Business Development Representative

About the role

We are building a high-performing, quality-focused Business Development organization. As a Business Development Representative, you will be at the center of how insightsoftware sources new pipeline—generating Sales Accepted Opportunities (SAOs) through outbound prospecting, managing Marketing Qualified Leads with speed and rigor, and building a track record of pipeline quality and execution.

This is a hands-on, individual contributor role where you own your territory and your results. You will balance structured prospecting plays with the autonomy to generate pipeline through your own creative approaches. Our team prides itself in showcasing their ability to win in this role while developing the skills that prepare them for accelerated positions in the broader go-to-market organization.

Responsibilities

• Own Your Pipeline
• Execute prospecting plays designed by the BD leadership team while maintaining the autonomy to generate pipeline through your own creative approaches.
• Build and maintain a portfolio of target accounts across New Logo and Cross-Sell categories, prioritizing Tier 1 accounts for consistent outreach.
• Create Sales Accepted Opportunities (SAOs)—qualified meetings that meet our definition of ready for handoff to your Account Executive partner.
• Track leading indicators: new meetings created, account coverage, follow-up velocity, and conversion rates from prospect to SAO.
• Own the MQL Workflow Process
• Marketing Qualified Leads with speed and rigor—meet internal SLAs for follow-up and qualification.
• Qualify inbound leads against our target account list, determine fit, and either move to SAO or disqualify decisively.
• Provide feedback to Marketing on lead quality, messaging resonance, and field intelligence to continuously improve the inbound pipeline.
• Execute With Excellence
• Master the Sales Development Tool Stack—Salesforce, sales engagement platforms, intent data, and LinkedIn Sales Navigator.
• Maintain CRM and reporting hygiene so that pipeline attribution is accurate and your contribution to the organization is clear.
• Take a data-first approach—use conversion metrics, pipeline velocity, and activity analysis to identify what’s working and what needs to change.
• Own Your Development
• Be coachable and receptive to feedback—your manager will invest in your growth through call reviews, pipeline coaching, and 1:1s.
• Build the skills and track record that position you for advancement into a senior BD or leadership role.
• Stay curious about the market, our customers, and the competitive landscape—be an active contributor to team strategy and playbook refinement.

Requirements

• 1+ year(s) of outbound Sales or Business Development experience or equivalent (SDR, BDR, inside sales, or account development roles)
• Hands-on familiarity with the Sales Development Tool Stack: Salesforce, a sales engagement or dialing platform (Gong, Orum, or equivalent), and LinkedIn Sales Navigator
• Strong communication and interpersonal skills—ability to build rapport quickly and articulate value propositions with confidence
• Self-directed and results-oriented—ability to manage your own territory, set priorities, and execute with minimal supervision
• Comfort with data and metrics—ability to track KPIs, analyze your own performance, and adjust approach based on results
• Hunger to learn and grow—you see this role as an opportunity and are committed to developing the skills needed to grow your career

Qualifications

• Preferred Experience
• Selling software used by the Office of the CFO (FP&A, accounting, ERP, or finance operations tools)
• Previous experience in an outbound-focused, category-disciplined sales organization
• Familiarity with MEDDPICC, account-based marketing (ABM), or intent data platforms
• Track record of exceeding quota or pipeline generation targets
• Experience working across distributed or remote teams

Benefits

At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal opportunity workplace.

Pay

The salary range in the United States for this position is $59,000.00 to $74,000.00 USD Annual. For sales roles, this range includes the commission target. For non-sales roles, this is a base salary only range; additional bonus eligibility may apply.