Mid-Market Business Development Representative

Fullbay•Phoenix, AZ

About The Position

The Mid-Market Business Development Representative builds new pipeline for Fullbay through cold outreach to larger and multi-location heavy-duty repair shops. The role researches target accounts, identifies and engages decision-makers and other stakeholders, qualifies prospects, and books demos for Account Executives. The representative owns assigned accounts and lead lists from first contact through conversion, using phone, email, social channels, automation tools, structured cadences, Salesforce, and AI-first workflows. This is a high-volume, target-driven role on an established team that is retiring older systems and rebuilding its BDR organization as AI-first. Success includes maintaining at least 115 dials per day, following through on outreach cadences, engaging multiple stakeholders within accounts, keeping Salesforce records up to date, and meeting or exceeding monthly qualified-meeting and closed-won revenue goals. The representative participates in coaching and training, reviews call recordings and performance metrics, adapts outreach based on feedback, and shares prospect insights with Sales and Marketing. The position is suited to someone comfortable initiating conversations with strangers, handling rejection and gatekeepers, and navigating complex buying groups. Experience in outbound sales development is preferred, while other high-volume, customer-facing experience may also be relevant when supported by measurable results.

Requirements

Minimum GED, high school diploma, or equivalent.
Three to four years of hands-on experience in a high-volume, target-driven, customer-facing role.
Demonstrated comfort initiating unscripted conversations with strangers, including senior decision-makers, and handling rejection.
A measurable record of meeting or exceeding targets, such as quotas, rankings, or conversion rates.
Strong verbal communication skills, particularly by phone; persuasive, composed, and adaptable communication style.
Strong written outreach skills for email and LinkedIn across multiple personas.
Ability to identify and engage decision-makers and senior stakeholders in larger, complex organizations.
Resilience, composure under rejection, and ability to use objections as information to improve future outreach.
Curiosity, discovery skills, attentive listening, and ability to apply a structured qualification framework.
Coachability and data-driven work habits, including reviewing calls and metrics and acting on feedback.
Comfort with 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.
Strong organization and time-management skills; ability to work independently in a high-volume, fast-paced SaaS environment while managing multi-touch outreach.
Self-starter with a positive attitude, confidence, and desire to excel; able to juggle priorities and contribute as a team player.
Ability to perform the stated physical demands, with reasonable accommodations where applicable.

Nice To Haves

Bachelor’s degree.
Outbound sales development or BDR experience.
Experience prospecting into larger or multi-location accounts.
Relevant results-based experience in retail, cellular sales, call centers, hospitality, education, recruiting, canvassing, the military, or the skilled trades.

Responsibilities

Generate net-new pipeline through cold outreach by phone, email, and social channels to larger and multi-location heavy-duty repair shops.
Research target accounts, map organizations, identify decision-makers, and initiate conversations with prospects who are not expecting outreach.
Engage multiple stakeholders within each account, including owners, shop managers, and operations leaders.
Maintain a minimum of 115 dials per day.
Handle high-volume cold calls, work past gatekeepers, respond to objections, and seek to book meetings.
Tailor messaging to the size and complexity of target operations.
Qualify prospects using Fullbay’s criteria and schedule demos with Account Executives.
Own assigned lead follow-up and lead management, including continued follow-up with prospects who do not initially respond.
Use automation tools and outreach cadences, completing each cadence unless documented disqualification criteria are met.
Maintain lead statuses, activity records, notes, and next steps in Salesforce.
Coordinate with Account Executives on handoffs, demo alignment, and pipeline consistency.
Meet or exceed monthly goals for qualified meetings and closed-won revenue.
Use AI-first workflows to test and improve openers, talk tracks, and objection responses, and share effective practices.
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 to support relevant conversations.
Follow Fullbay’s rules of engagement, lead service-level agreements, confidentiality requirements, and compliance regulations.
Perform other duties as assigned.