Business Development Representative

Base salary plus commission. This is a remote position.

About the Role

The Business Development Representative (BDR) position focuses on outbound sales activity and strategy. The primary responsibility is lead generation and developing new opportunities to consistently fill the sales pipeline. The BDR will uncover pain points, challenges, and opportunities to identify interested prospects, utilizing their understanding of STS’s Managed IT Services, Cloud, and Cybersecurity Solutions to advance prospects through the sales process.

The BDR must be highly organized, disciplined, and able to work independently in a team environment where accountability and collaboration drive success. All BDRs will adhere to the company’s core values and align with the company’s vision and mission.

Responsibilities

• Prospecting and Qualifying:
  • Maintain a self-starter attitude while creating outreach strategies for new lead generation methods and report results and suggestions for improvements to management.
  • Leverage tools such as HubSpot, Apollo.io, and LinkedIn to research target law firms in current and new marketplaces.
  • Prospect through cold calling, email campaigns, social media, referrals, attending events, and networking to uncover potential sales leads.
  • Participate in industry trade shows, events, and relevant sales, marketing, prospecting, and STS team meetings (travel required).
  • Qualify leads by assessing prospects' preliminary pain points, frustrations, needs, and interest in learning more about STS.
• Developing Leads and Opportunities:
  • Schedule first-time and discovery appointments with qualified prospective clients.
  • Work with the Business Development team to monitor and assess performance based on Key Performance Indicators (e.g., first-time appointments, qualified opportunities, proposals generated) and make improvements or take corrective action as needed.
  • Differentiate STS from competitors by identifying key criteria important to the prospect and educating them on STS’s value proposition and competitive advantages.
  • Coordinate and drive a team-centric sales approach (including leadership and technical resources) for strategic opportunities to further develop relationships and present solutions.
  • Manage and facilitate qualified prospects and STS resources through the sales assessment process.
  • Participate in the creation and formalization of sales processes and appropriate statements of work where necessary.
• Data Management and Tracking:
  • Enter all appropriate data points into HubSpot CRM, including new prospects, contacts, dials, conversations, first-time appointments, COI meetings, leads from marketing, and new prospects.
  • Prepare for weekly business reviews to discuss sales activities, review action plans, and identify challenges and opportunities for growth and improvement.
  • Perform all other duties assigned by management.

Qualifications

• Demonstrates excellent verbal and written communication skills, including the ability to be influential and persuasive with potential prospects.
• Skilled at building relationships and developing interest and connections with new law firm prospects.
• Exceptional computer and organizational skills, with the ability to follow documented checklists, policies, and procedures.
• Demonstrates professionalism, discretion, and good judgment in all interactions with co-workers, clients, and others.
• Willingness to be coachable, learn, and grow; open to challenges and adaptable to a dynamic and evolving company environment.
• Strong desire and ability to advance within a business development organization.
• Possesses an elevated level of energy and a relentless drive to excel in their craft.

Requirements

• 1+ years of experience in lead generation, prospecting, or business development.
• Understanding of how technology can solve critical business problems (detailed technical knowledge is not required).
• Experience with HubSpot CRM is beneficial.
• Experience selling to law firms or the legal community.
• Experience selling Managed IT Services or similar technology services is beneficial.

Benefits

• 401(k)
• Dental insurance
• Health insurance
• Training & development