Business Development Representative

POSITION SUMMARY

The Business Development Representative (BDR) is responsible for creating pipeline by converting outbound outreach into high-quality appointments for our Outside Sales team. This role is 100% appointment setting and meeting qualification and combines outbound prospecting & appointment setting (≈85%) and meeting qualification & meeting protection (≈15%).

• Own outbound activity and meeting creation for a defined territory, segment, or account list.
• Execute daily multi-channel outreach (calls, voicemail, email, social) using a structured, repeatable cadence.
• Consistently reach and speak with decision-makers and influencers (Owner/VP/Director-level, as applicable).
• Use strong openers and concise discovery to identify pain, urgency, and fit.
• Build and maintain a clean, prioritized prospect pipeline with next actions scheduled.

• Book meetings that are qualified and actionable, not "calendar clutter."
• Qualify against defined standards (ICP fit, problem we solve, stakeholder alignment, next step clarity).
• Protect meeting quality through confirmations, reminders, and pre-call context to maximize show rate.
• Capture required notes into Hub Spot CRM (pain, current state, priority, stakeholders, timeline, agreed next step).
• Partner with Outside Sales to continuously tighten qualification thresholds.

• Handle rejection professionally and confidently while maintaining consistent pace and tone.
• Develop mastery in objection handling (timing, budget, authority, "send me info," "not interested," competitor lock-in).
• Participate in call reviews, coaching, and roleplays; implement feedback fast.
• Test and refine messaging, sequences, and target to improve conversion week over week.

• Work closely with Sales leadership and Account Management / Outside Sales to align on target lists, personas, and campaign priorities.
• Provide clean handoffs with complete notes and context so the sales team can win.
• Share real-time market intelligence (objections, competitor mentions, common triggers, messaging wins).
• Participate in performance reviews and take ownership of improvement actions.

• Leverage tools (CRM, dialer, sequencing, reporting) to track activity, conversions, meeting outcomes, and quality.
• Maintain accurate, timely reporting to create visibility and accountability.
• Identify what's working (and what isn't) and adjust fast.

• Competitive Drive - Treats targets like a scoreboard and wants to win.
• Resilience - Handles rejection without emotional drag; bounces back instantly.
• Coachability - Applies feedback fast and consistently; seeks improvement.
• Phone Presence - Clear, confident, persuasive communicator; can control a call.
• Discipline & Consistency - Executes daily activity and follow-up without needing reminders.
• Accountability & Ownership - Owns inputs and outcomes end-to-end and follows through.
• Organization - Manages time, tasking, and follow-ups with precision.

Welcome to the team, where accountability meets excellence! Your success is measured by these key metrics:

• Activity: 100-140 total outbound activities/day (calls + emails + social), including 70-80 dials/day and 25-50 emails/day.
• Conversations: 5-7 quality conversations/day.
• Meetings: 16-20 qualified meetings set/month; 12-16 qualified meetings held/month (80%+ show rate target).
• Quality gates: ≥70% of meetings are Sales-Accepted (SAL/SQL) AND ≥50% of accepted meetings produce a defined next step.
• Cadence discipline: 10-12 touches per prospect/account before disqualification.
• Hygiene: 100% activity logged; notes include pain, current state, stakeholders, timeline, and next step.

• 1-3+ years in outbound prospecting, SDR/BDR, appointment setting, recruiting, fundraising, or high-volume phone roles preferred (we'll evaluate performance, not just titles).
• Demonstrated ability to handle high activity and persistent rejection while maintaining confidence and professionalism.
• Strong verbal…