Department: Sales & Marketing
Reports to: Director of Growth
Matrix Manager: Director of International Solutions
Location: Minimum of 3 days in the Warrington office (External sales events superseded office attendance)
Engagement: Full-time, Permanent
Commission: Quarterly, based on agreed SQL, MQL and activity targets
INTRODUCTION
At Briars, our Non-Negotiables define how we operate, how we serve clients, and how we work together as a business.
Fanatics – Clients and partners at the centre of every decision; listening first, acting fast, and creating meaningful commercial opportunities.
Trailblazers – Constantly seeking smarter, faster, better ways to generate growth, improve campaigns, and open new markets.
Guardians – Protecting clients, colleagues and partners through integrity, accountability and disciplined follow-through.
These principles underpin the expectations of this role within Briars’ commercial growth engine.
Briars is growing quickly and still building. We are looking for people who are comfortable operating in a fast-moving, entrepreneurial environment — individuals who can hunt for new opportunities, farm strategic relationships, work intelligently with marketing, and use data, CRM discipline and feedback loops to improve how we generate growth.
ABOUT THE ROLE
This is a commercially focused Business Development Representative role, split across two core areas of responsibility.
The first 50% of the role is focused on owning and developing a defined partnership vertical, initially within the financial sector. This will involve identifying, building and developing strategic partner relationships with organisations whose clients may require support with international expansion, including accounting, tax, payroll, HR, global mobility, EOR and wider corporate services.
The second 50% of the role is focused on working closely with the digital and marketing teams to follow up on MQLs generated through campaigns, webinars, events, website downloads and broader outreach activity. The role will be responsible not only for converting interest into qualified sales opportunities, but also feeding back what is working, what is not working, and how Briars’ messaging can become sharper, more succinct and more commercially effective.
This is a role for someone who is both a hunter and a farmer. The successful candidate will be comfortable building new relationships from a cold start, but equally capable of nurturing a portfolio of strategic partners over time and turning those relationships into repeatable lead generation channels.
Full training on our products, services and market will be provided.
WHAT YOU’LL BE DOING
Partnership Vertical Ownership – Financial Sector
Own and develop a defined partnership vertical within the financial sector.
Identify potential strategic partners whose client base may require international expansion support.
Build new relationships through a combination of:
Outbound calling
Email outreach
LinkedIn and social engagement
Teams meetings
Face-to-face meetings
Event follow-up
Partner introductions
Develop a clear understanding of each partner’s business, client base, referral potential and commercial fit with Briars.
Farm and nurture partner relationships to generate leads and opportunities across primarily across International accounting.
Training and coaching to develop further into other partnership verticals such as:
Tax
Payroll
HR
Global mobility
EOR
Corporate services
Wider global expansion support
Work with the Director of International Solutions to identify where a relationship has the potential to become a deeper strategic partnership.
At the appropriate time, bring in other Briars team members to support and cement a 360-degree strategic partnership.
Ensure partner relationships are developed professionally, consistently and with a clear long-term commercial view.
Campaign Development & Marketing Collaboration – For Partners
Work closely with the marketing team to build targeted campaigns for the financial sector partnership vertical.
Help identify relevant data pots, target lists and market segments for outreach activity.
Support the creation of campaign messaging, outreach sequences and follow-up plans.
Provide practical feedback from live conversations to improve campaign effectiveness.
Help marketing understand:
Which messages are landing
Which audiences are engaging
Which propositions need sharpening
Where prospects are confused
Where Briars can be clearer or more commercially direct
Act as a feedback loop between the market and the marketing team, ensuring campaigns are shaped by real conversations, not assumptions.
Support event and webinar follow-up where partner prospects or financial sector contacts are involved.
Digital Lead Follow-Up & MQL Conversion
Work with the digital team to follow up on MQLs generated through:
Events
Webinars
Outreach campaigns
Website downloads
Content engagement
Digital marketing activity
Qualify inbound and campaign-generated leads to determine whether they should progress into SQLs.
Book discovery meetings and next-step conversations for relevant opportunities.
Use a mix of outbound calling, email, LinkedIn, Teams and face-to-face engagement to progress leads.
Provide feedback on the quality of MQLs and the effectiveness of different lead sources.
Identify where messaging, calls to action or campaign structure could be improved.
Help ensure Briars is learning from digital activity and becoming more efficient at turning marketing engagement into qualified commercial opportunities.
Freshsales, CRM Discipline & Commercial MI
Record all sales and business development activity accurately in Freshsales.
Ensure contacts, accounts, leads, notes, tasks and next steps are kept up to date.
Maintain clear visibility of activity across both partnership development and MQL follow-up.
Track progress against agreed KPIs, including:
MQL follow-up
SQL generation
Meeting activity
Partner engagement
Pipeline contribution
Campaign feedback
Call and outreach activity
Use Freshsales to give clear visibility of what is being worked, what is progressing and where support is needed.
Ensure data quality is maintained so that reporting, commission and management information are accurate.
ASANA, Project Control & Internal Coordination
Use ASANA to manage agreed project activity, campaign follow-up tasks and internal actions.
Ensure key actions from campaigns, events, partner meetings and internal discussions are captured and progressed.
Work collaboratively with Marketing, Sales, International Solutions and delivery teams to ensure opportunities are properly handed over and supported.
Coordinate internal input where technical or service-line expertise is required.
Avoid working in isolation by ensuring key stakeholders have clear visibility of progress, risks and next steps.
Strategic Partner Development
Build a portfolio of strategic partners that can generate repeatable opportunities for Briars.
Develop a structured view of partner maturity, including:
New targets
Active prospects
Engaged partners
Strategic partners
High-potential relationships requiring senior involvement
Work with the Director of International Solutions to identify which relationships require a broader partnership strategy.
Support the development of reciprocal partner opportunities where appropriate.
Understand when to stay tactical and when to escalate a relationship into a more strategic conversation.
Help Briars build a more disciplined, scalable and measurable partner development model.
Management Information & Performance
This role will be measured through a mixture of lead generation, qualification, activity and commercial contribution metrics.
Key measures will include:
MQL follow-up performance
SQL generation
Qualified meetings booked
Partner meetings held
New partner relationships created
Existing partner relationships progressed
Campaign feedback provided
Freshsales data quality
Activity levels across calls, emails, LinkedIn, Teams and face-to-face meetings
Contribution to pipeline generation
Conversion of campaign and digital activity into commercial opportunities
Commission will be paid quarterly against agreed targets.
The expectation is that the successful candidate is disciplined, visible and commercially accountable with clear evidence of activity, learning and outcomes.
WHAT GOOD LOOKS LIKE
A clearly owned and actively managed financial sector partner vertical.
A growing portfolio of strategic partner relationships.
New partnership opportunities being created through proactive hunting.
Existing relationships being farmed consistently for leads and introductions.
MQLs followed up quickly, professionally and commercially.
Strong conversion from marketing engagement into qualified sales opportunities.
High-quality feedback being provided to marketing and digital teams.
Freshsales kept up to date with accurate activity, next steps and pipeline visibility.
Clear collaboration with Marketing, Sales, International Solutions and wider service teams.
Senior team members brought into partner relationships at the right time.
Campaigns becoming sharper and more effective because of real-world feedback.
Briars building a repeatable, measurable and scalable partnership development model.
WHAT YOU BRING
Essential
Proven experience in a business development, sales development, partnerships or lead generation role.
Strong hunter mindset with confidence building new relationships from a cold start.
Ability to farm and nurture relationships over time to generate repeatable opportunities.
Confident outbound caller with strong written and verbal communication skills.
Comfortable using LinkedIn, email, phone, Teams and face-to-face meetings to build relationships.
Strong commercial awareness and ability to understand partner and client needs.
Experience working with marketing-generated leads and campaign follow-up.
Ability to qualify opportunities and identify when a lead should become an SQL.
Comfortable working with CRM systems, ideally Freshsales or similar.
Highly organised, disciplined and able to manage multiple prospects, campaigns and relationships at once.
Able to work tactically and strategically, knowing when to execute activity and when to escalate a relationship.
Comfortable working in a team environment with shared ownership across Marketing, Sales and International Solutions.
Strong feedback mindset, able to explain what is working, what is not working and how messaging can improve.
Entrepreneurial approach with a bias toward action, learning and continuous improvement.
Desirable
Experience working in or selling into the financial sector.
Experience in professional services, international expansion, payroll, HR, tax, accounting, EOR or global mobility.
Experience building partner or referral channels.
Experience working with marketing automation, digital campaigns or webinar/event follow-up.
Experience using ASANA or similar project management tools.
Experience operating in a private equity-backed or fast-growth business.
Comfortable using data, CRM reporting and AI tools to improve efficiency and outcomes.
TEAM ENVIRONMENT
This role reports directly to the Head of Marketing, with matrix support from the Director of International Solutions for the strategic development of partnerships.
The role will work closely with:
Marketing
Digital
Sales
International Solutions
Global Account Managers
Service-line specialists
Senior leadership where required
The successful candidate will need to be comfortable operating as part of a team, while also taking clear personal ownership of their own activity, relationships, results and follow-through.
