The Business Development Representative role sits at the front of the revenue engine for a B2B SaaS platform serving cloud infrastructure and data teams: identifying target accounts, starting conversations with technical buyers, and generating qualified pipeline for enterprise account executives.
This is a quota-carrying, high-visibility role on a well-funded go-to-market team. BDRs are the first touch for prospects and the primary feeder of new business — top performers here have a clear, fast path to account executive roles.
Key Responsibilities
- Execute high-volume outbound prospecting across cold calls, email sequences, and LinkedIn to generate 20+ qualified meetings per month
- Research mid-market and enterprise accounts (ICP, tech stack, funding signals) using tools like ZoomInfo, Apollo, and BuiltWith to personalize outreach
- Qualify inbound demo requests and event leads against BANT/MEDDIC criteria before routing to account executives
- Own activity and pipeline metrics in Salesforce and an engagement platform (Outreach or Salesloft); maintain clean CRM records and accurate forecasting inputs
- Run discovery-style conversations with engineering managers, directors of infrastructure, and DevOps leaders to uncover pain and confirm fit
- Partner with marketing to test messaging, provide call-intelligence feedback, and refine segment-specific playbooks
- Hit weekly KPIs for dials, connect rates, meetings booked, and sourced pipeline contribution
- 0-2 years of sales, SDR/BDR, customer success, or account management experience
- Bachelor's degree in business, marketing, or a related field, or equivalent practical experience
- Strong written and verbal communication — able to write crisp, personalized outreach and hold credible conversations with technical stakeholders
- Coachable, organized, and resilient; motivated by measurable targets and rapid feedback
- Comfortable working in a fast-paced, metrics-driven remote environment with daily team standups and call reviews
- Familiarity with CRMs and sales-engagement tools (Salesforce, Outreach, Gong, LinkedIn Sales Navigator) preferred
- Bonus: exposure to SaaS, cloud, or developer-tool sales; experience with multi-threaded outbound plays; interest in progressing to an AE track within 12-18 months