As a Business Development Representative (BDR), you will play a key role in driving the sales pipeline by engaging prospective clients through outbound prospecting and inbound lead follow-up. You will connect with key decision-makers, including C-level executives, to identify business needs, create interest in our solutions, and set qualified appointments for the Business Development team.
The ideal candidate has a proven track record of success in B2B sales or business development, is confident engaging senior-level decision-makers, and is highly motivated by appointment-setting and pipeline-generation goals. Success in the role and demonstrated sales performance are more important than total years of experience.
JOB RESPONSIBILITIES
- Conduct outbound prospecting through phone calls, email, and LinkedIn to engage prospective clients.
- Follow up with inbound leads and qualify prospects based on business needs, fit, and potential opportunity.
- Identify and engage C-level executives and other key decision-makers within target accounts.
- Penetrate assigned accounts by identifying relevant stakeholders, understanding organizational needs, and creating new engagement opportunities.
- Consistently set qualified appointments with prospective clients in line with established weekly targets.
- Research target accounts and prospects to personalize outreach and identify relevant business opportunities.
- Engage prospects regarding solutions and services across IT & Cybersecurity, Data Analytics & Business Operations, and AI.
- Work with prospect and account information available in HubSpot CRM to execute outreach and manage follow-ups.
- Validate prospect and contact information and ensure account and contact records are accurate and up to date.
- Maintain accurate and timely documentation of prospecting activities, conversations, qualification information, and appointment outcomes in HubSpot.
- Nurture prospects through the early stages of the sales process and identify when an opportunity is ready for handoff to the Director of Business Development.
- Collaborate closely with the Director of Business Development to ensure qualified opportunities are effectively transitioned and followed through.
- Consistently meet or exceed assigned appointment-setting, activity, and pipeline-generation goals.
- Monitor personal performance against weekly KPIs and contribute to regular reporting on BDR activities and results.
- Continuously refine outreach messaging and prospecting approaches based on prospect responses and performance results.
QUALIFICATIONS
- Bachelor's degree or equivalent relevant experience.
- Minimum 2-4 years of successful B2B sales, business development, or BDR experience with demonstrated success in appointment setting, outbound prospecting, lead generation, or pipeline development in industries such as:
- Enterprise, SaaS, Cloud, IT, Cybersecurity, or Managed Service Providers (MSP).
- Strong and confident communicator comfortable engaging with C-level executives.
- Excellent written communication skills; ability to craft persuasive emails and outreach messages.
- Demonstrated creativity and leadership in developing new prospecting approaches and campaigns.
- Experience using HubSpot CRM or a similar CRM platform for prospecting, activity tracking, contact management, and reporting.
- Strong attention to detail and ability to maintain accurate CRM records.
- Research target accounts and prospects to personalize outreach and identify relevant business opportunities.
- Experience selling or prospecting within IT, cybersecurity, data analytics, business operations, AI, SaaS, technology, or related B2B solutions is preferred.
- Ability to influence stakeholders, communicate urgency, and drive issues to closure.
- Strong interpersonal skills with a collaborative, team-first attitude.
- Self-motivated, driven, with a dynamic and professional demeanor.
- Detail-oriented with the ability to track and forecast lead generation goals accurately.
- Nice to have: Familiarity with sales engagement tools such as Apollo.io Outreach.io, Salesloft, or similar.
- Tools: HubSpot CRM, Phone, Email, Linkedin
JOB REQUIREMENTS
- Should be willing to accept a long-term work-from-home arrangement.
- Should be amenable to a permanent night shift schedule (Eastern Time).