Business Development Representative - Customer Expansion

Business Development Representative - Customer Expansion

Reporting To: Head of Growth Marketing – Customer Expansion

Location: Remote with monthly travel

Job Type: Full Time 37.5 hours a week

Our Purpose: A Better Life for Everyone

Nourish is not simply a technology company; we are a digital partner for the social and health care sector rooted in human connections, with the person being supported at its core. We offer a range of co-produced software solutions tailored to the unique challenges of care, while still being flexible enough to meet the specific needs of each individual service we work with.

We are at an exciting stage of growth. While we are the market leader, we remain ambitious and dedicated to our mission. We continue to revolutionise the sector by investing in our platform and our incredible employees who make this impact possible.

Our Ecosystem

At Nourish, you will contribute to a sophisticated ecosystem that includes:

• Technology that impacts a million people every day: Our core products are used by over 425,000 carers to support 417,000+ individuals

• The Nourish Partnership Programme (NPP): A sector-leading programme that manages strategic integrations with third-party systems to ensure seamless data syncing and interoperability across the care journey.

Our Culture & Values

We look for people who align with the way we work. If you join us, you are joining a culture defined by:

• Making a Difference: We remember who we serve. We are passionate about making a meaningful, positive impact on the lives of carers and those we support

• Agility: We continuously refine and adapt. There is no room for complacency here; we are driven to constantly review and improve our products and processes.

• Collective Effort: We help each other out because we know that when one person wins, we all win. It's "all hands-on deck" - everyone is in it together.

• Every Person Counts: We treat everyone as a very significant part of our community. We welcome people being their true and authentic selves and value the diverse perspectives they bring.

• Openness to Learning: We believe no question is a silly question and all insights are valuable. Mistakes are part of the improvement process; we dust ourselves off and begin again.

The Team & Role

Nourish is looking for an experienced Business Development Representative (BDR) to join our Customer Expansion team and help our existing customers get even more value from Nourish. You’ll work with care providers who already use Nourish, running campaigns on product growth and new products to uncover opportunities, grow their spend with us and book qualified meetings for our Account Managers. It’s a target-driven role, measured on activity and your monthly expansion pipeline target, with a clear development path into an Account Manager role.

Key Responsibilities

• Running expansion campaigns: Running outreach on product growth and new product campaigns, engaging existing customers on how additional Nourish products and modules can support their services.

• Hitting your expansion target: Owning and delivering your monthly target for qualified expansion meetings. You’ll track your own performance and adjust your activity to stay on target.

• Understanding your customers: Researching each customer’s services, current Nourish products, usage and growth plans so every conversation is relevant and valuable.

• Multi-channel outreach: Combining calls with email, LinkedIn and follow-up to engage customers and keep conversations moving.

• Qualifying and booking meetings: Uncovering customers’ needs, priorities and timescales, qualifying against our agreed criteria, and booking high-quality meetings for Account Managers.

• Following up expansion signals: Responding quickly to product-qualified leads (PQLs) and other signals, such as new sites, new service types or changes in product usage, within agreed response times.

• Following the playbook: Using campaign messaging, talk tracks and objection handling from marketing, and feeding back what customers tell you to help shape campaigns, messaging and product launches.

• Keeping CRM data accurate: Logging every activity, conversation and outcome in HubSpot and keeping account and contact data up to date.

• Partnering across the business: Working closely with Account Managers on handover and meeting quality, with Customer Success to understand customer health, and with campaign managers on what’s working in each campaign.

• Using AI day to day: Using AI tools for account research, personalisation and preparing for calls, as part of an AI-native Customer Expansion team.
  

Requirements

• Experience: Proven experience in a target-driven, customer-facing role, ideally as a BDR or SDR in B2B software, with a track record of hitting meeting or pipeline targets. Experience working with existing customers or in account management is a strong plus.

• Ambition: A clear ambition to move into an Account Manager role, and the drive to build the skills and customer relationships to get there.

• Communication: A confident, warm communicator who builds trusted relationships with customers, talks about value as well as features, and listens as much as they talk.

• Commercial curiosity: Interested in how customers use our products, able to spot opportunities to help them do more, and with a real interest in UK health and social care.

• Organisation: Able to manage your time across multiple campaigns and customers, and prioritise where you’ll have the most impact.

• Tools: Comfortable using CRM and sales tools (e.g. HubSpot, LinkedIn Sales Navigator). Hands-on use of AI tools is a strong plus.

• We’re a remote-first team, with regular travel for monthly team meetings, in-office collaboration days, events and kick-offs.
  

Nourish Benefits

• Annual Leave: 25 days basic + Public Holidays + an extra day for your Birthday.

• Service-Related Leave: 1 extra day for each completed year of service (up to 5 additional days).

• Health & Wellbeing: Private Medical Insurance (including a personal health fund), Health & Wellbeing platform with 24/7 GP access, and an Employee Assistance Programme (EAP).

• Family & Security: Enhanced Maternity Leave, Group Life Assurance, and Pension Contribution.

• Growth & Connection: Regular career reviews, Referral Bonus schemes, and social events throughout the year.

All positions at Nourish are subject to a satisfactory Enhanced Disclosure and Barring Service (DBS) check, references, and receipt of appropriate Right to Work documents.

Nourish is proud to be an equal opportunities employer and we actively seek and embrace differences in thinking, experience, ethnicity, age, gender, faith, personalities, and styles.