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 point

• 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

•  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
  plusOwn early user onboarding and activation

  • Act as the first point of contact for new users, guiding them through CRM connection, population setup, and initial value.

  • Nurture users until they’re ready to be passed to Sales for qualification.

  • Deliver a top-notch onboarding experience and develop a deep understanding of Crossbeam’s value.

    Accelerate live deals through partner activation

  • Support AEs by identifying and activating relevant partners in the buyer’s ecosystem.

  • Use ecosystem signals to help validate business cases and drive urgency.

    Collaborate across teams and stay ecosystem-savvy

  • Partner with Sales, Partnerships, Customer Success, and Services to bring ELG to life at every touchpoint.

  • Stay current on ecosystem trends, use cases, and GTM strategies—and contribute what you learn.

    What success looks like

  • Hitting monthly and quarterly pipeline targets (Stage 2+ opps and ARR)

  • Activating and onboarding new users successfully

  • Helping AEs identify more opportunities and close deals faster

    Why this role matters

    This isn’t your typical top-of-funnel BDR role. You’ll play a strategic part in our Ecosystem Revenue motion, bridging product usage, partner engagement, and sales acceleration. We help companies grow through each other and you’ll help make that happen.

    You’ll thrive in this role if you…

  • Have experience in SaaS and are excited by the Crossbeam mission

  • Understand the value of partner programs in modern GTM strategies

  • Are target-driven and love turning warm signals into real pipeline

  • Can hold a confident, thoughtful conversation with execs and users alike

  • Ask great questions, stay curious, and are always ready to learn

  • Know when to figure things out on your own—and when to ask for help

  • Read this whole thing and felt energized, not intimidated

We go through the same interview steps for all Business Development candidates to ensure equity in our hiring process. Our process is designed to learn as much about each candidate as possible, as well as to give candidates access to our team and learn about what it’s like to be a team member at Crossbeam. Topics will range from technical skills to problem-solving approaches and collaboration.

• HR interview - 30 minutes

• Call with Director of Business Development - 45 minutes

• Call with Sales leader - 30 minutes

• Call with CRO or COO - 30 minutes