Business Development Representative (Remote, United States EST/CST)

M-Files

22h•$55,000 - $60,000•Remote

About The Position

As part of M-Files’ North America Business Development team, the Business Development Representative creates qualified discovery meetings through proactive outbound prospecting. The role researches priority accounts, engages relevant buyers through phone, email, social media, and video, qualifies initial interest, and hands qualified discovery meetings to Account Executives, who own opportunity progression and the broader sales cycle. The BDR works closely with assigned Account Executives, Sales leadership, and Growth Marketing to align target accounts, messaging, and campaigns. This is a fully remote role open to candidates in the United States, with Eastern or Central time zones preferred. Occasional travel for company events, conferences, and internal meetings is required. The position reports to the Manager, Business Development – North America. Success is measured by outbound activity, qualified discovery meetings, qualification and handoff quality, CRM accuracy, and contribution to sales-qualified opportunities and pipeline creation. Variable compensation includes a revenue-impact component as defined in the BDR compensation plan; specific targets are outlined in the BDR performance plan.

Requirements

Demonstrated ability to create conversations through cold calling, personalized email, social selling, referrals, and persistent multi-channel follow-up.
Comfort working toward clear activity, qualified discovery meeting, conversion, and pipeline-contribution goals in a performance-driven environment.
Strong account research, written communication, discovery, objection-handling, and verbal communication skills.
Self-motivated, coachable, disciplined, organized, and accountable for consistent execution.

Nice To Haves

One or more years of experience in outbound business development, sales development, outbound sales, or a related customer-facing role; equivalent experience demonstrating strong prospecting and communication skills will also be considered.
Experience with Salesforce, Gong Engage, LinkedIn Sales Navigator, 6sense, or similar sales tools.

Responsibilities

Create qualified discovery meetings within assigned North America accounts and territories, supporting early-stage opportunity creation through qualification and handoff.
Meet assigned daily, weekly, monthly, and quarterly outreach goals across phone, email, social media, video, and other approved channels.
Use ideal customer profile criteria, intent signals, campaign engagement, and account research to prioritize target accounts.
Identify relevant decision-makers, influencers, and potential champions, and engage multiple stakeholders across priority accounts.
Personalize outreach by connecting M-Files capabilities to prospects’ industries, business priorities, information-management challenges, and potential use cases.
Qualify prospective interest by confirming business need, current environment, relevant stakeholders, urgency, and an agreed next step before handing a qualified discovery meeting to an Account Executive.
Align with Account Executives on priority accounts and messaging, share prospect intelligence, coordinate qualified meeting handoffs, and document agreed next steps.
Follow up persistently and professionally through objections, nonresponse, and longer buying timelines.
Keep CRM records, contact information, activity history, qualification notes, meeting outcomes, and handoff details complete and current.
Review outreach activity, conversion, meeting quality, and contribution to opportunity creation with management, then adjust execution based on coaching and results.
Share common objections, messaging insights, competitive information, and campaign feedback with Sales and Marketing.
Travel for Sales Kickoff and occasional relevant team events or conferences, generally semi-annually or annually.