Outbound Sales Representative

POSITION OVERVIEW

Our company is seeking an ambitious, resilient, and articulate Business Development Representative (BDR) to drive top-of-funnel pipeline generation. In this role, you will be the spearhead of our Hunter outreach team, identifying key decision-makers across mid-market and enterprise accounts and introducing them to our company's solutions and services offerings.

You will not be responsible for closing deals; your primary mission is to break through gatekeepers, uncover client pain points, qualify leads, and secure discovery meetings for our Account Executives (AEs).

CORE RESPONSIBILITIES

1. Outbound Prospecting & Lead Generation (60%)

• Conduct targeted multi-channel cold outreach (40–60 daily touches across phone calls, personalized cold emails, and LinkedIn messaging).
• Identify target enterprise accounts matching company's Ideal Customer Profile (ICP) across key verticals.
• Locate key IT decision-makers (CIOs, CTOs, IT Directors, Heads of Infrastructure, CISOs) using prospecting engines such as LinkedIn Sales Navigator, Apollo.io, and ZoomInfo.
• Navigate gatekeepers and executive assistants using professional, authority-based communication techniques.

2. Lead Qualification & Discovery (25%)

• Conduct initial 10–15 minute qualification screenings using frameworks such as BANT or MEDDPICC.
• Uncover operational bottlenecks, such as legacy infrastructure risks, internal IT bandwidth shortages, monitoring gaps, or upcoming hardware/software refresh cycles.
• Effectively communicate company's core value proposition as a proactive Managed Services Provider (MSP) rather than a transactional reseller.

3. Pipeline Hygiene & Hand-off (15%)

• Schedule qualified discovery meetings directly on Account Executives calendars.
• Maintain rigorous CRM data hygiene (Zoho/Salesforce) by logging all prospect interactions, contact metadata, and pain point notes.
• Participate in daily standups and weekly prospecting scorecard reviews to analyze touch-to-conversation conversion rates.

REQUIRED QUALIFICATIONS & EXPERTISE

1. Education & Experience

• Bachelor's Degree in Business Administration, Marketing, Information Technology, Computer Science, or a related field.
• 3–5 years of proven experience in B2B cold outreach, lead generation, or SDR/BDR roles (preferably within IT Services, Cloud, Managed Services, Systems Integration, or B2B SaaS).
• Verifiable Track Record of meeting or exceeding monthly/quarterly targets for qualified booked meetings.

2. Technical & Functional Skills

• Technical Literacy: Ability to understand enterprise IT concepts (servers, network infrastructure, IT support SLAs, cloud environments) and articulate business value without needing to be an engineer.
• Modern Sales Tech Stack: Hands-on experience with CRM systems (HubSpot, Salesforce, or Zoho) and sales engagement tools (LinkedIn Sales Navigator, Apollo.io, NeverBounce).
• Objection Handling: Demonstrated skill in overcoming common cold-calling brush-offs (We already have a vendor, No budget, Send an email).

3. Core Behavioral Competencies

• High Emotional Resilience: Unfazed by cold rejection; maintains high energy, discipline, and optimism.
• Active Listening & Communication: Clear, confident phone presence with the ability to ask deep, open-ended business questions.
• Self-Driven Accountability: Strong organizational skills to manage 14-day outreach cadences across dozens of accounts simultaneously.

KEY PERFORMANCE INDICATOR (KPIs)

• Daily Multi-Channel Touches - 50+ Touches / Day (Calls, Emails, LinkedIn)
• Weekly Meaningful Conversations - 15+ Two-Way Dialogues / Week
• Completed Meetings Scheduled - 5 Qualified Discovery Calls Booked / Week
• Weekly Scorecard Target - 100 Points Minimum (based on standard point scorecard)

WHAT COMPANY OFFERS

• Competitive Base Salary + Uncapped Commission Structure per qualified meeting and pipeline created.
• Clear career progression path from BDR to Account Manager (AM).
• Continuous training on enterprise IT solutions, sales methodologies, and executive prospecting techniques.