Strategic Business Development Representative

Instruqt•Raleigh, NC

2d•Remote

About The Position

As a Strategic BDR at Instruqt, you'll own a small, named book of 30–75 target accounts. The companies we most want to land and expand. You won't be dialing through a spreadsheet of leads. You'll operate as a true pod with an Enterprise Account Executive, a Customer Success Manager, our ABM/Marketing team, and our GTM Engineer, building point-of-view outreach that gets strategic buyers to take a meeting. If you've ever wanted to sell with the product instead of just talk about it, this is that role. You'll partner closely with Enterprise AEs, our GTM Engineer, Customer Success Managers, Marketing/ABM, and Product. A big piece of this role is the partnership you'll build with our GTM Engineer, with a deliberate division of labor: you go deep on 30–75 named strategic accounts, and the GTM Engineer goes wide with AI-driven, automated messaging across the rest of our ICP. Both roles carry quota. The GTM Engineer is targeted on a pipeline target; you'll carry a 20 per quarter target (from inbound and outbound). You feed a qualitative signal upstream, and they arm you with better inputs. You build the playbook together, and you're peers, not hierarchy.

Requirements

2–4 years of outbound BDR/SDR experience at a B2B SaaS company, with at least a year of that in an Enterprise or Strategic segment.
A track record of consistently hitting or beating quota. We'll ask you to walk us through your last four quarters.
Comfort selling to technical buyers. You don't need to be an engineer, but you need to be genuinely curious about how technical products work and unafraid to hold a credible conversation about them.
Fluency with the modern outbound stack: Salesforce, Outreach or Salesloft, LinkedIn Sales Navigator, ZoomInfo or Apollo, and an intent platform like Dreamdata.
Strong written communication. This is not a spray-and-pray role. If you can't make a cold email feel like a personal one, this role will be hard.
A collaborative disposition. Strategic accounts are won as a pod, not a solo act. You should enjoy working with AEs, CSMs, Marketing, and our GTM Engineer rather than seeing them as people who slow you down. Bonus if you've worked alongside a RevOps or GTM Engineering counterpart before and know how to partner well with that function.

Nice To Haves

Previous experience at a developer tools, DevOps, data, or security SaaS companies.
MEDDPICC or Command of the Message training.

Responsibilities

Own a named list of 30–75 strategic accounts across your territory. Build a point-of-view on each: who the buyer is, what they're trying to do, why Instruqt matters, and how to get their attention.
Research deeply. You'll study prospect companies the way a good AE studies an account, tech stack, engineering org, developer experience footprint, earnings calls, public roadmap, DevRel activity, and turn that into outreach that feels written for one person, because it is.
Run multi-threaded outbound across email, phone, LinkedIn, and — where it fits — live, interactive Instruqt tracks you build yourself to get a prospect to experience the product before the meeting.
Partner on ABM plays. Work with the Marketing team on orchestrated 1:1 and 1:few campaigns, and feed what you're learning from the field back into those plays.
Feed the expansion motion. Collaborate with CS on accounts where a new team, division, or use case could become a real opportunity. Many of our biggest expansions start as a BDR-led conversation.
Trade signal with our GTM Engineer. Turn your field observations, what messaging lands, what objections repeat, and which personas respond into inputs they can scale across hundreds of accounts through AI-driven outreach. In return, use the enrichment, intent signals, and AI-surfaced triggers they generate to sharpen your own named-account plays.
Hand off cleanly to your AE. Set up discovery calls with context, stakeholder maps, and a reason for the meeting to exist.
Be part of building the playbook. This isn't a seat-filler role. We'll expect you to contribute to outbound strategy, messaging, tooling, and process — and we'll listen.
Reply to inbound leads and work inbound leads as required (demo request, self-guided tours, webinars, etc).