Business Development Representative II (West Coast Territory)

Digi International•,

11d•$67,000 - $101,000•Remote

About The Position

Particle by Digi is seeking a Business Development Representative II to join its rapidly growing team. This is a fully qualified BDR role with advanced expertise beyond entry-level, focusing on working knowledge of Particle by Digi's IoT product and service offerings, as well as industry knowledge. The role is primarily outbound, responsible for acquiring new logos within assigned segments, verticals, territories, and/or product lines, and handing off qualified leads to sales account managers. Approximately 30-50% of the time is dedicated to prospecting. This position participates in a sales incentive/commission plan and does not close sales directly. Minimal travel (10-20% annually) is required for trade shows, large customer accounts, or development opportunities. The role is typically performed via telephone, web meetings, chat, email, or other electronic communication.

Requirements

2-3+ years of related inside sales or business development experience
3+ years applicable industry experience in a relevant business segment (e.g., IoT, networking, cellular, embedded systems, RF, or related verticals such as energy, healthcare, retail, or industrial)
Proficient in understanding and demonstrating two or more of the following: KOT, two-tiered sales model, BANT score, solution selling
Demonstrated achievement of year-over-year sales quota, revenue growth, and/or business goals
Demonstrated presentation skills at all levels of an organization, including C-suite
Demonstrated negotiation skills and ability to land on mutual agreements
Demonstrated ability to explain a product and/or service and how it solves customer pain points
Excellent written and verbal communication skills: compelling prospecting emails, phone presence, and active listening
Proven ability to craft engaging and targeted messaging to prospects
Proficiency with CRM and software tools such as NetSuite, Salesforce, HubSpot, Google Suite, and Office 365
Ability to create a plan for success through effective planning with a structured day-to-day approach
Diligence, curiosity, and an appetite for getting things done quickly and effectively
Strong research skills and ability to define and pursue the ideal customer profile
Must have valid work authorization in the United States at the time of application. Visa applications of any kind will not be considered.

Nice To Haves

Track record of top performance and success in a quota-carrying role
Demonstrated success in upselling or add-on selling
Ability to independently develop and execute sales campaign strategies
Organized and efficient approach toward day-to-day work with the ability to manage complex projects while maintaining accuracy
Genuine excitement about the IoT space and Particle's platform and mission
Volunteers or is nominated by peers for projects outside of normal day-to-day responsibilities (e.g., NetSuite adaptation, training, culture, or other company initiatives)
Bachelor's degree

Responsibilities

Build pipeline by prospecting and developing qualified leads within assigned segment, vertical, territory, and/or product line
Complete 20-40 outbound phone calls per day (manual, not predictive)
Partner with Account Executives to identify companies fitting Particle by Digi's ideal customer profile and proactively prospect into those target accounts
Identify new vertical and horizontal markets and work cross-functionally to design prospecting strategies and targeting approaches
Qualify inbound leads and identify new opportunities within Particle's developer community of 120,000+ members (approximately 20% of time)
Craft thoughtful, targeted messaging to further build the pipeline
Achieve monthly quota of sourced qualified opportunities
Articulate Particle by Digi's value proposition to assess fit with prospective customers' business needs
Develop detailed account org structures, activities, and business priorities in targeted segments
Build rapport with decision makers and navigate from initial contacts to the appropriate level within a prospective organization, including C-suite
Respond to incoming calls from customers, resellers, and end users
Effectively hand off qualified leads and opportunities to appropriate sales team members
Maintain detailed account profiles, account status, and up-to-date activity reporting in CRM (NetSuite)
Create a database of CRM intelligence by consistently logging activities, updating information, adding contacts, and entering new accounts
May provide guidance to less experienced Account Managers, ISRs, BDRs, or SDRs
Contribute ideas and action plans to improve team performance and processes
Actively pursue continuing education and development programs to maintain and enhance technical and functional skill