Key Skills

Job Description

About OBSS OBSS is an engineering-led technology consultancy helping organisations build, modernise and scale mission-critical systems through AI-native delivery. For 20+ years, we’ve delivered high-volume solutions across defence, finance, insurance, aviation, retail & e-commerce, and other regulated industries, driving measurable business impact across complex digital ecosystems. Our capabilities span technology consultancy, software engineering, cloud, data & AI, and experience design. We apply AI-native delivery to bring greater speed, governance, predictability, and repeatability to mission-critical delivery environments. With 1,000+ technology professionals and offices in London, Istanbul, and Ankara, OBSS brings enterprise-grade delivery depth and engineering scale to organisations operating in highly demanding technology landscapes. About the role OBSS is an Atlassian Solution Partner. Timepiece, our time-and-status analytics app for Jira, is listed on the Atlassian Marketplace and used by teams worldwide. We are building outbound for it in the US and EU, and we are hiring the person who will own that motion. You will work two related audiences. One is the teams that run on Jira — power users, Jira administrators, and the software and IT leaders who answer for delivery times. The other is the Atlassian partner and consulting world — implementation, workflow, agile and ITSM consultants who have to show their own clients defensible evidence. Different conversations, same underlying question: the data is already in Jira's issue history, and Jira does not make it usable. Your job is to understand each audience well enough to earn the conversation. What you will do Take the targeting decision from the sales meeting — which tier, which geography, which persona — and turn it into a working prospect list: find the right people on LinkedIn and Apollo, verify the addresses, and prepare them in HubSpot ready for sequencing Research each named prospect before the first message and build a documented business hypothesis: what they do, what they published, why now Decide where personalization is hand-written and where a shared angle is enough. Top-tier accounts get individually researched messages; the rest get grouped by what they have in common. You may use AI to draft, but every line that goes out is one you have checked Reach people where they respond: email, LinkedIn, phone, and short personalized video messages — you should be comfortable recording yourself on camera Protect deliverability and data quality — verified contacts, clean lists, no sending into bounces Work directly with the client-side product and marketing people in joint reviews of sequences and messaging Qualify inbound and outbound interest, and book discovery meetings for the pre-sales team Produce few but genuinely qualified opportunities — these are Tier 1 conversations, so volume is not the metric Keep HubSpot clean and current — every account, contact and interaction traceable Hit monthly qualified-meeting targets and own the number, not just the activity How we work We run a documented outbound standard: research, reason, engage. Every named prospect gets a research brief with a sourced signal and a stated hypothesis before a first message goes out. No approved brief, no first message. Drafts pass a five-point quality gate — evidence, reasoning, person relevance, human voice, accuracy — and a message that would still make sense with the name swapped out fails. We do not make claims we cannot support, and we do not promise results we have not measured. Part of the job is operational: list building, mailbox work, research, CRM hygiene. These are preconditions, not the job. What decides success here is human interaction — how well you engage, how much credibility you build, how far you move someone's thinking. We expect you to run the operational half efficiently, increasingly with tooling, so your time goes where it counts. What we are looking for Minimum 5 years in outbound business development, with a track record you can walk us through — pipeline you created, deals that closed behind it. This is not a role we are training someone into Prior experience in SaaS — you understand subscription businesses and how software actually gets bought. Experience with Jira or Atlassian Marketplace solutions is a strong plus Comfortable selling to a technical, practitioner audience — admins, consultants and engineering leaders who will spot an unsupported claim immediately Demonstrated cross-functional collaboration with marketing, sales, pre-sales, product or revenue teams Business acumen — you can read a company's business, not just its org chart, and build a reason for the conversation out of it Results-oriented. We are not looking for someone to execute a list of instructions. We are looking for someone who owns the outcome, pushes the rest of the organization toward it, and does not hand off with "I did my part" You will be expected to master the value proposition map — four buyer personas, their challenges, what they believe is causing those challenges, and which Timepiece mechanism plausibly answers each one. Not as a script to recite: you must be able to pick the right hypothesis for the person in front of you, and say why that one and not another. This is the core competence of the role, and it is what we will assess Comfortable on camera and on the phone, not only in writing — a recorded 45-second message and a cold call are both normal parts of the week here Open to being coached on your reasoning, not only your copy — our review question is "what changed in your understanding of the prospect", not "did you hit send" Fluent English, written and spoken (tested during the process) Bachelor's degree, preferably in engineering, computer science or a related technical field — you will be talking to people who build and run Jira workflows for a living, and a technical foundation makes that conversation easier Tools and how you learn them Hands-on with the outbound stack: LinkedIn Sales Navigator, a prospecting and enrichment tool such as Apollo, an email verification tool such as ZeroBounce, a video messaging tool such as Loom or Vidyard, and a CRM — HubSpot ideally. You should be able to go from "we're targeting Tier 1 partners in Europe" to a verified, sequence-ready list without being walked through it Technically self-sufficient. Our playbook changes. When a new tool enters it next month, we expect you to sit down with the documentation, a few videos and a test account, and be productive within days — not to wait for training. Having used every tool on our list matters less than being the kind of person who onboards themselves You use AI inside the role, not around it. Research, drafting, list enrichment, summarising a prospect's public material, preparing for a call — AI should visibly make you faster. But the judgment stays yours: which prospect, which hypothesis, which sentence goes out. We can tell the difference between someone who uses AI and someone who is used by it What we offer One product, one market, a clear story — not five things to sell at once A documented outbound operating system: research brief, persona and hypothesis map, quality gate, coaching cadence. You will not be told to "figure it out" A warm start: a cleaned contact database, a scored Tier 1 list, running sequences and existing warm leads — you are not beginning from an empty CRM A 90-day structured ramp: calibrate in week 1, learn in weeks 2–4, improve in month 2, evaluate in month 3 Direct work with product and pre-sales on a product sold internationally Path to Account Executive

Core Responsibilities

Build and execute targeted outbound campaigns for Timepiece, researching prospects, developing evidence-based hypotheses, and engaging them through email, LinkedIn, phone, and personalized video. Qualify inbound and outbound interest, book discovery meetings, maintain accurate HubSpot records, collaborate with product and marketing teams, and meet qualified-meeting targets.

Requirements

Requires at least five years of outbound business development experience, a demonstrable record of creating pipeline, and prior SaaS experience; familiarity with Jira or Atlassian Marketplace products is a strong plus. Candidates should be fluent in English, comfortable engaging technical audiences on camera and by phone, self-sufficient with outbound tools and AI, and have a bachelor's degree, preferably in a technical field.