SMB Outbound Business Development Representative

Fullbay•Phoenix, AZ

About The Position

The SMB Outbound Business Development Representative builds new pipeline for Fullbay by prospecting small heavy-duty repair shops that have not previously engaged with the company. The role uses cold calls, email, and social outreach to start conversations with prospective customers and book qualified demos for Account Executives. The representative owns assigned accounts and lists from first contact through conversion and works on an established team that is rebuilding its BDR organization as AI-first while retiring older systems. The role is suited to someone with one to two years of experience in a high-volume, target-driven, customer-facing job. Success includes making at least 115 dials per day, following outreach cadences consistently, maintaining clear Salesforce notes, and meeting or exceeding monthly goals for qualified meetings and closed-won revenue. The representative uses coaching and AI-first workflows to improve openers, talk tracks, and objection handling. The position reports to the Director of Business Development. It requires a proactive, resilient approach to cold outreach, comfort with rejection, curiosity and sound discovery skills, and the ability to work independently in a fast-paced SaaS environment. Fullbay will train the employee on its technology stack.

Requirements

GED, high school diploma, or equivalent; a college degree is not required.
One to two years of hands-on experience in a high-volume, target-driven, customer-facing role.
Demonstrated comfort starting unscripted conversations with strangers and handling rejection, by phone, in person, or on a sales floor.
A track record that can be described with numbers, such as quotas, rankings, or conversion rates met or exceeded.
Strong verbal communication skills, especially over the phone; persuasive, composed, and able to adapt in real time.
Resilience and composure under rejection, with the ability to use a “no” as information and continue with a sharper approach.
Curiosity and discovery skills, including asking thoughtful questions, listening closely, and using a structured qualification framework.
Coachability and a data-driven approach, including reviewing calls and metrics and acting quickly on feedback.
Comfort using online meeting and web conferencing software, CRMs, and sales engagement tools; 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 skills and ability to work independently in a high-volume, fast-paced SaaS environment.
Proven track record of success and overachievement in a work- or school-based setting.
Self-starter with a positive attitude, confidence, and desire to excel.
Team player able to juggle multiple priorities and contribute to others’ performance.
Ability to meet the stated physical demands: regularly sit at a desk, use hands to handle objects and controls including a keyboard and telephone, and lift or move up to 10 pounds; frequently reach, walk, and communicate through speaking and listening; and use close and color vision and adjust focus.

Nice To Haves

Cold calling or outbound sales development experience.
Equivalent customer-facing experience in retail, cellular sales, call center, hospitality, education, recruiting, canvassing, military, or the skilled trades.
Written outreach skills over email and LinkedIn.

Responsibilities

Generate net-new pipeline through cold outreach by phone, email, and social channels to small heavy-duty repair shops.
Research target shops, identify decision-makers, and build prospects from scratch.
Maintain a minimum of 115 dials per day.
Handle high-volume cold calls, respond to objections, and work to book meetings.
Research accounts and personalize outreach to make each touch relevant to the shop’s business.
Qualify prospects using Fullbay’s criteria and schedule demos with Account Executives.
Own assigned lead follow-up and management, including continuing to follow up with prospects who do not respond promptly.
Use automation tools and cadences to follow structured outreach workflows, completing each cadence unless documented disqualification criteria are met.
Maintain lead status, 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, retire ineffective approaches, and share effective practices.
Attend weekly coaching sessions, 1:1s, 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 SLAs, confidentiality requirements, and compliance regulations.
Perform other duties as assigned.