Business Development Representative
Our Business Development Representative (BDR) is responsible for generating new, qualified sales opportunities by identifying, engaging, and qualifying prospective clients. This role serves as the front line of the sales organization, focusing on outbound prospecting and inbound lead follow-up, with the goal of delivering high-quality opportunities to Business Development Managers (BDMs). The BDR plays a critical role in building pipeline, driving revenue growth, and ensuring a consistent flow of qualified opportunities.
Essential Duties and Responsibilities:
Lead Generation and Prospecting
- Identify and research target accounts, industries, and decision-makers
- Execute outbound prospecting campaigns via: Calls, Emails, LinkedIn/social outreach, etc.
- Generate new leads through strategic outreach and networking efforts
- Maintain a consistent daily/weekly cadence of prospecting activities
Lead Qualification
- Engage prospects to assess:
- Business needs
- Timeline
- Budget alignment
- Decision-making authority
- Apply defined qualification frameworks (e.g., BANT, MEDDIC)
- Prioritize high-value opportunities (aligns with 80/20 focus noted in your internal discussion)
- Ensure all leads passed to BDMs meet qualification standards
Pipeline Development
- Schedule discovery calls and meetings for Business Development Managers
- Clearly communicate prospect context, needs, and next steps
- Support pipeline growth by maintaining a steady flow of qualified opportunities
CRM & Data Management
- Accurately log all activities (calls, emails, meetings) in CRM
- Maintain clean and up-to-date prospect and account records
- Track lead progression and status changes
- Use CRM tools and automation to improve efficiency
Collaboration & Alignment
- Partner closely with Business Development Managers to align on:
- Target accounts
- Ideal customer profiles (ICP)
- Outreach strategies
- Collaborate with marketing on campaigns, messaging, and lead follow-up
- Participate in pipeline reviews and weekly planning sessions
Performance Metrics (KPIs)
- Number of qualified leads generated
- Meetings scheduled for BDMs
- Conversion rate from initial contact ? qualified opportunity
- Pipeline contribution value
- Activity metrics (calls, emails, outreach touches)