Business Development Representative

Overview

Disguise sits at the heart of the most inspiring live and virtual experiences in the world, leading the market in building a software and hardware solution that designs, sequences and controls the most spectacular productions across film and TV, broadcast, live and corporate events.

Role:
Business Development Representative / Lead Generation
Department: Sales
Location: New York, Atlanta or Los Angeles
Reports into: Head of Business Development (based in London)

About the role

Disguise is looking for a Business Development Representative (BDR) to join our expanding team. As the first point of contact for potential customers, you will be the face and voice of Disguise, inspiring creatives and technologists to explore our platform for spectacular visual experiences. Your mission is to engage, qualify, and drive new business opportunities across the Americas while collaborating with our global teams from Los Angeles to London and beyond.

To thrive in this role, you’ll need to be sociable, tenacious, dynamic and self-motivated, eager to develop experience in a fast-paced, innovative environment.

• Meet weekly, monthly, and annual lead generation and pipeline targets.
• Track and report on weekly, monthly, and quarterly KPIs, including activity, lead generation, lead conversation, opportunity generation and pipeline creation.
• Develop and execute outbound prospecting strategies, including calls, emails, and social selling.
• Research and qualify new leads from marketing campaigns and events based on predefined criteria.
• Manage inbound lead follow-ups and convert prospects into qualified sales opportunities.
• Collaborate with sales managers to strategize on pipeline generation.
• Gain a clear understanding of client needs and desired outcomes.
• Effectively communicate with the sales team for product demonstrations and sales handoffs.

• Act as the first point of contact for potential customers, delivering exceptional first impressions.
• Host initial discovery meetings and lead compelling demonstrations of Disguise products.
• Clearly communicate value propositions tailored to customer needs.
• Overcome objections and provide creative solutions to challenges.
• Maintain accurate customer records in CRM using Salesforce and Salesloft.

• Stay up-to-date with Disguise products, updates, press releases, and competitive solutions.
• Attend industry events to identify new opportunities (roughly 2-4 per year).
• Collaborate with cross-functional teams to align strategies and insights.
• Provide clients clarity on how Disguise’s offerings can help potential clients and why they should partner with Disguise.

• 2+ years in a Lead Generation capacity; making cold calls, qualifying leads, and handling objections is preferred.
• Experience using sales processes, preferably BANT / MEDDPICC.
• Experience in SaaS, hardware, or technical services sales.
• Experience working with a wider Sales team to pass on sales opportunities for the Sales Manager to close.
• Experience using Salesforce and Salesloft.
• Ability to develop and maintain strong customer and partner relationships.
• Industry interest; production, entertainment, live events, and broadcast.
• Experience or understanding of the industry (Production, Broadcast, Live Events, Film Studio).
• Ability to speak professional/conversational Spanish would be advantageous.

• High level of attention to detail: able to keep reports and documentation up to date.
• Winning mindset: brave, bold and growth-focused.
• Driven: proactive and passionate in seeking what might not be immediately apparent.
• Dependable: a team player and autonomous in driving results.
• Dynamic: able to pivot quickly with energy and resilience.
• No Ego: approachable, authentic and humble.
• Desire to grow into Account Management / Sales Representative role in the future.

Compensation:
This is the basic salary range for U.S. based candidates. The commission component is not included in this range and will be added to the total compensation package. Compensation for candidates based outside the U.S. will be determined in line with local market benchmarks and internal…