Business Development Representative

Jonas Software

About The Position

The Business Development Representative (BDR) supports the Sales organization by identifying, engaging, and qualifying prospective sales opportunities before transitioning qualified opportunities to the appropriate Sales Representative. The BDR serves as an important first point of contact for prospective clients and plays a key role in building a healthy sales pipeline. This position is responsible for understanding a prospect's business needs, determining their level of interest and sales readiness, gathering relevant information, and ensuring the Sales team receives well-qualified opportunities with the information needed to move efficiently through the sales process. In addition to new business opportunities, the BDR supports Back to Base initiatives by identifying and qualifying opportunities within the existing client base for additional products and services.

Requirements

High school diploma or equivalent required.
Strong verbal and written communication skills with the ability to build rapport quickly.
Ability to ask effective discovery questions and actively listen to understand business needs.
Comfortable conducting outbound telephone and email outreach to prospective and existing clients.
Ability to recognize potential sales opportunities without prematurely advancing unqualified leads.
Strong organizational and follow-up skills with the ability to manage multiple leads and priorities simultaneously.
Ability to learn and communicate the value of multiple products and services.
Comfortable working toward measurable activity and performance goals.
Ability to receive coaching, incorporate feedback, and continuously improve.
Strong attention to detail and commitment to maintaining accurate CRM records.
Ability to work collaboratively with Sales and other departments while maintaining clear ownership of assigned responsibilities.
Self-motivated with the ability to remain persistent and professional when prospects are difficult to reach or initially uninterested.

Nice To Haves

Associate or Bachelor’s degree in Business, Marketing, Communications, or a related field preferred.
Previous experience in business development, inside sales, lead generation, customer service, account management, or a related customer-facing role preferred.
Experience working within a SaaS, technology, payments, fitness, or business-to-business environment is preferred.
Experience working with CRM systems such as HubSpot is preferred.

Responsibilities

Respond to and engage assigned leads through telephone, email, and other approved communication channels.
Conduct initial discovery conversations to understand the prospect's business, needs, challenges, current solutions, decision-making process, and level of interest.
Qualify prospective opportunities using established criteria to determine fit and sales readiness.
Schedule qualified prospects with the appropriate Sales Representative and provide a clear, complete handoff of information gathered during the qualification process.
Maintain consistent and timely follow-up with leads that require additional nurturing before they are ready to engage with Sales.
Conduct outbound prospecting activities as assigned to identify and develop new potential business opportunities.
Support Back to Base sales initiatives by reviewing existing client accounts and identifying opportunities for additional products, services, or solutions.
Contact existing clients as part of Back to Base campaigns to determine interest, business need, and readiness for additional solutions before transitioning qualified opportunities to Sales.
Develop a working knowledge of company products, services, pricing structure, target markets, and ideal customer profiles to effectively identify potential opportunities.
Accurately document prospect and client interactions, qualification information, follow-up activities, and outcomes within HubSpot and other designated systems.
Maintain accurate lead statuses and ensure opportunities are appropriately progressed, nurtured, disqualified, or transitioned based on established processes.
Partner closely with assigned Sales Representatives to understand priorities, target opportunities, qualification expectations, and feedback regarding lead quality.
Collaborate with Marketing, Customer Success, and other internal teams when opportunities or relevant client information are identified.
Meet established performance expectations related to outreach activity, response time, qualified opportunities, scheduled meetings, lead conversion, and Back to Base initiatives.
Participate in sales training, coaching, team meetings, and ongoing product education to continuously improve sales development skills and product knowledge.
Provide feedback regarding common prospect questions, objections, competitive information, and market trends identified through conversations.
Represent the company professionally and create a positive experience during every prospect and client interaction.