Business Development Representative

About the Role

As a Business Development Representative, you will act as the first contact for many Applause prospects, with the objective of assisting the field sales team in selling products and services. You will focus on driving early-stage sales cycles, generating qualified outbound opportunities, and collaborating closely with marketing and sales teams.

Key Responsibilities

• Cultivate high-quality outbound sales opportunities within targeted industry accounts, ensuring each prospect is thoroughly diagnosed for business challenges, mapped to Applause solutions, and qualified based on infrastructure, timeline, and budget.
• Serve as the primary liaison for inbound inquiries within your territory, qualifying potential leads before transitioning them to the appropriate sales executive.
• Contribute to the success of regional marketing initiatives, events, and solution-specific campaigns.
• Partner with sales executives to execute strategic territory planning and perform deep-dive research into key industry verticals.
• Articulate a compelling value proposition tailored to every prospect while working in lockstep with sales to convert new opportunities.
• Maintain meticulous records and pipeline forecasts within Salesforce.com.
• Utilize advanced prospecting tools such as LinkedIn and Hoovers to maximize efficiency.
• Engage in proactive tele-prospecting and qualification across both targeted and non-targeted accounts.
• Meet or exceed monthly and quarterly objectives for pipeline generation and forecasting to ensure field sales has a steady stream of qualified prospects.
• Develop and present comprehensive business acquisition strategies for your assigned region, outlining specific activity goals, key performance milestones, and necessary resources.

Requirements & Tech Stack

• Ability to learn and execute outbound prospecting and account development strategies across assigned markets and accounts.
• Comfortable learning and using sales and prospecting technology, such as CRM, sales engagement, and lead generation tools.
• Willingness to work from our Framingham, MA corporate office 1-2 days per week.

Qualifications

• Strong communication skills with an interest in building a career in B2B sales, SaaS, technology, or a related field.
• Previous sales experience is a plus.
• Exceptional interpersonal skills, a collaborative team-first orientation, and a proven aptitude for engaging and influencing key stakeholders.
• Driven, self-motivated, and results-oriented with a strong sense of urgency to bring initiatives to completion.
• Creative problem solver with strong leadership skills to translate ideas into effective execution.
• Bachelor’s degree preferred.
• Background in enterprise SaaS or tech industries.
• Proven track record in lead generation and customer acquisition.

Compensation

Base Salary $50k plus uncapped commissions.