Business Development Representative

Key Responsibilities

• Generate qualified pipeline opportunities through targeted outreach, business conversations, and discovery of customer challenges, priorities, and buying initiatives.
• Congduct initial discovery conversations to understand customer objectives, challenges, decision-making processes, and potential business impact.
• Partner with Account Executives to develop account strategies and execute coordinated outreach plans.
• Apply a combination of prospecting activities including phone, voicemail and email to engage decision makers and influencers within high-potential target accounts.
• Develop account engagement strategies and multi-thread relationships across target accounts to identify business needs and create sales opportunities.
• Navigate gatekeepers and challenges to work directly with key decision makers.
• Understand high-level solution and industry information and be able to clearly articulate value proposition.
• Demonstrate increasing ownership of opportunity creation, qualification quality, and pipeline outcomes.
• Consistently seek coaching and feedback to improve business acumen, sales skills, and prepare for Account Executive responsibilities.
• Keep accurate records and detailed notes of all outreach efforts and contacts within the CRM.
• Met or exceed monthly targets.
• Provide closed-loop feedback to ensure continuous process optimization.

What Success Looks Like

• 0-6 Months: Consistently achieves pipeline creation targets, demonstrates strong discovery and qualification skills, build credibility with prospects and Account Executives.
• 6-18 Months: Creates high-quality opportunities that convert into revenue, demonstrates business acumen and sales process knowledge, becomes a candidate for promotion into an Account Executive role.

Metrics

• Primary Metrics:
  • Sales accepted opportunities (SAOs) and Qualified pipeline generated
  • Expected SAO volume is 25 per Month
  • Opportunity conversion rate
  • Expected win rate to exceed 25%
  • Meeting-to-opportunity conversion
  • Expected conversion to exceed 50%
• Secondary Metrics:
  • Activity levels
  • Expected call volume to exceed 100 calls per day
  • Meetings booked
  • Expected meeting volume to exceed 3 sets per day

Required Qualifications

• Strong communication, thoughtful questioning, and active listening skills with the ability to engage business stakeholders in meaningful conversations.
• Ability to think critically about business problems and connect customer challenges to potential solutions.
• Demonstrated curiosity, coachability, competitiveness, and desire to pursue a long-term career in sales.
• Strong organizational skills and a keen attention to detail.
• Cellphone or personal device to receive MFA (multi-factor authentication) texts or calls.
• Have an internet connection that’s adequate for their job, a minimum of 10Mbps down.

Preferred Qualifications

• Prior experience in business development, sales, customer-facing roles, athletics, leadership positions, entrepreneurship, or other environments requiring resilience, persuasion, and achievement.
• Evidence of sustained achievement, such as exceeding quotas, athletic accomplishments, leadership roles, academic excellence, military service, or entrepreneurial experience.
• Business to Business marketing/business experience - with technology company a plus.
• Experience using Salesforce and Salesloft a plus.