Business Development Representative

About the role

The Business Development Representative (BDR) is responsible for generating new, qualified sales opportunities by identifying, engaging, and qualifying prospective clients. This role serves as the front line of the sales organization, focusing on outbound prospecting and inbound lead follow-up, with the goal of delivering high-quality opportunities to Business Development Managers (BDMs). The BDR plays a critical role in building pipeline, driving revenue growth, and ensuring a consistent flow of qualified opportunities.

Essential Duties and Responsibilities

• Lead Generation and Prospecting:
  • Identify and research target accounts, industries, and decision-makers
  • Execute outbound prospecting campaigns via calls, emails, LinkedIn/social outreach, etc.
  • Generate new leads through strategic outreach and networking efforts
  • Maintain a consistent daily/weekly cadence of prospecting activities
• Lead Qualification:
  • Engage prospects to assess business needs, timeline, budget alignment, and decision-making authority
  • Apply defined qualification frameworks (e.g., BANT, MEDDIC)
  • Prioritize high-value opportunities (aligns with 80/20 focus noted in your internal discussion)
  • Ensure all leads passed to BDMs meet qualification standards
• Pipeline Development:
  • Schedule discovery calls and meetings for Business Development Managers
  • Clearly communicate prospect context, needs, and next steps
  • Support pipeline growth by maintaining a steady flow of qualified opportunities
• CRM & Data Management:
  • Accurately log all activities (calls, emails, meetings) in CRM
  • Maintain clean and up-to-date prospect and account records
  • Track lead progression and status changes
  • Use CRM tools and automation to improve efficiency
• Collaboration & Alignment:
  • Partner closely with Business Development Managers to align on target accounts, ideal customer profiles (ICP), and outreach strategies
  • Collaborate with marketing on campaigns, messaging, and lead follow-up
  • Participate in pipeline reviews and weekly planning sessions

Performance Metrics (KPIs)

• Number of qualified leads generated
• Meetings scheduled for BDMs
• Conversion rate from initial contact to qualified opportunity
• Pipeline contribution value
• Activity metrics (calls, emails, outreach touches)

Preferred Qualifications

• 3+ years of experience in sales, business development, or a related role, preferably in a B2B environment
• Strong communication and interpersonal skills, with the ability to build relationships and engage with prospects
• Proactive and self-motivated with a results-driven mindset
• Familiarity with CRM software (e.g., Salesforce, HubSpot, NetSuite) and sales prospecting tools
• Ability to understand and articulate complex products or services to a B2B audience
• Strong organizational skills and attention to detail
• Experience in a specific industry related to the company's target market (e.g., tech, SaaS, manufacturing)
• Knowledge of lead generation best practices and tools
• Experience in account-based marketing (ABM) and sales strategies
• Proficiency in using LinkedIn Sales Navigator and other prospecting tools

Schedule

This is a full-time position with a typical workweek of 40 or more hours, with additional hours as needed to support business operations. Employees may be eligible for a hybrid or remote work arrangement, based on their proven track record and location eligibility. This role requires up to 50% travel.

Pay

The expected salary range offered for this position is $60,000 – $80,000 annually. Actual pay will be adjusted based on various factors including but not limited to, experience, role-related knowledge and skills, relevant education or training, geographic location, and other job-related factors as permitted by law. Depending on the position offered, the compensation package may also include incentive compensation opportunities in the form of a discretionary bonus or commissions.

Benefits

We are proud to offer a comprehensive benefits package designed to support your well-being and professional growth, including:

• Medical, dental, and vision insurance
• Company-covered life insurance with optional buy-up for additional coverage
• 401(k) plan with company match
• Unlimited paid time off (PTO) starting day one of employment
• Hybrid work environment
• Employee growth and development program to support your career advancement