Business Development Representative

Role Responsibilities

• 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.).
• Schedule discovery calls and meetings for the Account Executive (AE) team.
• Ensure accurate and timely CRM updates on lead status, activity, and meeting outcomes.

Lead Nurturing & Campaign Support

• Re-engage dormant and recycled 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.

Product & Industry Knowledge

• Continuously learn about OTAVA’s cloud, data protection, and other solutions.
• Articulate OTAVA's value proposition in the context of industry-specific needs across target verticals.
• Monitor the competitive landscape and surface relevant shifts to Sales and Marketing as they come up in prospect conversations.

Experience & Skills

• 1–2 years of experience in a sales, marketing, or customer-facing B2B roles.
• Comfortable with high-volume outreach and a fast-paced environment.
• Familiarity with CRM and sales engagement tools (e.g., Gong, Apollo, Pardot, LinkedIn Sales Navigator).

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.