Business Development Representative

Overview

This position is an excellent opportunity for candidates early in their sales career who are motivated to learn, develop core selling skills, and gain exposure to the full sales cycle. The role offers hands-on experience, coaching, and opportunities for professional growth in a performance-driven environment.

Ed Carpenter Racing (ECR) is seeking a driven, competitive, and revenue-focused Business Development Representative (BDR). This role is responsible for facilitating the sales process to generate new business and drive revenue growth by identifying and securing team partners. You will take ownership of the full sales cycle—from prospecting and developing pipelines to helping to close deals and expanding long-term partnerships. The Business Development Representative (BDR) plays a key role in expanding our brand presence by identifying and qualifying opportunities and setting up discovery meetings with prospective race team partners.

This role focuses on identifying and engaging brand-side and agency decision makers to connect with ECR leadership to explore potential sponsorship opportunities.

Goal: Drive new business and open new sales channels to increase brand visibility, foster long term partners and drive increased revenue.

• Prospect and Qualify Leads: Research and identify potential business partners, including both market leaders and challenger brands in key categories that align with the ECR positioning and approach, including healthcare, CPG grocery, beverage, technology and others.
• Outbound Outreach: Aggressively work to generate new revenue through outbound prospecting, cold calling, email campaigns and networking, to introduce ECR and generate in person discovery meetings.
• Pipeline Development: Develop and maintain a strong pipeline across both traditional and non-traditional markets. Maintain 60–80 active touchpoints (calls, emails, texts) while driving a robust appointment schedule with decision-makers.
• Lead Nurturing: Build and maintain relationships with prospects, both past and present, through ongoing communication and education about the team and the Indy Car series.
• Market Research: Monitor sponsorship and marketing trends, competitor activities, and customer preferences to identify growth opportunities.
• Sales
  
  Collaboration:
  
  Work closely with the sales and marketing teams to pursue qualified leads and provide market feedback for campaign improvement.
• Presentation Development – Collaborate with sales and marketing teams to develop sponsorship packages and presentation materials that address identified prospects needs and interests.
• Brand Representation: Act as a brand ambassador, effectively communicating our positioning and brand story.

• Strong communication and networking skills
• Willingness to conduct cold outreach and follow-up
• Familiarity with sports-related sponsorship and marketing practices
• Proactive and goal-driven mindset
• Creative, strategic thinker with strong problem-solving abilities
• Meets or exceeds weekly, monthly, and annual sales-focused targets
• Competitive, coachable, and motivated by targets and performance metrics
• Previous experience in sales or lead generation preferred.