Senior Business Development Representative

Calabrio

About The Position

We are seeking a Senior Business Development Representative to help accelerate growth for Branch Workforce Solutions within the retail banking market. This role is ideal for a seasoned, consultative prospecting professional who understands enterprise SaaS sales, can engage senior banking leaders, and is comfortable translating branch operating challenges into meaningful workforce management, appointment booking, and customer engagement opportunities. The Senior Business Development Representative will identify, qualify, and develop strategic opportunities with banks and credit unions that are looking to improve branch staffing accuracy, scheduling effectiveness, employee productivity, customer experience, and sales capacity. The role requires advanced business acumen, strong executive presence, disciplined outbound execution, and the ability to communicate credibly with retail banking, branch operations, workforce planning, digital banking, transformation, and customer experience stakeholders.

Requirements

Bachelor’s degree in business, marketing, finance, communications, or a related field preferred; equivalent experience in SaaS, financial services technology, or enterprise business development will also be considered.
5+ years of experience in business development, sales development, account development, or inside sales for B2B SaaS, enterprise software, or financial services technology solutions, with a track record of success in complex or enterprise sales environments.
Demonstrated ability to independently prospect into complex enterprise accounts, engage senior-level stakeholders, and create qualified sales opportunities that convert to accepted pipeline.
Strong understanding of SaaS sales motions, subscription-based software value propositions, buying committees, and enterprise qualification methodology.
Ability to learn and communicate complex software concepts clearly, including the business outcomes associated with forecasting, staffing, scheduling, appointment booking, and customer engagement.
Excellent written and verbal communication skills with the ability to craft highly relevant, executive-ready outreach, discovery messaging, and account-specific points of view.
Strong commercial judgment, business acumen, intellectual curiosity, and comfort discussing operational efficiency, customer experience, sales productivity, workforce planning, and technology transformation.
Highly organized, self-directed, and metrics-driven, with consistent follow-through and disciplined CRM hygiene.
Proven ability to operate with minimal direction, manage multiple target accounts, and consistently meet or exceed activity, meeting, pipeline, and opportunity quality expectations.
Comfortable working in a fast-paced, collaborative environment with sales, marketing, product, consulting, and executive stakeholders.

Nice To Haves

Experience selling or prospecting SaaS solutions into retail banking, credit unions, or other financial institutions.
Knowledge of branch workforce management, workforce optimization, forecasting, capacity planning, scheduling, or resource planning solutions.
Experience with appointment booking, queue management, customer engagement, digital appointment journeys, or branch transformation technology.
Familiarity with retail banking operating models, branch roles, appointment-based service, and customer experience initiatives.
Existing network or prior experience engaging retail banking executives, branch operations leaders, workforce management teams, or digital banking stakeholders.
Experience using sales engagement platforms, CRM systems, intent data, account-based marketing tools, or revenue intelligence solutions.

Responsibilities

Research, prioritize, and develop target banks, credit unions, and financial institutions that may benefit from branch workforce management, appointment booking, queue management, and related SaaS solutions.
Build and manage a sophisticated outbound prospecting motion using email, phone, LinkedIn, events, referrals, account-based outreach, and executive-level messaging tailored to each prospect’s business priorities.
Develop a working understanding of each prospect’s branch network, operating model, customer experience goals, staffing challenges, sales priorities, and technology landscape.
Engage senior stakeholders in retail banking, branch operations, workforce planning, customer experience, digital banking, and transformation roles.
Qualify strategic opportunities by uncovering business pain, decision drivers, budget timing, incumbent technology, buying process, competitive dynamics, and executive sponsorship.
Position the value of purpose-built branch workforce management software, including forecasting, capacity planning, scheduling, resource sharing, and visibility into branch work requirements.
Communicate the value of appointment booking software in helping financial institutions acquire customers, improve banker preparedness, increase sales effectiveness, and create more convenient branch and virtual appointment experiences.
Partner closely with Account Executives, solution consultants, marketing, product experts, and business unit leaders to shape account strategy and progress qualified opportunities through the sales funnel.
Prepare concise account research, discovery notes, call summaries, and handoff documentation to support a high-quality prospect-to-sales transition.
Maintain accurate activity, pipeline, and opportunity information in CRM systems and use data to manage priorities and forecast business development outcomes.
Represent the company professionally at industry events, webinars, conferences, customer meetings, and executive briefings as required.