Business Development Representative

About Us

NALA is building Payments for the Next Billion. Faster, smarter, and fairer transfers for everyone. Since 2022, we've grown our business 120x, grown 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. Allowing users to send money from the UK, US and EU to Africa and Asia.

Rafiki, our B2B payments infrastructure, is 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.

At NALA, this isn’t just a job. It’s ownership, impact, and the chance to change global payments forever.

Join us in building Payments for the Next Billion!

Your Mission

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

As our 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 - increasing our 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 - we're 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 our product, tools (Hex, Icarus, HubSpot, CRM systems), and sales ways of working

Building trust through consistent, well-organized 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 off in that month.

Enhanced Parental Leave: We offer 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 giving you flexibility and control on how you save for your future!

Global Workspace: Get access to WeWork locations worldwide.

Learning Budget: Fuel your growth with $1000 annually for learning and development.

Sarabi: Themed snacks and Friday lunch focused on building great working relationships with the team.

Monthly Socials: Join fun social events every month for great times.

Free Coffee: Enjoy barista-style coffee at your fingertips.