Business Development Representative -ELM Solutions
About The Position
The Business Development Representative drives new-logo growth for ELM Solutions by identifying, engaging, qualifying, and handing off opportunities within targeted accounts and industry verticals, including insurance and life sciences/healthcare. The role supports ELM’s Vertical Account Targeting strategy and growth initiatives through proactive prospecting, account research, stakeholder mapping, and early-stage qualification. It bridges Marketing and Sales and partners with Account Executives to focus on qualified opportunities, providing actionable account intelligence and standardized qualification information. The representative contributes to planning and coordinating marketing and sales initiatives and executes them in support of organizational objectives. The role is remote-based, with limited travel of less than 10%. Applicants may be required to appear onsite at a Wolters Kluwer office during the recruitment process.
Requirements
- At least 1 year of experience in business development, sales development, inside sales, lead generation, or a related discipline.
- Experience conducting outbound prospecting and qualification activities.
- Experience using CRM systems, such as Salesforce.
- Skills in prospecting, lead qualification, account research, territory planning, and stakeholder mapping.
- Executive-level written and verbal communication skills, confident and credible phone presence, discovery and active listening skills, and strong relationship-building skills.
- Ability to understand operational, financial, and business challenges and connect customer needs to business outcomes.
- Organization and prioritization, attention to detail, accountability, resilience, curiosity, learning agility, and ability to thrive in a collaborative, fast-paced environment.
Nice To Haves
- Bachelor’s degree in business, marketing, communications, legal studies, or a related discipline, or equivalent professional experience.
- Familiarity with complex B2B sales environments.
- Experience engaging multiple stakeholders and senior business leaders.
- Experience with sales intelligence tools such as ZoomInfo, LinkedIn Sales Navigator, and Bombora.
- Familiarity with MEDDPICC or similar qualification frameworks.
- Familiarity with Challenger Sale or similar sales methodologies.
- Experience with MS Office, AI, Gong, LinkedIn Sales Navigator, ZoomInfo, and enablement platforms such as Highspot or Seismic.
Responsibilities
- Execute marketing campaigns and provide feedback on them.
- Conduct market research and whitespace analysis to identify potential sales opportunities.
- Collaborate with Sales and Marketing to align lead-generation plans.
- Maintain and analyze sales and customer data, including buying committees, key stakeholders, economic buyers, champions, and decision makers.
- Collaborate with partner Account Executives to define targeting and prospecting strategies.
- Engage potential clients aligned to the ideal customer profile through value-based outreach and industry-specific messaging to create curiosity and generate interest.
- Conduct initial discovery conversations, validate ideal customer profile alignment, and uncover business challenges.
- Handle inbound leads and inquiries.
- Cultivate and maintain strong customer relationships.
- Contribute to pipeline development.
- Partner with New Logo Account Executives, Account Managers, Sales Engineers, Marketing, Product Marketing, Revenue Operations, and Sales Enablement to create a feedback loop for continuous improvement.
- Contribute to planning and coordinating marketing and sales initiatives supporting organizational objectives.
Benefits
- Medical, dental, and vision plans
- 401(k)
- Flexible spending account (FSA) and health savings account (HSA)
- Commuter benefits
- Tuition assistance plan
- Vacation and sick time
- Paid parental leave
- Commission eligibility
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
