Business Development Representative

The core responsibilities for the job include the following:

Strategic Account Prospecting:

• Research and identify accounts that fit the company's ICP and have a strong potential use case.
• Develop an understanding of an organization's business model, customer service operations, technology landscape, growth priorities, and potential pain points.
• Identify the right personas and buying stakeholders within target accounts.
• Build account maps and identify opportunities to multi-thread across functions and seniority levels.
• Prioritize accounts based on potential business value, use-case fit, buying signals, and organizational context.

Account Penetration and Multi-Channel Outreach:

• Develop account-specific outreach strategies rather than relying solely on standardized sequences.
• Engage prospects through a combination of cold calls, personalized email, LinkedIn, and other relevant channels.
• Build relationships with multiple stakeholders within an account.
• Follow up intelligently based on prospect behavior, business context, and previous interactions.
• Find creative ways to open doors within difficult-to-penetrate enterprise accounts.

Consultative Prospecting:

• Lead conversations with curiosity and a business-problem-first mindset.
• Understand a prospect's current processes, challenges, priorities, and desired outcomes.
• Ask thoughtful discovery questions rather than simply delivering a product pitch.
• Identify whether the company's capabilities are relevant to the prospect's business problem.
• Clearly articulate relevant use cases and create enough value in the initial conversation to earn the next meeting.

Pipeline Generation:

• Generate qualified meetings and opportunities for the sales team.
• Own prospecting activity and pipeline creation against defined targets.
• Maintain a healthy pipeline of accounts and prospects across different stages of engagement.
• Track and document prospect interactions, account intelligence, qualification information, and next steps in the CRM.
• Continuously test and refine messaging, channels, personas, and account strategies based on results.

Sales and Market Intelligence:

• Work closely with account executives, sales leadership, and marketing to refine ICP and prospecting strategies.
• Provide feedback on market response, objections, competitive positioning, and emerging use cases.
• Identify patterns across successful and unsuccessful outreach.
• Contribute to improving the company's outbound playbooks, messaging, qualification frameworks, and account-selection methodology.

Requirements:

• 3-5 years of experience in B2B SaaS sales/business development/inside sales.
• Experience prospecting into mid-market or enterprise accounts.
• Strong experience with outbound prospecting across calls, email, and LinkedIn.
• Demonstrated ability to research accounts and identify relevant stakeholders.
• Experience with account penetration, multi-threading, and stakeholder mapping.
• Strong understanding of consultative selling and discovery-led conversations.
• Ability to understand business problems and connect them to relevant technology solutions.
• Strong written and verbal communication skills.
• Comfortable speaking with senior stakeholders and business decision-makers.
• Experience working with CRM and sales intelligence/prospecting tools.
• Strong ownership, discipline, and ability to work against pipeline/revenue-oriented targets.

Preferred:

• Experience selling conversational AI, contact center AI, customer experience technology, automation, or related SaaS solutions.
• Experience selling into healthcare, healthcare technology, BPO, contact centers, or other high-volume customer interaction environments.
• Experience with enterprise sales cycles and complex buying groups.
• Experience building account-based prospecting strategies.
• Familiarity with tools such as LinkedIn Sales Navigator, Apollo, ZoomInfo, HubSpot, Salesforce, or equivalent platforms.