Business Development Representative

Business Development Representative

Accelerate Performance.

About CAI Software

CAI Software builds purpose-built solutions that help manufacturers, processors, and distributors accelerate performance. Our mission is to enable manufacturers to transform performance through a connected, AI-assisted ecosystem that delivers visibility, control, and continuous improvement. We bring the deep operational expertise and enterprise infrastructure to be a true long-term performance partner.

With 6,200+ active customers worldwide and a market-leading position in every vertical we serve, CAI combines 45+ years of industry expertise with modern AI-driven execution - helping businesses move faster, operate smarter, and perform at their peak. We work across 15+ industries and 10+ countries, guided by three values built into our name: Candor, Accountability, and Impact.

CAI Business Units and the Markets We Serve

CAI Software is organized into three business units: Graphic Communications, Process Manufacturing, and Discrete Manufacturing - aligned to the industries we serve. This structure keeps our teams close to customer needs while operating with the scale and support of a global software company.

Process Manufacturing

This role is part of our Process Manufacturing business unit, which delivers ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We serve food and beverage, pharmaceutical, chemical, nutraceutical, paint, supply chain logistics and related manufacturers - supporting end-to-end operations built for measurable performance outcomes.

This role supports pipeline generation across CAI's process manufacturing software portfolio, engaging prospects across multiple products and the industries they serve, from food and beverage and industrial manufacturing to logistics and supply chain.

About the Role

CAI Software is seeking a Business Development Representative to join our Process Manufacturing team. This role owns the top of the funnel for CAI's process manufacturing software portfolio, driving both inbound qualification and outbound pipeline generation. This is not a volume-only role. The BDR is expected to understand the prospect's business problem, determine fit, and provide Sales with enough context to move the opportunity forward. The strongest candidate can research a company, understand its business, identify who likely owns the problem, and create a credible reason to engage, comfortable learning unfamiliar processes and terminology, asking good questions, and knowing when an opportunity is ready to move to Sales.

What You'll Do

Inbound Qualification

• Respond to and qualify inbound inquiries.

• Research the person, company, and account history before outreach.

• Understand the business problem, current process, systems in place, and key stakeholders.

• Determine whether the opportunity is a fit or should be disqualified.

• Schedule qualified opportunities with the appropriate salesperson and provide clear handoff notes.

• Continue follow-up with leads that have potential but are not ready to move forward.

Outbound Prospecting

• Build and prioritize target account and contact lists by industry, company profile, persona, and use case.

• Run personalized outreach through email, LinkedIn, and phone.

• Create messaging based on the contact's role, company environment, and likely operational priorities.

• Identify alternate stakeholders and internal referrals when needed.

• Re-engage dormant leads, previous opportunities, former customers, and existing accounts with cross-sell potential.

• Partner with the Account Executive to identify and pursue whitespace expansion opportunities within existing client accounts.

Account Research & Qualification

• Research company size, locations, products, technology environment, business initiatives, and relevant company activity.

• Review CRM history before outreach.

• Use research to create a credible reason for engagement.

• Conduct light discovery around business pain, current process, project timing, and scope.

• Gather enough information to confirm fit without replacing full technical discovery by Sales.

CRM, Reporting & Collaboration

• Maintain accurate lead, contact, account, activity, lifecycle, disposition, and source data.

• Track inbound and outbound conversion, lead quality, response rates, and account penetration.

• Share feedback with Sales and Marketing on lead quality, messaging, objections, and trends.

• Support target-account, re-engagement, and cross-sell initiatives.

Messaging & Territory Support

• Write and test persona-specific email and LinkedIn messaging.

• Adjust messaging based on performance and prospect feedback.

• Support U.S. and international sales teams across time zones.

• Provide Spanish-language outreach for Latin American and multinational prospects.

What We're Looking For

• Strong written and verbal communication.

• Strong research and account-mapping skills.

• Good judgment when qualifying opportunities.

• Curiosity and ability to learn unfamiliar business and technical concepts.

• Strong organization and follow-through.

• CRM discipline and attention to detail.

• Ability to personalize outreach without over-investing time per contact.

• Comfortable engaging managers through executives.

• Coachable and able to adjust approach based on results.

Preferred

• 2+ years of B2B or SaaS business development / sales development experience.

• Experience managing both inbound qualification and outbound prospecting.

• Experience selling into manufacturing or industrial organizations strongly preferred.

• Experience with Salesforce.

• Experience with ZoomInfo, LinkedIn Sales Navigator, or similar prospecting tools.

• Experience supporting enterprise or multi-site accounts is a plus.

• Spanish fluency or professional proficiency is highly valuable.

Base Salary Range: $50,000 to $60,000 per year - commensurate with experience. This position is bonus eligible.

Why Join CAI

At CAI, we are building something that matters. With 6,200+ customers across 15+ industries and active investment in AI-driven performance tools, we are positioned to define what the next generation of manufacturing software looks like, and we are building the team to lead that work.

Our four pillars define how we deliver for customers and how we work:

• Built to Fit - Fits how your business runs so performance comes standard

• Built to Expedite - Speeds time to performance without heavy lifts or delays.

• Built to Deliver - AI turns action and insights into measurable performance.

• Built to Scale - Sustains and scales performance without disruption.

This role sits at the top of the funnel for a multi-product software company with 45+ years in market and 6,200+ customers across 15+ industries, with direct exposure to Account Executives, sales leadership, and the full CAI portfolio. It's the foundation for a sales career, built on real research and qualification instincts.

CAI Software is an “EEO/Veterans/Disabled employer.”

Equal Employment Opportunity

CAI Software is an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, sex (including pregnancy, sexual orientation, and gender identity or expression), religion, disability, , genetic information, marital status, veteran status, or any other basis protected by local, state or federal law.

Disability Accommodation

CAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying, please contact us at [email protected] or send an e-mail with your specific accommodation request.

Work Authorization

Applicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the Immigration Reform and Control Act of 1986 (IRCA).

Pay Transparency Nondiscrimination

CAI Software will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).