Generates qualified leads and books discovery calls so the closer can close — full stop.

Sector

Financial Services — Fractional CFO & Accounting

Reports to

Founder & CEO

works in tandem with the Salesperson

Type

Part-time to start, minimum 20 hrs/week

scales to full-time as pipeline grows

Hours

US business hours

ET/PT overlap required

Location

Remote — anywhere (US hours overlap required)

Tools

Apollo.io, LinkedIn Sales Navigator, GoHighLevel CRM, Gmail, Teamwork

Role Overview

Our client has a capable closer whose calendar is not being filled fast enough. The salesperson is currently handling their own prospecting — that is the wrong use of their time. This role fixes it.

The Business Development Specialist owns everything before the discovery call: identifying the right prospects, building awareness, starting conversations, qualifying interest, and handing a booked calendar invite to the closer. The target buyer is a business owner generating $3M–$10M in revenue, not yet working with a fractional CFO, and open to paying $5,000/month for the right financial partner. They are problem-aware. This role's job is to find them and get them to a conversation.

Key Responsibilities

Outbound prospecting via Apollo.io

Build targeted prospect lists using Apollo: company revenue range, headcount, industry, and relevant growth signals
Write and manage multi-touch cold email sequences — subject lines, hooks, value framing, follow-ups that read as specific, not mass-sent
Monitor sequence performance rigorously: open rates, reply rates, positive responses — test, iterate, improve every two weeks
Handle inbox responses promptly: engage interested prospects, handle objections, move qualified leads toward a discovery call

LinkedIn outreach via Sales Navigator

Maintain targeted lead lists in Sales Navigator, refreshed weekly by company size, title, and industry
Identify and prioritize prospects who have engaged with the client's LinkedIn content — likes, comments, follows — and reach out with personalized messages
Write connection requests and InMails that reference something specific and real — not templates
Coordinate with the Marketing Manager to leverage high-performing content as a credibility asset in outreach

Qualification and handoff

Qualify all leads against ICP criteria: revenue range, business maturity, financial complexity, readiness for fractional CFO support
Book discovery calls into the CRM with a context note covering the prospect's situation, pain points, and any objections surfaced
Follow up persistently on leads who expressed interest but have not yet booked
Maintain clean, current pipeline records in GoHighLevel at all times

Reporting

Weekly summary: contacts added, sequences active, emails sent, reply rate, calls booked
Bring data-backed observations on what is and is not converting — with suggestions

Who Will Succeed

This is a high-ticket, high-trust sale. The firm's retainer starts at $5,000/month. The BDS needs to approach prospects with enough credibility and specificity that a financially sophisticated business owner takes the meeting — not because they were spammed, but because the outreach was relevant and the offer is compelling.

Metrics-driven by nature — knows their numbers cold without looking them up
Writes outreach that sounds human and specific even when running sequences at volume
Understands the difference between a lead and a qualified lead — does not book meetings just to hit a number
Accountable without being managed — reports what they committed to, flags problems early

Experience & Skills

Required: 2+ years in an outbound SDR, BDR, or lead generation role
Required: Hands-on Apollo.io experience — sequence building, list management, response handling
Required: LinkedIn Sales Navigator fluency — precise list building, InMail and connection request strategy
Required: Strong written English — outreach samples will be reviewed at screening
Required: CRM pipeline discipline — clean records, consistent updates
Required: AI-fluent — uses AI to research prospects, personalize outreach, iterate messaging
Preferred: Experience in a BDR role for professional services, consulting, or financial advisory
Preferred: GoHighLevel CRM experience
Preferred: ZoomInfo or similar data enrichment experience

Screening Priorities for Recruiters

Request outreach samples — at least one cold email sequence and one LinkedIn message; filter hard on quality and specificity
Ask what their best and worst performing sequences looked like and what they learned — look for data-driven iteration, not guesswork
Ask how they handle a prospect who goes cold after initial interest — look for a structured follow-up approach, not giving up after one nudge
Confirm they understand high-ticket B2B prospecting — the posture required here is different from volume-based SaaS outreach

90-Day Success Markers

Consistent outreach rhythm established at agreed weekly volume targets
Qualified discovery calls being booked weekly — ICP-matched, showing up, real problems
Salesperson no longer doing their own prospecting
GoHighLevel pipeline is clean: every lead has a note, a status, and a next action
Three or more messaging variations tested with clear performance data

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