Business Development Representative

About NALA

NALA is building Payments for the Next Billion—faster, smarter, and fairer transfers for everyone. Since 2022, we’ve grown our business 120x, expanded the team from 9 to 150+, raised $50M+ from top-tier investors, and were named to the Forbes Fintech 50 in 2025 and 2026.

We operate two core products:

• NALA: Our consumer app making cross-border payments cheaper, faster, and more reliable for the global diaspora. Users can send money from the UK, US, and EU to Africa and Asia.
• Rafiki: Our B2B payments infrastructure powering global payments.

Our team includes alumni from Wise, Stripe, Monzo, Revolut, and CashApp—operators who’ve scaled world-class products. We act with urgency, think deeply, and put our customers first always.

This isn’t just a job—it’s ownership, impact, and the chance to change global payments forever.

Your Mission

Rafiki’s B2B sales department is being built from scratch, and we need support with the existing workload.

As a Business Development Representative, you’ll organise the first half of the sales process: supporting meetings and follow-ups, prospecting suitable clients, and progressively developing toward closing smaller deals. This is a foundational hire for the sales function—expanding capacity for prospecting, meeting follow-up, smaller-client coverage, and sales-pipeline progression.

Your Responsibilities in this Role

• Prospect suitable clients and support inbound opportunities, contributing directly to the growth of Rafiki’s B2B sales function.
• Set up and attend meetings alongside our Head of Sales, sending timely, well-organised follow-up emails.
• Organise sales activity and maintain accurate CRM records using Icarus (our CRM built in Hex), HubSpot, and other tools.
• Support smaller clients and inbound leads, progressively taking on more of the sales process as you grow.
• Apply a bias toward speed and practical prospecting using an information-led approach.
• Prioritise quality of prospects over high-volume, untargeted outreach.
• Coordinate with our Technical Account Manager on API, sandbox, and integration matters as prospects move toward onboarding.
• Work with our Head of Treasury & FX Trading on treasury and customer success topics for client-related activity.
• Liaise as needed with treasury, customer success, legal, country management, and the wider NALA consumer business.
• Progressively close smaller deals and selected leads independently as you build track record and trust.

Must-have Requirements

Knowledge

• Understanding of what a healthy, business-facing sales process looks like—from first prospecting through to close.
• Comfort using CRM systems and general sales tooling to keep pipeline data accurate and useful.

Skills

• Curiosity (non-negotiable): you ask questions in interviews, prospect conversations, and internal discussions, and don’t take proposals at face value.
• Initiative and adaptability: you respond well to changing situations, find practical routes through problems, and take ownership of next steps in a fast-paced startup.
• Relationship-building: you connect naturally with prospects, communicate clearly, and create a positive customer interaction on the spot.
• AI and CRM fluency: you use Claude and other AI tools to work efficiently, and can pick up Hex and other CRM systems to keep CRM hygiene high.

Experience

• Approximately 1–2 years of sales experience (not looking for someone completely green).
• Experience in tech, fintech, SaaS, credit-card companies, or similar business-facing environments—prospecting and communicating with clients.

Behaviours

• A growth mindset—motivated to progress from BDR toward a junior Account Executive role within about a year.
• Comfortable working through ambiguity and challenge, including regular C-suite interaction, in a hands-on startup environment.

Nice to have Requirements

• Prior experience in consultative, relationship-led sales rather than high-volume transactional selling.
• Exposure to cross-border payments, collections, or other fintech-adjacent sales motions.
• Experience using AI tools to support sales workflows—prospecting research, note-taking, or CRM hygiene.

Success in the Role Looks Like

Month 3

• Fully onboarded on the product, tools (Hex, Icarus, HubSpot, CRM systems), and sales ways of working.
• Building trust through consistent, well-organised prospecting, meeting support, and follow-up.
• Accurate, up-to-date CRM activity and a clear, reliable cadence of qualified meetings generated.

Month 12

• Recognised as someone we can rely on, with growing ownership of smaller-client deals and inbound leads.
• Progressing toward a junior Account Executive role, closing selected leads independently.
• Demonstrated improvement in client volume, revenue generated from outreach, and time from first contact to onboarding.

Interview Process

You will need to first submit your application through our ATS (Workable). There is no need to submit a Cover Letter.

If successful, you will be selected for our interview process which has 4 stages:

• [30–45 mins] Talent Screen: A video call with our Talent Partner assessing tech sales experience, curiosity, initiative/adaptability, growth mindset, and AI fluency.
• [45–60 mins] Technical Interview: A video call with the hiring manager, going deeper on role-specific skills & experience.
• [45–60 mins] Task: A practical, sales-related role play exercise.
• [15–30 mins] Culture Fit: A video call focused on how you’ll work with the team.
• References: We conduct reference checks as standard for all of our hires at NALA.
• Decision: We’ll aim to come back to you with a timely decision and feedback on your overall interview process.

Benefits

• 27 Days Off Plus UK Bank Holidays: Take the time to decompress. Working at a startup is hard!
• Birthday Leave: Celebrate your special day with a bonus day off to take in that month.
• Enhanced Parental Leave: 16 weeks of full pay for the primary caregiver and 4 weeks of full pay for the secondary caregiver (after a 6-month probationary period).
• Enhanced Pension: Salary sacrifice pension scheme via Penfold for flexibility and control over how you save for your future.
• Global Workspace: Access to WeWork locations worldwide.
• Learning Budget: $1,000 annually for learning and development.
• Sarabi: Themed snacks and Friday lunch focused on building great working relationships with the team.
• Monthly Socials: Fun social events every month.
• Free Coffee: Barista-style coffee at your fingertips.