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 involves researching target accounts, identifying decision-makers, engaging multiple stakeholders, qualifying prospects, and booking demos for Account Executives. The representative owns assigned accounts and prospect lists from first touch through conversion, following structured outreach cadences and maintaining accurate Salesforce records. This position is part of an established team rebuilding its BDR organization as AI-first. Success includes making at least 115 dials per day, consistently following up, meeting monthly goals for qualified meetings and closed-won revenue, and using coaching, call reviews, metrics, and AI-assisted workflows to improve outreach and objection handling. The role reports to the Director of Business Development. The work requires sustained cold outreach, resilience in handling rejection, strong account research and organization, and effective collaboration with Sales and Marketing. The employee must comply with Fullbay's rules of engagement, lead SLAs, confidentiality requirements, and compliance regulations. Other duties may be assigned. The position regularly involves sitting at a desk, working at a computer, using a telephone, and lifting or moving up to 10 pounds. It frequently involves reaching, walking, speaking, and listening. The work environment is usually moderately noisy.

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 starting unscripted conversations with strangers, including senior decision-makers, and handling rejection.
A track record that can be described with numbers, such as quotas, rankings, or conversion rates met or exceeded.
Strong verbal communication, particularly by phone, and the ability to be persuasive, composed, and adaptable.
Strong written outreach skills over 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 willingness to continue prospecting after resistance.
Curiosity, discovery skills, active listening, and ability to use a structured qualification framework.
Coachability and data-driven habits, including reviewing calls and metrics and acting on feedback.
Comfort with online meeting and web conferencing software, CRMs, and sales engagement tools; Salesforce is used, and Fullbay will provide training on its stack.
Working knowledge of Google Workspace or similar web-based tools and ability to learn new technology quickly.
Strong organization and time management; 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; ability to juggle priorities and contribute as a team player.
Ability to meet the described physical demands, with reasonable accommodations available: regularly sit at a desk, use hands to operate a keyboard and telephone, and lift or move up to 10 pounds; frequently reach, walk, speak, and listen.

Nice To Haves

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

Responsibilities

Generate 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 prospective customers.
Engage multiple stakeholders within accounts, including owners, shop managers, and operations leaders.
Make a minimum of 115 dials per day and handle high-volume cold calls, gatekeepers, and objections professionally.
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 management, including continued follow-up with prospects who do not respond immediately.
Use automation tools and outreach cadences, completing each cadence unless documented disqualification criteria are met.
Maintain lead statuses, activity notes, and next steps in Salesforce.
Collaborate 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 approaches.
Attend weekly coaching sessions, one-on-ones, floor syncs, and methodology-coach training; 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.