# Business Development Representative [NALA](https://www.jorb.ai/firms/nala.md) · London · United Kingdom · [Sales & Marketing](https://www.jorb.ai/jobs/sales-marketing.md) NALA is hiring a Business Development Representative in London. Posted 2026-07-22; applications close 2026-09-20. **Apply**: https://apply.workable.com/nalamoney/j/A9B615F787 Posted 4d ago. ## Role details ## 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. ## Applying to this role This Business Development Representative role at NALA runs through the firm's own careers portal and expects a CV and cover letter written specifically for the posting, not a portable submission carried across firms. Jorb AI's application agent tailors a CV and cover letter from your background to this posting and tracks the role alongside the rest of your applications. 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