Business Development Representative; BDR

Business Development Representative (BDR)

Join the team at Upshop, the market leader in Total Store Operations solutions for the Grocery and C‑Store markets. Upshop offers an AI‑powered SaaS platform that connects Fresh, Center, eCommerce, and DSD department operations to deliver a simplified, smarter, and more connected store experience. Customers running Upshop realize significant improvements in sales, shrink, food safety and sustainability across the entire store.

450+ retail chain accounts trust our software in over 55k+ stores, 35 countries, and 3 continents.

At Upshop, the Business Development Representative (BDR) is a key member of the Demand Generation team. The BDR’s mission is to identify, qualify, and develop new business opportunities through Sales Qualified Leads (SQLs) that expand our Upshop 360 platform across grocery, convenience retail (C‑store), and other emerging verticals. This role blends analytical skills with strategic outreach, including deep market and Ideal Customer Profile (ICP) research.

You will turn data into intent, intent into conversation, and conversation into qualified opportunities.

• Identify and qualify new opportunities through data analysis, inbound engagement, and account‑based insights.
• Conduct structured market and ICP research to identify high‑potential accounts in targeting industries, especially convenience (C‑Store).
• Use intent data, engagement metrics, and CRM analytics to prioritize and target accounts most likely to convert.
• Execute personalized outreach through digital channels and Linked In to generate interest and convert leads.
• Demonstrate a strong grasp of Upshop’s competitive differentiators to effectively position the value proposition and overcome objections in early prospect conversations.
• Conduct outreach to invite and confirm attendance of qualified prospects for Upshop events, webinars, and field activations.
• Maintain a refined and active target list, updating based on performance and market feedback.

• Assess prospect pain points, business challenges, and alignment with Upshop’s solutions.
• Convert inbound and campaign‑driven leads into sales‑ready opportunities.
• Schedule qualified discovery calls or demos for Account Executives with full context and notes.
• Ensure accurate activity tracking and opportunity management in Salesforce and Hub Spot.

• Partner with Product Marketing, Sales, and fellow Demand Gen team members to align messaging, targeting, and campaign execution.
• Share lead quality insights and conversion data to improve targeting and content.
• Contribute to persona refinement and segmentation based on real‑world prospect data.
• Support event‑based campaigns through data analysis, outreach coordination, and follow‑up strategies.

• Consistently meet or exceed weekly activity goals across outreach channels — including emails, phone calls, and Linked In engagements.
• Maintain detailed, accurate records of all outreach and engagement activities in Salesforce and Hub Spot.
• Track weekly metrics to ensure alignment with performance benchmarks.
• Demonstrate steady, upward trends month‑over‑month in key indicators such as engagement rates, qualified leads (MQLs), and Sales Qualified Leads (SQLs).

• Track activity, conversion rates, and SQL generation against KPIs and benchmarks.
• Analyze engagement data and recommend actions for improving pipeline performance.
• Collaborate with Revenue Operations to maintain visibility into lead flow and campaign attribution.
• Report on weekly activity and conversion performance, highlighting improvements in engagement, lead quality, and pipeline creation.
• Deliver structured feedback on campaign and message effectiveness.

• 3–5 years of experience in B2B SaaS business development, demand generation, or lead qualification.
• Proven success driving measurable SQLs through digital outreach and campaign follow‑up.
• Strong analytical ability to interpret data, intent, and engagement metrics.
• Excellent written communication skills for precise, professional digital outreach.
• Proven ability to…