Business Development Representative, Enterprise East

Business Development Representative

The Business Development Representative (BDR) is a pivotal role responsible for driving high-quality pipeline growth through a blend of inbound and outbound efforts. This role works closely with Account Executives to strategically target accounts, qualify leads, and create new opportunities. This role requires a proactive mindset, a customer-centric approach, and adaptability to leverage modern tools and techniques in a dynamic sales environment.

Key Responsibilities

· Lead Qualification & Nurturing: Build strong rapport with prospects by providing valuable resources (e.g., webinars, white papers, blog content). Qualify inbound and outbound leads using modern frameworks (e.g., MEDDPIC) and assess their fit based on business needs.

· Outbound Prospecting: Conduct targeted outreach using intent data, account intelligence, and multi-channel engagement strategies (e.g., cold calling, email, LinkedIn). All outreach should be highly personalized, leveraging company insights, individual details, and intent data or intelligence.

· Collaboration with Account Executives: Partner on account planning, leveraging shared insights to identify high-potential opportunities for both customer and prospect accounts. Prioritize developing comprehensive Account Profiles to support effective research.

· Inbound Lead Management: Respond promptly to inbound inquiries, ensuring excellent initial engagement to convert them into qualified opportunities.

· Database & CRM Management: Maintain Salesforce and lead management platforms with precision, ensuring data accuracy and completeness. Expand contact lists with key personas and decision-makers using advanced research tools and techniques.

· Social Selling & Digital Engagement: Leverage social media platforms for prospecting, networking, and nurturing relationships. Create and share engaging content to build credibility and trust.

· Continuous Improvement: Monitor and analyze outreach performance metrics, iterating to improve conversion rates. Stay up to date on industry trends, tools, and competitor activities to refine prospecting strategies.

Required Qualifications:

· Experience: Minimum of 2 years in a business development, sales, or related role, ideally in B2B environments.

· Communication: Strong written, verbal, and presentation skills with the ability to connect with diverse audiences.

· Curiosity & Problem-Solving: Proactive in uncovering prospect pain points and aligning solutions to needs.

· Adaptability: Thrives in a fast-paced, changing environment with the ability to prioritize effectively.

· Tech Savvy: Comfortable using CRM tools (Salesforce), lead management platforms (e.g., Outreach, Salesloft), and digital collaboration tools.

· Time Management: Skilled at managing multiple priorities while maintaining attention to detail.

· Team Collaboration: Experience working in cross-functional and distributed teams.

Preferred Qualifications:

· Familiarity with advanced prospecting tools (e.g., 6Sense, LinkedIn Sales Navigator).

· Experience with social selling. Experience with video prospecting is a plus.

· Familiarity with frameworks like BANT, MEDDIC, or similar qualification criteria.

· The ideal candidate should demonstrate ambition and a clear vision for advancing within the organization, viewing the BDR role as a steppingstone in their career development.

· Willingness to travel occasionally for events or trade shows (approximately once per quarter), including working event booths as needed.

What Success Looks Like:

· Consistently meets or exceeds quarterly targets and goals.

· Develops deep, value-driven relationships with prospects and stakeholders.

· Drives measurable impact by converting leads into opportunities that align with sales objectives.

· Collaboration and relationship-building with the sales team are critical to success in this role. Regular weekly alignment on prospecting strategies for both customer and prospect accounts is essential to ensure a unified approach and drive the Account Executive's success throughout the fiscal year.

Compensation: $45,400.00 - $84,200.00

Benefits:

• Medical, Dental, and Vision Insurance.
• Telehealth coverage
• Flexible work schedules and work from home opportunities
• Development and career growth opportunities
• Open Time Off in addition to 10 paid holidays
• 401(k) matching program
• Adoption Assistance
• Fertility treatments