The Business Development Representative (BDR) reports to the Manager, Business Development, and is a pivotal role within the sales team, responsible for initiating and nurturing relationships with potential clients to generate new business opportunities. This role involves strategic prospecting, qualifying leads from marketing campaigns, and engaging with prospects, call, emails, and social media to establish qualified meetings for Account Executives (prospective customers) and Account Managers (existing customers). The BDR will work closely with both the marketing and sales teams to ensure a robust pipeline of qualified opportunities which progress through the sales cycle to contribute to the achievement of sales goals.

Responsibilities:

• Generate pipeline for the sales organization
• Qualify marketing qualified leads (MQLs) against established qualification criteria before passing to Account Executives or Account Managers, as Qualified Leads
• Conduct high volume outbound sales campaigns via calls, emails, and social media to qualify prospects and establish meetings for Account Executives or Account Managers
• Meeting, and exceeding where possible, monthly, quarterly and annual quota of qualified opportunities
• Work closely and collaboratively with the field sales teams on strategy to meet sales goals
• Schedule discovery meetings for inside and field sales reps to qualify leads, learning about the sales process along the way
• Once prepared, conduct the discovery calls to qualify leads
• Provide prompt phone/email follow up to specific leads and properly document and track results in Salesforce.com

AI-Enabled Performance Expectations

• Leverage AI-powered tools to enhance prospect research, account prioritization, and personalization across outbound and inbound efforts.
• Use AI to analyze engagement signals, buying behavior, and account data to improve targeting and qualification accuracy.
• Incorporate AI-assisted content generation to craft tailored emails, call scripts, and social messaging while maintaining ownership and accuracy of final output.
• Apply AI insights to optimize follow-up timing, messaging strategy, and next-best actions to increase meeting conversion rates.
• Continuously test and refine AI-driven workflows to improve productivity, pipeline velocity, and overall performance.