Inbound Business Development Representative

Fullbay•Phoenix, AZ

About The Position

The Inbound Business Development Representative connects Fullbay with prospective heavy-duty repair shops and turns inbound leads into sales opportunities. Reporting to the Director of Business Development, the representative responds to demo requests within service-level windows, follows up on reassigned and other engaged leads, qualifies prospects, and books demos for Account Executives. The role owns assigned leads from first contact through conversion and supports the rebuilding of Fullbay’s BDR organization as an AI-first team. Success is measured by fast response times, completion of lead cadences unless a lead meets documented disqualification criteria, accurate Salesforce notes, daily activity targets, and monthly goals for qualified demos and closed-won revenue. The representative uses coaching, call reviews, metrics, and AI-first workflows to improve talk tracks and objection handling, while sharing prospect feedback with Sales and Marketing. This is a fast-paced, measured role suited to someone with one to two years of customer-facing experience with measurable goals. The position regularly involves working at a desk using a computer and telephone. The work environment is usually moderately noisy. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Requirements

GED, high school diploma, or equivalent; a college degree is not required.
One to two years of hands-on experience in a customer-facing role with measurable goals, such as sales, sales development, customer service, retail, cellular sales, call center, hospitality, education, recruiting, military, or skilled trades.
A track record that can be described with numbers, such as targets, rankings, or customer scores met or exceeded.
Strong verbal and written communication, including persuasive communication by phone, email, or in person.
Curiosity and discovery skills: ask thoughtful questions, listen closely, and apply a structured qualification framework.
Resilience and composure under pressure and rejection; use rejection as information and continue with an improved approach.
Coachability and a data-driven approach, including reviewing personal calls and metrics, responding to feedback, and working toward monthly goals.
Comfort using online meeting and web-conferencing software, CRMs, and sales engagement tools such as Salesforce.
Working knowledge of Google Workspace or similar web-based tools and ability to learn new technology quickly.
Openness to changing processes and adopting AI-first ways of working while respecting what already works.
Strong organization and time-management skills and ability to work independently in a fast-paced SaaS environment.
Demonstrated success and overachievement in a work- or school-based setting.
Self-starter with a positive attitude, confidence, and a desire to excel.
Team player able to juggle multiple priorities and support the performance of colleagues.
Ability to regularly sit at a desk, use hands to operate a computer keyboard and telephone, and lift or move up to 10 pounds.
Ability to frequently use hands and arms for reaching, walk, and communicate effectively through speaking and listening.
Close vision, color vision, and ability to adjust focus.

Responsibilities

Respond to inbound leads by phone and email within defined SLA windows.
Manage inbound channels, including the inbound phone line, Facebook leads, and demo request submissions.
Speak with shop owners and managers, ask discovery questions, and learn about their needs.
Qualify prospects according to Fullbay’s criteria and schedule demos with Account Executives.
Own assigned lead follow-up and management, including reassigned and other engaged leads requiring timely outreach.
Use multi-touch cadences for leads that do not respond promptly, completing each cadence unless documented disqualification criteria are met.
Research accounts and personalize outreach to make conversations relevant to each shop.
Maintain lead statuses, activity, notes, and next steps in Salesforce.
Collaborate with Inbound Account Executives to support effective handoffs, demo alignment, and pipeline consistency.
Maintain a minimum of 75 dials per day.
Meet or exceed monthly goals for completed qualified demos and closed-won revenue.
Use AI-first workflows to test responses, talk tracks, and objection handling, and share effective approaches with the team.
Attend weekly coaching sessions, one-on-ones, floor syncs, and training with the methodology coach; review call recordings and metrics and act on feedback.
Share prospect feedback with Sales and Marketing to improve lead quality and messaging.
Stay informed about Fullbay product updates and customer pain points.
Follow Fullbay’s rules of engagement, lead SLAs, confidentiality requirements, and compliance regulations.
Perform other duties as assigned.