Business Development Representative (Mid-Market)
The Role:
You'll be the engine that fills our Account Executives' pipeline. Our sweet spot is clear: technology companies with 100-1,000 employees, Apple-heavy fleets, and distributed teams. Companies hiring fast enough that laptop logistics have become a real problem. Your job is to find them, start the conversation, and hand qualified opportunities to an AE.
This isn't a cold-start territory. Alongside net-new outbound (~80% of your time), you'll work a warm list of existing transactional customers - companies already paying us for repairs and provisioning à la carte - and convert them into conversations about our subscription ITAM program (~20%).
What You'll Do:
- Build targeted account lists from real buying signals: hiring velocity, new international offices, remote-first policies, Apple fleet indicators, IT leadership changes
- Run multi-channel outbound (email, phone, LinkedIn) to IT, Operations, and Procurement leaders
- Qualify inbound and existing-customer expansion interest against our ideal customer profile
- Book and confirm discovery meetings, and hand off context-rich, sales-accepted opportunities to Account Executives
- Partner with AEs on account strategy for high-priority targets, including multi-entity and international expansion plays
- Keep NetSuite/CRM data clean: activity, account intelligence, and pipeline stage integrity
- Hit and exceed a monthly quota of sales-accepted opportunities
What We're Looking For:
1-3 years in an SDR/BDR role with an outbound focus, ideally selling to IT or Operations buyers (managed services, device management, IT services, SaaS infrastructure)
Comfort talking credibly about the device lifecycle - MDM, zero-touch deployment, refresh cycles, data sanitization - or the aptitude to get there fast
A researcher's instinct: you'd rather send 30 sharp, signal-based messages than 300 generic ones
Coachability, resilience, and clean written communication
Experience with CRM and sales engagement tooling (NetSuite, Hubspot, LinkedIn Sales Navigator a plus)
Bonus: familiarity with the Apple enterprise ecosystem (Jamf, Kandji, ABM/DEP)
Perks and Benefits:
- Comprehensive Medical, Dental, and Vision plans to keep you feeling your best
- 401(k) with employer match-because your future matters
- Company-paid Life Insurance, plus HSA & FSA options
- Employee Assistance Program (EAP) for real support when you need it
- Adoption Assistance to help grow your family
- Commuter Benefits for an easier ride
- Free Coursera Professional Certifications to level up your skills
- Generous vacation & sick time, plus paid time off to give back to your community