Basic Function

The primary responsibility of the Business Development Representative is to generate new business opportunities by qualifying inbound leads through marketing-run campaigns, including tradeshows. The Business Development Rep. is responsible for maintaining an inbound lead cadence and is the main point of contact to build relationships with leads who have responded to Marketing activities (tradeshows, webinar invitations, advertising, Google paid search, white papers, relevant blog articles, etc.).

The Business Development Rep. is also responsible for understanding where the prospect is in the buying process. Once the lead becomes a sales-ready opportunity, the Business Development Representative will facilitate a seamless handoff to the appropriate Account Executive or Sales Director.

In support of Product Marketing, the Business Development Representative will also assist in administering and supporting the organization in using various marketing automation systems, including Salesforce, HubSpot, and other marketing tools.

Nature and Scope

The Business Development Rep. is responsible for managing all new leads generated to evaluate the level of qualification for new sales opportunities. They will take inbound leads from Marketing Qualified Leads (MQLs) to Sales Qualified Leads (SQLs). The Business Development Rep. coordinates all initial email, social media, and phone communications to qualify active buying interest and developing opportunity in prospect accounts.

The Business Development Rep. assists in the setup and scheduling of cadences and nurture campaigns using Salesforce as assigned. Also, assists in updating and maintaining the Company's CRM system (Salesforce.com) and working with other database tools to support the Company's marketing strategies.

Once the Business Development Rep. has made a meaningful connection with a marketing lead and that lead is ready to move forward in the sales process, the Business Development Rep. is responsible for facilitating communication with an Account Executive or Sales Director and passing on all pertinent information.

Essential Functions:

• Educate, qualify, and develop inbound leads to create sales-ready leads and opportunities.
• Manage all inbound leads from advertising, tradeshows, paid search, or any other marketing activity, taking the lead from a Marketing Qualified Lead (MQL) to a Sales Qualified Lead (SQL).
• Assist in the creation and management of topic-specific nurture campaigns. Then execute said campaigns via phone, social media, and email until the lead is ready to schedule a product demo.
• Research prospects, identify key players, generate interest, and develop relationships to stimulate opportunity. This includes successfully managing and overcoming prospect objections.
• Set up meetings or calls between (prospective) clients and Account Executives or Sales Directors.
• Maintain all lead and account data in Salesforce by ensuring all fields and account contacts are correct. Update lead statuses and prospect interaction in Salesforce to ensure efficient lead management.
• Stay up-to-date with products, services, and industry news/pain points.
• Report monthly results to the Marketing and Sales Team (ex. how many leads converted from MQLs to SQLs).

Qualifications

• The Business Development Rep. should possess a Marketing or Business Degree and two to four years of experience or an equivalent combination of education and experience. Must be a motivated self-starter, have excellent oral and written communication skills, and solid organizational, planning, and interpersonal managing skills. The Business Development Rep. must be able to work independently with strong attention to detail and should be proficient in using Microsoft Office, Salesforce, and HubSpot.
• The Business Development Representative should have a solid understanding of traditional and digital marketing techniques and, ideally, have experience running nurture campaigns.

Job Type: Full-time

Pay: $50,000.00 - $60,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance

Shift:

• Day shift

Supplemental pay types:

• Bonus pay
• Commission pay

Weekly day range:

• Monday to Friday

Education:

• Bachelor's (Required)

Experience:

• Salesforce: 1 year (Preferred)
• Marketing: 1 year (Preferred)
• Inside sales: 2 years (Required)

Work Location: One location

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