Business Development Representative

The Business Development Representative (BDR) is the engine of top-of-funnel growth. You will own the full prospecting motion — from identifying and sourcing target contacts to feeding them into multi-channel outbound campaigns, nurturing prospects through early-stage conversations, and converting engagement into qualified pipeline. You will also serve as the first human touch for inbound inquiries, respond quickly to capture intent, and work hand-in-hand with Account Executives to book, run, and advance discovery calls. Your output is measured in Sales Qualified Leads (SQLs) and pipeline dollars delivered. 

Core Responsibilities 

Prospecting & Contact Intelligence 

• Research and build target account lists aligned to the Ideal Customer Profile (ICP) using tools such as LinkedIn Sales Navigator, ZoomInfo, Prospeo, Apollo, Cognism, or Clay. 

• Identify, source, and validate key decision-maker contacts (title, email, phone, LinkedIn profile) before loading them into outbound sequences. 

• Use intent data, technographic signals, and firmographic filters to prioritize high-fit, high-intent accounts. 

• Maintain rigorous contact hygiene — verify data accuracy before every campaign load to protect sender reputation and improve deliverability. 

• Monitor trigger events (funding rounds, executive hires, product launches, job postings) to identify timely outreach opportunities. 

Outbound Campaigns & Multi-Channel Outreach 

• Build, launch, and optimize outbound sequences using sales engagement platforms (e.g., Outreach, Salesloft, HubSpot Sequences) across email, phone, and LinkedIn. 

• Personalize messaging at scale — tailor subject lines, opening lines, and value propositions to persona, vertical, and pain point. 

• Execute a structured daily outreach cadence: cold calls, cold emails, LinkedIn connection requests and messages. 

• A/B test subject lines, call-to-action language, and sequence steps; use performance data to iterate and improve reply and booking rates. 

• Leverage AI writing assistants and research tools to accelerate personalization without sacrificing quality. 

Inbound Lead Response & Nurture 

• Respond to inbound inquiries (web forms, chat, content downloads, event registrations) within SLA — target under 5 minutes during business hours. 

• Qualify inbound leads against ICP criteria (BANT: Budget, Authority, Need, Timing) and route appropriately. 

• Nurture leads that are interested but not yet ready to buy using drip sequences, relevant content, and timely follow-up touches. 

• Re-engage cold or stalled leads using fresh messaging, new triggers, or relevant case studies and social proof. 

Booking Meetings & Qualification Calls 

• Convert prospect engagement into booked discovery or qualification calls on Account Executive calendars. 

• Send calendar invites with clear agendas, confirming logistics and providing pre-read materials where appropriate. 

• Attend qualification calls as a participant or note-taker; contribute to the conversation and help establish next steps. 

• Conduct first-line qualification calls independently when appropriate, using a structured framework (MEDDIC, BANT, SPIN, or company-defined process). 

• Confirm, remind, and rescue at-risk meetings to protect show rates. 

Setting Next Steps & Advancing Opportunities 

• Ensure every interaction ends with a confirmed next step — a follow-up call, demo, or proposal discussion on the calendar before leaving the conversation. 

• Work with Account Executives to prepare thorough handoff notes: contact roles, pain points surfaced, objections raised, budget and timeline context. 

• Follow up post-meeting with prospects who did not convert to keep them warm and re-enter them into nurture sequences. 

• Identify expansion or multi-threading opportunities within target accounts and surface these to the AE team. 

SQL & Pipeline Delivery 

• Apply a consistent SQL definition — agreed jointly with Sales and Marketing — before advancing any lead to the pipeline. 

• Meet or exceed monthly and quarterly targets for SQLs delivered and pipeline dollar value generated. 

• Track SQL-to-opportunity conversion rates and work with AEs to diagnose and improve handoff quality over time. 

• Participate in pipeline review meetings and provide visibility into top-of-funnel health, coverage, and forecast. 

CRM, Tools & Data Hygiene 

• Maintain complete, accurate, and up-to-date records in Salesforce and/or HubSpot for every prospect interaction, call note, and stage change. 

• Use Gong (or equivalent conversation intelligence platform) to review call recordings, identify coaching moments, and replicate winning talk tracks. 

• Leverage LinkedIn Sales Navigator for account research, warm introductions, and social selling activity. 

• Log all activities in CRM in real time — calls, emails, LinkedIn messages, meetings booked, meetings held — to ensure accurate pipeline attribution and reporting. 

• Flag data quality issues (duplicate records, missing fields, outdated contacts) and work with RevOps to resolve them. 

Collaboration & Feedback Loops 

• Partner with Marketing to align on campaign themes, messaging, and content assets that support outbound sequences. 

• Provide structured feedback to Marketing on lead quality, campaign resonance, persona pain points, and competitive intelligence gathered in the field. 

• Collaborate with Account Executives on territory coverage, account prioritization, and target personas. 

• Participate in BDR team meetings, forecast calls, and 1:1s with your manager; bring data to every discussion. 

• Share winning talk tracks, email templates, and objection-handling plays with the broader team to raise collective performance. 

Market Intelligence & Continuous Improvement 

• Stay current on industry trends, competitive landscape, and the company’s product roadmap to sharpen prospecting conversations. 

• Research competitors’ positioning and gather prospect objections to help inform sales enablement and product marketing. 

• Attend relevant webinars, virtual events, and trade shows to build market knowledge and generate leads. 

• Invest in ongoing skill development: sales methodology training, tool certifications, and coaching from leadership.