Position Summary

The Business Development Representative (BDR) is the frontline engine for lead response, qualification, and early pipeline progression, while also owning the systems discipline that keeps our CRM accurate, actionable, and clean. You’ll manage inbound and outbound qualification, run discovery calls, route qualified leads to the right Account Executive, and ensure every touchpoint is documented and measurable.

This role also strengthens our go-to-market execution by documenting the end-to-end BDR workflow, standardizing fields and cadences, improving messaging by vertical, and partnering with Sales and Marketing on lead quality, conversion performance, and process optimization.

Key Responsibilities

Lead response, qualification, and early pipeline:

• Respond to inbound leads from SEO, PPC, events, campaigns, webinars, and “Book a Call” requests

• Accept, qualify, or disqualify leads using agreed criteria; convert qualified leads into MQL/SAL and opportunities using BANT and the sales playbook

• Schedule and support discovery calls with sales reps or consultants; log outcomes and next steps in CRM

• Send follow-up materials (brochures, vertical collateral) and maintain tight follow-up loops across email, phone, and LinkedIn

• Monitor inbound demo bookings and route leads to the correct Account Owner (direct vs partner)

Outbound prospecting + ABM support:

• Research and tag target accounts and personas using Internal AI platforms, ZoomInfo, LinkedIn Sales Nav, and intent signals

• Build and refresh outbound target lists by vertical and intent

• Define and execute outbound/ABM actions (signals, coverage rules, multi-threading, cadence)

• Reactivate recent historical leads (6-month) with a defined sequence, account mapping, and re-qualification checklist, if applicable

CRM discipline, data quality, and reporting:

• Log all activities and notes in CRM timelines (calls, emails, LinkedIn touches) from Lead – MQL and New Opportunity

• Create/associate contacts upon qualification; enrich lead/account data (firmographics, personas, intent)

• Run deduplication reporting; merge duplicates and maintain clean lead/contact/account records

• Ensure required fields, stages, and automation flows (routing) are functioning and used correctly

• Review personal dashboard performance (meetings booked, Lead-MQL→SAL) and share insights

Process documentation + enablement:

• Document the BDR workflow end-to-end (inbound, outbound, nurture, handoff)

• Define and maintain required CRM fields and hygiene standards

• Standardize messaging and templates (email, LinkedIn (SalesNav), call talk tracks, voicemail) and build cadences for inbound/outbound/nurture

• Build a vertical proof library (customer story, key bullets, metric) to plug into messaging and nurture the AI knowledge base

• Partner on call coaching and objection handling (library + roleplay), and track activity-to-meeting performance by vertical/sequence

Cross-functional collaboration:

• Participate in sales meetings and recurring 1:1s with Marketing and AEs to improve lead quality, messaging, and conversion

• Provide clear feedback loops on campaign performance, lead quality, and process gaps

• Support leadership with actionable insights from MQL → SAL (Sales Accepted Leads)

Qualifications

• Strong qualification judgment; confident in performing discovery calls and applying BANT consistently

• High CRM discipline up to demo stage and attention to detail (clean data, complete notes, accurate stages)

• Process-oriented: document workflows, standardize templates/cadences, and drive adoption

• Clear communicator across Sales, Marketing, and Ops; comfortable escalating gaps and risks

• Able to manage multiple workflows (inbound responsiveness, outbound execution, reactivation cadence, CRM/Data hygiene, reporting)

• Curious, proactive, and improvement-minded with a “close the loop” execution style

• Proficiency in both English and French is preferred