segment are evaluating how generative AI and large language models change what they need to build versus buy. As a Business Development Executive at Learnosity, you will encounter these conversations regularly, including objections from buyers who believe they can build assessment infrastructure themselves using LLM tooling.

You do not need to be an AI engineer, but you do need to have a strong technical background and be able to speak to how Learnosity fits into an AI-era edtech stack, and confident positioning our platform as a proven, scalable alternative to build-it-yourself approaches.

Key Attributes

• Technical fluency: able to understand and communicate SaaS/API product value to both technical and non-technical buyers, including those evaluating AI-native alternatives
• High energy and self-directed: thrives working independently, sets own prospecting cadence, and does not need to be managed closely to stay productive
• AI-aware: stays current with developments in LLMs, generative AI, and their application to education and assessment; can engage buyers on these topics with confidence and nuance
• Strong communicator: clear and concise in written outreach, confident on video and phone calls across different time zones
• Commercially sharp: understands deal value, can qualify quickly, and knows when to push forward and when to escalate
• Organised and data-driven: maintains clean CRM records, tracks own pipeline health, and flags risks early
• Collaborative: works well with senior BD colleagues, CS, Marking and Solutions Engineering.

Core Goals

• Achieve and exceed the annual new logo ARR quota of $200,000
• Maintain a healthy, well-qualified pipeline with a minimum 3x coverage ratio
• Generate consistent new logo volume from US white space, secondary EMEA, and SMB corporate segments
• Identify and escalate deals exceeding $50,000 ARR to the appropriate senior BD colleague in a timely manner
• Maintain clean and up-to-date CRM records across all active opportunities and prospects

Key Responsibilities

• Prospecting and Pipeline Development
• Run outbound prospecting campaigns targeting white space accounts in markets as defined and directed by the SVP of Business Development.
• Qualify inbound leads from marketing that fall outside the senior BD team's TAL
• Build and manage a personal target account list within the assigned segments
• Maintain a minimum 3x pipeline coverage ratio against quota at all times

Sales Execution

• Own the full sales cycle for deals up to $50,000 ARR, from first contact through to signed contract
• Run discovery calls, product demonstrations, and commercial conversations independently
• Work with Solutions Engineering for technical scoping where required
• Escalate opportunities that grow beyond $50,000 ARR to a senior BD Director or VP, retaining agreed compensation credit for the pipeline generated

Commercial and CRM Hygiene

• Deliver accurate weekly pipeline and forecast updates via Salesforce
• Ensure all prospect and deal records are kept current throughout the sales cycle
• Follow Learnosity's standard commercial and pricing framework for all deals within scope

Market Intelligence

• Feed structured feedback on white space market dynamics, buyer objections, and competitive signals back to GTM leadership
• Flag patterns in AI-related objections or buyer behaviour that may inform product or marketing positioning

Key Requirements

Essential

• 2-3 years of B2B sales experience either in sales engineering, pre-sales or as an Business Development Executive in SaaS or technology environment.
• Demonstrated ability to run a full sales cycle independently, including prospecting, discovery, and closing
• Strong technical literacy: comfortable with SaaS products, APIs, and developer-facing platforms
• Strong Proficiency in using LLMs in your day to day approach to your role.
• Experience using a CRM system (Salesforce preferred) for pipeline and activity tracking
• Excellent written and verbal communication skills in English
• Comfortable working across European and Global time zones from our Dublin office

Highly Desirable

• Experience or strong interest in the edtech, corporate learning, or vocational training sectors
• Exposure to API-based or platform software sales
• Familiarity with outbound prospecting tools and sales engagement platforms
• Engineering or Computer Science qualification.

Location

This role is based in our Dublin office, with a hybrid working pattern of 3 days per week in office. Candidates must have the right to work in Ireland.

Compensation Structure

This role carries a base salary plus variable compensation tied to new logo ARR attainment against a $200,000 annual quota. Where an Business Development Executive originated opportunity is escalated to a senior BD colleague due to deal size exceeding $50,000 ARR, the Business Development Executive will retain a defined percentage of compensation credit and quota attainment for that deal. Full details of the compensation structure will be shared with shortlisted candidates.

Our Values

Learnosity is a values-based company. Being part of the team means living these every day:

• We live to learn
• We aim higher
• We do the right thing
• Our success is better shared

Remuneration

An attractive, market-competitive remuneration package will be offered, including base salary and performance-based variable compensation. Specific package details will be shared with shortlisted candidates.