Business Development Representative

🇺🇸In-Person - Boston, MA$45K–$65K/yri2d ago

Corporate Sales Business Development Sales Development Enterprise Sales Pipeline Generation Lead Qualification

Role Snapshot

Business Development Representative responsible for full-cycle prospecting to build a pipeline of Sales Accepted Leads and Sales Qualified Leads through outbound prospecting and inbound lead conversion. This hybrid role is ideal for self-motivated individuals seeking to develop foundational sales skills while owning clear territory and lead generation targets.

Key Responsibilities: Execute outbound prospecting including territory research, multi-touch outreach sequences, and cold calling to generate net-new conversations; qualify inbound leads against ICP criteria and convert them into SQLs; maintain accurate Salesforce data and partner with Account Executives on territory strategy and marketing initiatives.

Skills & Tools: Strong prospecting, discovery, and objection handling abilities; proficiency with LinkedIn, Apollo, and CRM tools like Salesforce; excellent written and verbal communication; ability to research accounts and personalize outreach; self-motivation and organizational skills to manage multiple activity KPIs and meet weekly/monthly targets.

Qualifications: Previous sales development, inside sales, or business development experience preferred; demonstrated ability to self-source leads and manage a sales process; genuine interest in developing Account Executive skills on a high-ownership team; no specific degree requirement stated.

Location: In-Person - Boston, MA

Compensation: $45K–$65K/yr (estimated)

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Job Description

We're hiring a Business Development Representative for a hybrid, full-cycle prospecting role. You'll be assigned a territory and a set of Account Executives to partner with, and you'll be responsible for building a healthy pipeline of Sales Accepted Leads (SALs) and Sales Qualified Leads (SQLs), from both self-sourced outbound prospecting and inbound demand. You will not be a lead-qualification-only BDR: you own a number, and you hit it through a mix of outbound-sourced and inbound-converted SQLs.

This is an ideal role for someone who is self-motivated and driven, wants to build the foundational skills — prospecting, discovery, objection handling, and pipeline management — needed to become a top-performing Account Executive, and either has experience on or genuinely wants to work on a smaller, high-ownership team.

What You'll Do

Outbound SQLs

Own a defined territory, working closely with your assigned AEs on account strategy and target account selection
Research and build target account and contact lists within our Ideal Customer Profile (ICP), using tools like LinkedIn, Apollo, and other prospecting/intent data sources
Execute multi-touch outbound sequences (cold calls, personalized emails, LinkedIn/social outreach) to generate net-new sales conversations
Personalize outreach based on account research, trigger events, buyer persona insights, and intent signals rather than relying on generic templates
Consistently hit weekly/monthly activity KPIs (calls, emails, connects) and outbound-sourced SQL targets

Inbound SQLs

Respond to and qualify inbound leads (demo requests, content downloads, webinar registrants) within SLA
Run structured discovery calls to qualify leads against ICP and buying-stage criteria (e.g. MEDDPICC)
Convert qualified inbound and outbound conversations into SQLs — qualified conversations for your assigned AEs that move into the discovery phase of pipeline

Pipeline & Reporting

Maintain accurate, real-time activity and pipeline data in Salesforce (SFDC)
Partner with Marketing on campaign follow-up, event pre/post outreach, and lead-source feedback
Partner with assigned AEs on territory strategy and account-based outbound plays
Occasionally represent Thought Industries at sponsored events, webinars, and field marketing activities to drive attendance and generate on-site pipeline