As a Business Development Representative (BDR), you play a key role in driving growth by identifying, engaging, and qualifying new business opportunities. You’ll be the first point of contact for potential partners building relationships, nurturing interest, and scheduling qualified meetings for the sales team. You’ll collaborate closely with leadership, marketing, and Account Executives to ensure a steady flow of qualified opportunities into the pipeline.

This role is high-energy, metrics-driven, and supported by continuous training and coaching from experienced sales leaders to help you develop into a full-cycle sales professional.

 

Job Title: Business Development Representative
 On Target Earning:
Reports to:  CEO Department:  Sales
MRR Based Commission

Role Objectives

  • Maintain accurate, real-time records in the CRM, logging every call, email, and activity to ensure full visibility and reporting accuracy.
  • Execute a disciplined outbound cadence of 75–100+ dials per day during protected call blocks (“Golden Hours”) using CRM call queues.
  • Qualify inbound and outbound leads through structured discovery to identify fit, interest, and readiness for next steps.
  • Partner closely with your aligned Account Executive to schedule qualified meetings, ensuring smooth handoff and shared accountability for pipeline growth.
  • Stay up to date on Compliance Scorecard products, partner programs, and competitive positioning to effectively communicate our value proposition.
  • Meet or exceed daily activity goals, weekly meeting targets, and monthly KPI standards tied to SaaS and KickStart growth.
  • Maintain consistent communication with leadership through daily Slack activity summaries and weekly performance check-ins.

Responsibilities

  • Prospect daily through outbound channels including cold calls, email, and LinkedIn or other social platforms, maintaining 75–100+ dials per day and consistent engagement across multiple touchpoints.
  • Follow the prescribed cadence for inbound and outbound leads, ensuring timely follow-up, personalization, and persistence.
  • Qualify prospects through structured discovery using BANT (Budget, Authority, Need, Timing) to determine product fit and readiness for a demo.
  • Schedule and facilitate a minimum of 15 demo attendees per week and 3 self-generated demos per week in collaboration with your assigned Account Executive.
  • Maintain clean, accurate CRM data by updating lead status, next steps, and notes in real time to ensure visibility and reporting accuracy.
  • Post a brief daily activity summary to the team Slack channel, including calls made, meetings booked, and key outcomes.
  • Partner closely with your aligned Account Executive to ensure smooth handoffs, clear communication, and shared accountability for quota attainment.
  • Participate in weekly pipeline reviews, roleplay sessions, and coaching meetings focused on improving performance and conversion rates.
  • Collaborate cross-functionally with marketing and leadership to refine messaging, campaigns, and lead qualification criteria.
  • Represent Compliance Scorecard professionally in all outreach, calls, and meetings to build brand awareness and trust with potential partners.

Skills and Qualifications

  • Proven success in outbound sales, appointment setting, and lead generation within a B2B or SaaS environment.
  • Understanding of the Managed Service Provider (MSP) ecosystem and technology service channels preferred.
  • Strong grasp of sales development fundamentals, including prospecting, lead qualification, and structured handoff to Account Executives.
  • 1–2 years of experience in sales or customer-facing roles with measurable activity and performance targets.
  • Excellent verbal and written communication skills with the ability to engage prospects confidently and professionally.
  • Proficiency with CRM platforms such as HubSpot, managing daily activities, maintaining accurate pipeline data, and ensuring reporting integrity.
  • Comfortable working in a metrics-driven environment with clear activity and conversion goals.
  • Highly organized and disciplined in time management, able to manage multiple touchpoints and priorities.
  • Self-motivated learner who actively develops product knowledge, sales skills, and understanding of industry trends.
  • Familiarity with modern business tools including CRM, Slack, Microsoft 365, and LinkedIn Sales Navigator.

Key Performance Indicators

All KPIs are designed to drive outbound activity, lead quality, and meeting generation. Results are reviewed weekly with leadership to adjust cadence, messaging, and conversion strategy for continuous improvement.

  • Outbound Activity: Execute 75–100+ outbound dials per day during protected call blocks (“Golden Hours”), supported by personalized email and LinkedIn outreach.
  • Demo Facilitation: Maintain a minimum of 15 demo attendees per week through qualified opportunities passed to Account Executives.
  • Self-Generated Demos: Generate at least 3 self-sourced demo opportunities per week through proactive outreach.
  • Lead Qualification: Consistently identify and qualify prospects using BANT (Budget, Authority, Need, Timing) criteria before handoff.
  • CRM Accuracy: Maintain 100% accuracy in CRM data (HubSpot) — all leads, activities, and next steps must be logged daily for visibility and reporting.
  • Pipeline Hygiene: Ensure all open opportunities and tasks are current, with no overdue follow-ups or missing data fields.
  • Slack Reporting: Post a brief daily activity summary to the team Slack channel including calls made, meetings booked, and key takeaways.
  • Conversion Rate: Maintain or exceed a 40% meeting-to-demo conversion rate on qualified leads.
  • Collaboration: Participate in all scheduled team meetings, roleplays, and coaching sessions to ensure alignment with team strategy and sales process improvements.

Key Traits

  • Motivated self-starter with a strong internal drive to exceed daily activity and meeting goals without constant oversight.
  • Coachable and growth-oriented, open to feedback and quick to apply lessons to improve outreach quality and conversion rates.
  • Resilient and persistent, able to handle rejection and maintain positive momentum throughout high-volume outreach.
  • Professional and punctual in all communications, meetings, and interactions with prospects and teammates.
  • Proactive communicator who keeps leadership informed on activity levels, key outcomes, and potential opportunities.
  • Collaborative team player who supports Account Executives, marketing, and leadership to achieve shared revenue goals.
  • Highly organized and detail-focused, ensuring every lead, note, and task is tracked accurately in the CRM.
  • Strong verbal and written communicator capable of engaging prospects confidently across phone, email, and social channels.
  • Curious learner who seeks to understand our product, market, and buyer personas to improve outreach effectiveness.
  • Adaptable and energetic, thriving in a fast-paced environment where consistent activity and focus drive results.

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