Business Development Representative

Estendio; Glasgow; Remote; GBP 30,000 - 50,000; Full time

Job description

About Estendio

We are a mission-driven accessibility start-up dedicated to transforming the way the 1 billion disabled and neurodivergent people in our world work, learn and live.

Since launching our first product, Present Pal, in 2018, Estendio has supported students across over 150 universities in the UK and US to communicate with confidence. Building on that success, we’ve now launched Tailo, an AI-powered reading platform that creates a personalised reading experience for every mind.

As we scale into new markets, we are seeking to redefine accessibility—not just as a legal standard, but as an empowering and intuitive experience for all. This is your chance to join our team of 25 at a pivotal moment: Tailo has excellent early traction in our core market, our team is growing, and the world is waking up to the importance of inclusive tech.

Overview of the role

This is an exciting opportunity to play a key role in expanding Tailo into new markets, specifically within the education sector. As a Business Development Representative, you’ll be at the forefront of our market discovery efforts, helping to build and manage our sales pipeline, drive outreach, conduct demos, and facilitate research and sales pilots. Your work will directly contribute to ensuring the success of efficacy pilots and converting them into long-term partnerships.

Reporting to the Chief Marketing Officer and working closely with the CEO and Go-to-Market team, this role requires a proactive self-starter who thrives in an early-stage market development environment.

Key responsibilities

Sales Pipeline Management & Outreach

• Identify and engage with potential customers, including educational institutions, teachers, and decision-makers in higher education and potentially K-12.

• Develop and maintain a structured sales pipeline, ensuring strong follow-ups and engagement with prospective customers.

• Conduct targeted outreach to build relationships and generate interest in Tailo through calls, emails, and networking.

• Coordinate and lead product demos for stakeholders, clearly communicating Tailo’s value proposition and differentiation.

Pilot Facilitation & Relationship Building

• Support the setup and execution of efficacy pilots, ensuring stakeholders have the resources needed for success.

• Act as the primary point of contact for pilot participants, providing guidance, tracking progress, and gathering feedback.

• Work closely with marketing and product teams to refine pilot strategies based on real-world usage and insights.

Conversion & Sales Growth

• Drive the transition of successful pilots into full product adoption, working to secure long-term partnerships.

• Work with the GTM team to develop proposals and pricing strategies aligned with customer needs and market expectations.

• Track key metrics, monitor conversion rates, and adjust strategies to optimise sales performance.

Market Discovery & Insights

• Conduct research on emerging trends, competitor activity, and customer needs in the accessibility and education technology sectors.

• Work with the GTM team to gather feedback from customers and pilots to inform product development and go-to-market strategy.

• Stay up to date on industry changes, policies, and opportunities that could impact Tailo’s success.

About you

• You are a self-starter who thrives in early-stage market development and is comfortable working in a fast-paced, high-growth startup environment.

• You have experience in sales, business development, or customer success, preferably within the education sector.

• You are comfortable with outreach and relationship-building, including cold calling, emailing, and networking with key stakeholders.

• You are organised and strategic, able to manage a sales pipeline and track opportunities effectively.

• You are an excellent communicator, able to clearly articulate Tailo’s value proposition to different audiences.

• You bring a collaborative and adaptable approach, ready to work closely with marketing, product, and leadership teams.

• You are passionate about accessibility and education, eager to make a meaningful impact through tech-for-good solutions.

Why Join Us?

• Competitive salary with EMI share options

• 33 days holiday (including public holidays)

• 9-day fortnight

• Remote-first with team meetups

• Personal development budget

• Work on something that matters – building inclusive tech for every mind

Our Hiring Process

We’re committed to creating an inclusive and supportive recruitment process. If you need any adjustments at any stage, just let us know.

Stage 1: Informal Chat

Stage 2: Skills & Culture Interview

Stage 3: Team Meet to get a feel for collaboration, values alignment and ways of working

We believe interviews are a two-way process, and finding a great fit for you and our team—ask us anything you like.

US Coverage: As this role involves collaboration with our US-based clients, you'll need to be available during US working hours.

Location: Remote Working (UK based)

If this role excites you and you’re ready to make an impact in a growing startup, we’d love to hear from you!