Business Development Representative

Cielo Projects•Portland, ME

11d

About The Position

Under the leadership of the Kepware Inside Sales & Business Development Manager, Velotic is hiring a Business Development Representative (BDR) to drive outbound pipeline creation and revenue growth across the Kepware and ThingWorx product lines. This role is critical to scaling Velotic’s growth by generating new opportunities, expanding existing customer relationships, and owning the full sales cycle for mid-tier opportunities. The role blends outbound prospecting with direct revenue ownership and serves as a key bridge between transactional sales and enterprise account execution.

Requirements

2–5 years of business development, outbound sales, or account management experience
Demonstrated success generating qualified pipeline and closing mid-market B2B deals
Strong discovery, qualification, and deal management capabilities
Experience in a team-based or overlay sales model with clear accountability for pipeline and revenue
Proficiency with CRM platforms and sales engagement tools
Ability to thrive in a metrics-driven environment with consistent forecasting and pipeline management
Bachelor's degree or equivalent professional experience

Nice To Haves

Background selling B2B software, SaaS, or industrial technology solutions
Knowledge of manufacturing, industrial automation, or Industrial IoT (IIoT) markets
Proven track record executing expansion and cross-sell sales motions
Hands-on experience with Salesforce or comparable CRM platforms
Familiarity with sales methodologies and structured outbound prospecting frameworks

Responsibilities

Execute structured outbound prospecting across Kepware and ThingWorx
Engage prospects via email, phone, social, events, and targeted campaigns
Follow up on marketing-generated leads, partner referrals, and product usage signals
Identify, qualify, and advance opportunities aligned to ICPs and sales plays
Build and maintain a consistent, high-quality outbound pipeline
Own the full sales cycle for mid-tier and non-strategic opportunities
Lead discovery, solution positioning, pricing, and deal execution
Progress deals efficiently while adhering to pricing and approval guidelines
Maintain accurate forecasting, pipeline tracking, and CRM hygiene
Deliver a professional and consistent customer buying experience
Engage existing Kepware customers to identify expansion opportunities
Recognize enterprise signals (multi-site deployments, standardization, transformation initiatives)
Position Kepware as the foundation for industrial data connectivity
Retain ownership of mid-tier expansions while escalating strategic opportunities to Account Executives
Identify opportunities to introduce ThingWorx based on customer needs
Articulate integrated use cases across IIoT, analytics, and application workflows
Execute cross-sell motions independently and in partnership with Account Executives
Document use cases, stakeholders, and buying criteria
Support Account Executives on strategic enterprise opportunities
Deliver well-qualified, sales-ready opportunities with strong discovery
Ensure seamless handoffs for larger or more complex deals
Maintain alignment throughout the opportunity lifecycle
Follow defined outbound cadences and qualification frameworks
Maintain accurate CRM data including activities, pipeline, and forecasts
Utilize sales engagement and enablement tools consistently
Participate in onboarding, training, and coaching sessions
Provide feedback on messaging, lead quality, and performance