SMB Outbound Business Development Representative

Fullbay•Phoenix, AZ

About The Position

The SMB Outbound Business Development Representative builds new pipeline for Fullbay through cold outreach to small heavy-duty repair shops. Reporting to the Director of Business Development, the representative calls, emails, and uses social channels to prospect accounts that have not previously heard from Fullbay, qualify prospects, and schedule demos for Account Executives. The representative owns assigned accounts and lists from first touch through conversion on an established team that is retiring older systems and rebuilding the BDR organization as AI-first. The role is suited to someone with one to two years of high-volume, target-driven, customer-facing experience. Performance includes making at least 115 dials per day, following outreach cadences, keeping accurate Salesforce notes, and meeting or exceeding monthly qualified-meeting and closed-won revenue goals. The representative uses coaching and AI-first workflows to improve openers, talk tracks, and objection handling, and collaborates with Sales and Marketing to improve lead quality and messaging.

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.
A track record that can be described with numbers, such as quotas, rankings, or conversion rates met or exceeded.
Strong verbal communication skills, particularly by phone; ability to be persuasive, composed, and adaptable in real time.
Grit, resilience, and composure under rejection, with the ability to use resistance as information and continue outreach.
Curiosity and discovery skills, including thoughtful questioning, close listening, and use of a structured qualification framework.
Coachability and a data-driven approach, including reviewing calls and metrics, acting on feedback, and working toward monthly goals.
Comfort with online meeting software, web conferencing tools, CRMs, and sales engagement tools such as Salesforce; Fullbay will provide training on its stack.
Working knowledge of Google Workspace or similar web-based tools and ability to learn 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 a desire to excel.
Team player able to juggle multiple priorities and contribute to the performance of others.
Ability to meet the stated physical demands, with reasonable accommodations available where applicable.

Nice To Haves

Prior cold-calling or outbound sales development experience.
Equivalent 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 and handle high-volume cold calls, including objections and rejection.
Personalize outreach based on each account’s business.
Qualify prospects using Fullbay’s criteria and schedule demos with Account Executives.
Own lead follow-up and lead management for assigned prospects, including continued follow-up with nonresponders.
Use automation tools and cadences to follow structured outreach workflows, completing each cadence unless documented disqualification criteria are met.
Maintain lead status, activity, 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 practices.
Attend weekly coaching sessions, 1:1s, 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.
Adhere to Fullbay’s rules of engagement, lead SLAs, confidentiality requirements, and compliance regulations.
Perform other duties as assigned.