Business Development Representative (BDR)

Our Business Development Representatives (BDRs) are an integral part of the Revenue Organization as they exist to build closable sales pipeline so we can grow and accomplish our mission. BDRs are responsible for initiating introductory meetings with prospects and booking calls with our Account Executives. BDRs research and prospect into target customers, create pain/payoff, identify needs, introduce 15Five, and book meetings to generate a closable pipeline. Successful BDRs demonstrate a growth mindset, tenacious cold contact skills, data-driven curiosity, adaptability, and a hunger to win. Performers often move onto an Account Executive, Account Manager, or even Customer Success Manager role. This is an exciting time to be prospecting into a specific target customer profile with a message that is resonating with HR professionals who want to engage, grow, and retain talent for their business.

OUTCOMES

• Outcome 1: Achieve 6 “Sales Qualified Leads” (or equivalent pipeline dollar amount) per month by 2nd month in the role
• Consistently maintain an average of 80 touchpoints (call+email+LI) per working day
• Consistently connect with 3 or more prospects a day for a quality conversation

• Convert at least 2 of those conversations into a booked meeting each week

• Outcome 2: Strategically work top ABM accounts using intent signals and AE pod

• Meet with designated AE weekly to align on specific outreach targets, messaging, and self-development

• 24 hour turn on newly assigned Marketing Qualified Leads or Tier 1 high-intent ABMs

• Outcome 3: Drive self and team accountability to do the extraordinary

• Weekly 1on1 coaching with your manager

• Weekly call review and call scoring quota

• Continuously seeking to improve call quality, discovery, and talk tracks in order to have more impactful conversations that generate pipeline

COMPETENCIES

• “Get it Done” Resilience
• You are agile, resilient, and more driven than most; you thrive in an uptempo environment
• You understand the individual metrics you need to hit to achieve your goals

• You are stubborn about overcoming obstacles and being successful - you will get it done

• Coachable Team Player

• You believe there are multiple ways to be successful and humbly want to learn from others

• You proactively ask for and provide honest feedback to your coworkers & leaders

• You complete work with integrity, upholding SLAs

• Courageous Communicator

• You are emotionally intelligent and possess a high level of self awareness

• You are an effective communicator with keen attention to your written and spoken craft as you hook persona pain and relay value of 15Five to prospects

• You have a point of view. You contribute to Sales Development team members and leadership through training, participation, and feedback.

• Data-driven Curiosity

• You seek out data to back up feelings you have or problems you hypothesize

• You seek out and share numerical findings on messaging and cold calls/emails/social

• You are comfortable failing fast and learning through experience

DESIRED EXPERIENCE

• Bachelor’s degree or relevant work experience
• At least 6 months of quota-hitting sales development experience. Preference will be given to candidates who are doing this in an “allbound” (outbound + inbound) or ABM outbounding role.
• Experience using industry-standard tools like Outreach, Salesloft, Salesforce, dialers

SAMPLE WEEK IN THE LIFE

• Monday: Attend Team Standup and set weekly goals, share wins & challenges, and give positive recognition to your team; process new leads; execute on cold call, email, and LinkedIn activity/tasks; review your weekly goals and outline a plan to execute
• Tuesday: Attend weekly ongoing development training; Meet with the AE assigned to your “Pod” to collaborate on strategic prospecting and messaging; execute on cold call, email, and LinkedIn activity/tasks; set a prospect meeting!
• Wednesday: Review internal cold calls and share wins & challenges with the team; process new leads; execute on cold call, email, and LinkedIn activity/tasks; attend one discovery call that you have scheduled for your assigned AE
• Thursday: Execute on cold call, email, and LinkedIn activity/tasks; attend 1on1 with manager
• Friday: Attend our weekly Sales Development team meeting; execute on cold call, email, and LinkedIn activity/tasks; set a prospect meeting!