Business Development Representative - Forma - Remote Eligible

Business Development Representative - Forma

The Business Development Representative - Forma is responsible for owning lead generation and qualification activities while providing advanced sales support for complex requests. This role serves as a key point of contact across the early stages of the sales lifecycle, partnering closely with sales, finance, legal, and go-to-market teams to support quotations, pricing, contract processes, and order fulfillment.

The BDR operates with a high degree of independence, applying sound judgment to resolve issues, make recommendations, and ensure compliance with internal processes, while delivering an exceptional customer experience.

Key Responsibilities

• Own outbound and inbound lead generation activities, qualifying prospects and advancing early-stage pipeline through targeted outreach and CRM-driven insights.
• Identify high-quality opportunities and schedule sales meetings or events for assigned accounts.
• Apply judgment to assess prospect needs, resolve issues, and make recommendations to progress opportunities.
• Pass well-qualified leads to the appropriate sales teams or partners in alignment with coverage and routing models.
• Maintain accurate and up-to-date customer and pipeline data in CRM systems, including lead routing, activity tracking, follow-ups, and reporting.
• Leverage CRM dashboards and analytics to identify trends, prioritize outreach, and uncover new opportunities.
• Provide advanced sales support for prospecting and opportunity activities, including inbound demand response, contract and pricing assistance, and order fulfillment coordination.
• Serve as a point of contact for complex support requests, ensuring timely resolution and process compliance.
• Collaborate with Finance, Legal, and GTM teams to support quotations, price negotiations, and contract development.
• Work independently on moderately complex assignments, receiving minimal day-to-day instruction.
• Coordinate and lead cross-functional activities with diverse internal stakeholders, demonstrating strong communication and leadership skills.

Required Experience & Qualifications

• 3–5 years of experience in business development, sales development, inside sales, or a related commercial role.
• Demonstrated experience in lead generation, qualification, and early-stage pipeline development.
• Strong proficiency with CRM systems (e.g., Salesforce or equivalent), including pipeline management and reporting.
• Proven ability to manage multiple priorities independently while meeting deadlines.
• Strong customer service mindset with the ability to understand customer needs and provide proactive solutions.

Preferred Qualifications

• Experience supporting complex sales motions, including pricing, contracts, and order processing.
• Experience working in a matrixed, cross-functional environment.
• Familiarity with B2B SaaS or technology sales environments.
• Strong analytical skills and comfort using CRM dashboards and data to guide decisions.
• Bachelor's degree in Business, Marketing, or a related field (or equivalent practical experience).