Business Development Representative

Overview

We are seeking a highly driven and strategically minded Business Development Representative (BDR) to join our team in a professional, exempt-level capacity. This role requires advance use of independent judgment, discretion, and decision-making to evaluate opportunities, prioritize high-value prospects, and execute strategic outreach efforts that support the company’s revenue and growth objectives related to public safety and determining qualification viability. The BDR owns the early stages of the sales cycle, including identifying ideal prospects, evaluating organizational fit, conducting consultative qualification, and shaping pipeline development for the sales organization.

This position requires a deep understanding of industry needs, the ability to tailor communication to various decision-makers, and the capability to provide insight-driven recommendations to leadership. You will collaborate cross-functionally, contribute to process and strategy improvements, and play a pivotal role in enhancing the effectiveness of our outreach programs and lead conversion efforts.

• Conduct independent research to identify, evaluate, recommend and prioritize high-value accounts based on market trends, organizational structure, and ideal customer profile alignment.
• Develop and execute customized, multi-channel outreach strategies (phone, email sequences, social media, networking platforms) to engage potential clients.
• Exercise discretion in selecting which agencies, contacts, and opportunities warrant escalation or continued nurturing.
• Own the development and management of a robust pipeline of Sales Qualified Leads (SQLs), ensuring each opportunity aligns with organizational revenue goals.

• Apply a consultative approach to identify prospect challenges, operational goals, and technology requirements.
• Use professional judgment to assess qualification criteria, including need, timing, budget, authority structure, and business fit.
• Tailor product education and solution positioning based on industry, department role, and use-case complexity.
• Evaluate decision-making hierarchies within organizations to determine opportunity pathing and next steps.
• Research high value agencies to analyze procurement cycles and operational needs.
• Participate in forecasting meetings.

• Independently evaluate inbound inquiries from digital marketing, events, referrals, and campaigns.
• Assess urgency, potential impact, organizational alignment, and sales readiness using established—and evolving—qualification frameworks.
• Independently determines the prioritization of territories, agencies, and decision-makers.
• Exercises Judgement in developing outreach strategies tailored to operational challenges with the public safety and government sectors.

• Work closely with Business Managers, Account Executives, Marketing, and internal stakeholders to ensure smooth and strategic handoffs of qualified opportunities.
• Provide continuous feedback to Marketing on messaging effectiveness, lead quality, and campaign alignment.
• Share insights with Sales and Product teams regarding prospect pain points, unmet needs, and industry trends.
• Participate in sales strategy meetings to support improvements to targeting, outreach methods, and pipeline development processes.

• Maintain comprehensive and accurate records of prospect interactions, qualification criteria, and opportunity outcomes in Hub Spot CRM.
• Analyze outreach and pipeline metrics weekly to identify patterns, optimize workflows, and enhance overall conversion performance.
• Offer recommendations for improving outreach processes, messaging sequences, lead scoring criteria, and sales enablement tools.
• Support pilot testing of new strategies, tools, and campaigns, and present insights to leadership based on outcomes.
• Create communication to chiefs, administrations, Directors and IT leadership.