Business Development Representative

Role Responsibilities

Lead Engagement & Qualification
Engage inbound and outbound leads generated by marketing campaigns, events, or your individual efforts.
Qualify prospects based on predefined criteria to determine fit and buying intent.
Execute structured, multi-touch outreach sequences across phone, email, and LinkedIn for prospects in your pipeline.
Conduct high-volume outbound activities daily to cold prospects within defined ICP verticals (healthcare, finance, manufacturing, technology, etc.).
Build and maintain Gong cadences.
Schedule discovery calls and meetings for the Account Executive (AE) team.
Ensure accurate and timely CRM updates on lead status, activity, and meeting outcomes.

Building and Maintaining Relationships
Nurture leads with fresh messaging tied to current campaigns or product updates.
Reach out to marketing qualified leads with relevant messaging based on persona or industry.
Execute targeted follow-up cadences for marketing campaigns such as webinars, events, and gated content downloads.
Support account-based outbound efforts and custom outreach to high-priority targets.

Market Feedback & Sales Alignment
Capture and document insights from prospect conversations about common pain points, objections, and competitive mentions.
Provide regular feedback to Marketing and Sales to improve messaging, ICP targeting, and campaign strategy.
Collaborate with AEs to align on outreach strategy, lead progression, and meeting preparation.

CRM, Tools & Process Excellence
Maintain accurate records in our CRM (Salesforce) and other tools (e.g., Gong, Apollo, Pardot, LinkedIn Sales Navigator).
Ensure proper tagging, campaign attribution, and stage progression for lead records.
Participate in training to stay current on sales tools, internal processes, and compliance best practices.

Required Experience

Knowledge, Skills, and Abilities
Strong written and verbal communication skills.
Organized, self-motivated, and goal-oriented.
Coachable with a growth mindset and curiosity about cloud, security, and emerging technologies.

Key Performance Indicators (KPIs)

• Number of MQLs generated
• MQL to SQL conversion rate
• Number of meetings scheduled and held
• Outbound activities for emails, calls, LinkedIn messages
• Number of opportunities generated from BDR assistance
• MRR opportunity pipeline generated from BDR assistance
• Meeting show rate and SQL acceptance rate
• CRM accuracy and follow-up speed

What We Offer

• Hybrid work
• Compensation package base ($65- $80K), + Variable Uncapped Commission
• 401(k) match
• medical, dental, vision, and life insurance
• generous PTO
• paid volunteer time off
• paid parental leave
• working with world-class co-workers who are just as dedicated and as awesome as you are

About Otava

At Otava, we are people empowering people to enable growth. We are a global leader in secure, compliant, enterprise-class cloud hosting, delivering a full range of solutions from colocation to private and hybrid cloud computing. We are creative thinkers who love to serve others, automate where possible, and change when required. Above all, we love to help our clients. We aim for superior client service in everything we do and strive to get even better.

Equal Opportunity Employer

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