Business Development Representative - Player/Coach

UFS LLC

About The Position

We're expanding our Business Development function to meet the increasing demands of our sales organization. We are seeking a dynamic Player/Coach BDR to lead from the front, drive pipeline growth, and elevate the performance of our BDR team. This hybrid role blends frontline prospecting with operational leadership, coaching, and cross-functional collaboration. You’ll generate qualified leads, mentor junior BDRs, and help shape the systems, cadences, and tools that drive scalable, repeatable pipeline generation. This is a critical role where you will help shape the future of our GTM organization – leading by example, coaching with purpose, and driving operational excellence.

Requirements

Strong understanding of B2B sales fundamentals, ideally within the technology or financial services sectors.
Proven ability to identify, qualify, and nurture leads through phone, email, and digital channels.
Excellent verbal and written communication and active listening skills, with the ability to engage confidently and professionally with business decision-makers.
Curious, driven, and self-motivated with a strong sense of ownership and accountability for achieving goals.
Comfortable discussing technology and able to translate complex solutions into simple, client-relevant value.
Resilient and adaptable in a fast-paced environment, maintaining focus and positivity when facing challenges.
Collaborative, team-oriented mindset with a desire to partner closely with Sales and Marketing to improve outreach strategies and campaign success.
Strong organizational, time-management, and prioritization skills, with attention to detail in CRM and pipeline tracking.
Data-aware mindset with the ability to interpret prospect engagement metrics and use insights to improve outreach effectiveness.
Eager to learn and grow—open to feedback, continuous improvement, and professional development.
Desire to continually improve and contribute to our Purpose of Empowering Community Banks and our People to Thrive – Together.
3–5 years of experience in a BDR, SDR, or inside sales role, with a proven track record of exceeding pipeline goals.
Deep understanding of sales development tools, Salesforce, Gong, etc.
Strong communication, organizational, and analytical skills.
Passion for process improvement, data accuracy, and team development.
Comfortable navigating ambiguity and driving clarity through structure and collaboration.

Nice To Haves

Experience mentoring or coaching peers; leadership experience is a strong plus.

Responsibilities

Actively prospect and generate qualified leads while modeling best practices for outreach, messaging, and follow-up.
Set the standard for pipeline development and sales readiness by staying in the field and showing what “good” looks like.
Document and share insights from personal wins and losses to help the team replicate success and avoid pitfalls.
Provide real-time coaching, feedback, and support to BDRs through call reviews, roleplays, and 1:1 sessions.
Mentor new BDRs during ramp-up with structured check-ins, shadowing, and informal coaching.
Host micro-trainings on targeted skills (e.g., objection handling, subject lines, video outreach).
Monitor team performance signals and proactively support teammates showing signs of disengagement.
Foster a safe, transparent feedback culture that encourages learning and growth.
Act as a bridge between Sales, Marketing, and Growth Operations—bringing visibility to what’s working and what’s not.
Represent the BDR team in GTM meetings, ensuring their needs are considered in process, tool, and messaging changes.
Share on-the-ground insights to inform campaign strategy, content creation, and lead targeting.
Collaborate with Growth Ops and tech teams to pilot new tools, refine workflows, and support change management.
Design and iterate outbound workflows that balance personalization with repeatability and scale.
Audit cadences and tooling usage to streamline steps and improve time-to-engagement.
Contribute to sales playbooks and documentation that reflect current best practices.
Partner with leadership to establish performance expectations and ensure accountability.
Support operational efficiency by identifying manual tasks and working with Growth Ops to automate or simplify.
Partner with Sales & Marketing leadership to assess and optimize territory coverage models.
Collaborate on policies and procedures that support consistent, scalable business development.
Lead cross-functional initiatives that influence new business development, client engagement, and retention.
Coordinate with Sales & Marketing to test messaging and track outbound performance, relaying insights for optimization.