Impactgroupmn
Business Development Representative
Impactgroupmn, Minneapolis, Minnesota, United States, 55447
POSITION SUMMARY
The Business Development Representative (BDR) is responsible for creating pipeline by converting outbound outreach into high-quality appointments for our Outside Sales team. This role is 100% appointment setting and meeting qualification and combines outbound prospecting & appointment setting (≈85%) and meeting qualification & meeting protection (≈15%).
CORE RESPONSIBILITIES Outbound Prospecting & Pipeline Creation
Own outbound activity and meeting creation for a defined territory, segment, or account list.
Execute daily multi-channel outreach (calls, voicemail, email, social) using a structured, repeatable cadence.
Consistently reach and speak with decision-makers and influencers (Owner/VP/Director-level, as applicable).
Use strong openers and concise discovery to identify pain, urgency, and fit.
Build and maintain a clean, prioritized prospect pipeline with next actions scheduled.
Qualification & Meeting Quality
Book meetings that are qualified and actionable, not "calendar clutter."
Qualify against defined standards (ICP fit, problem we solve, stakeholder alignment, next step clarity).
Protect meeting quality through confirmations, reminders, and pre-call context to maximize show rate.
Capture required notes into HubSpot CRM (pain, current state, priority, stakeholders, timeline, agreed next step).
Partner with Outside Sales to continuously tighten qualification thresholds.
Objection Handling, Resilience, and Continuous Improvement
Handle rejection professionally and confidently while maintaining consistent pace and tone.
Develop mastery in objection handling (timing, budget, authority, "send me info," "not interested," competitor lock-in).
Participate in call reviews, coaching, and roleplays; implement feedback fast.
Test and refine messaging, sequences, and target to improve conversion week over week.
Internal Collaboration & Communication
Work closely with Sales leadership and Account Management / Outside Sales to align on target lists, personas, and campaign priorities.
Provide clean handoffs with complete notes and context so the sales team can win.
Share real-time market intelligence (objections, competitor mentions, common triggers, messaging wins).
Participate in performance reviews and take ownership of improvement actions.
Data-Driven Decision Making & Reporting
Leverage tools (CRM, dialer, sequencing, reporting) to track activity, conversions, meeting outcomes, and quality.
Maintain accurate, timely reporting to create visibility and accountability.
Identify what's working (and what isn't) and adjust fast.
KEY COMPETENCIES
Competitive Drive - Treats targets like a scoreboard and wants to win.
Resilience - Handles rejection without emotional drag; bounces back instantly.
Coachability - Applies feedback fast and consistently; seeks improvement.
Phone Presence - Clear, confident, persuasive communicator; can control a call.
Discipline & Consistency - Executes daily activity and follow-up without needing reminders.
Accountability & Ownership - Owns inputs and outcomes end-to-end and follows through.
Organization - Manages time, tasking, and follow-ups with precision.
ACCOUNTABLE METRICS Welcome to the team, where accountability meets excellence! Your success is measured by these key metrics:
Activity: 100-140 total outbound activities/day (calls + emails + social), including 70-80 dials/day and 25-50 emails/day.
Conversations: 5-7 quality conversations/day.
Meetings: 16-20 qualified meetings set/month; 12-16 qualified meetings held/month (80%+ show rate target).
Quality gates: ≥70% of meetings are Sales-Accepted (SAL/SQL) AND ≥50% of accepted meetings produce a defined next step.
Cadence discipline: 10-12 touches per prospect/account before disqualification.
Hygiene: 100% activity logged; notes include pain, current state, stakeholders, timeline, and next step.
QUALIFICATIONS/EXPERIENCE/EDUCATION
1-3+ years in outbound prospecting, SDR/BDR, appointment setting, recruiting, fundraising, or high-volume phone roles preferred (we'll evaluate performance, not just titles).
Demonstrated ability to handle high activity and persistent rejection while maintaining confidence and professionalism.
Strong verbal communication and comfort with cold calling as a primary daily work stream.
Strong written communication for follow-up emails and social outreach.
Experience using CRM systems (HubSpot, Salesforce, or similar), dialers, and sequencing tools preferred.
High school diploma required; bachelor's degree preferred (or equivalent relevant experience).
PHYSICAL DEMANDS/ENVIRONMENTAL FACTORS
Frequent use of computers, mobile devices, and standard office equipment.
Ability to remain seated or at a workstation for extended periods, with occasional movement around the office to access equipment and resources.
Ability to lift and move IT equipment weighing up to 55 lbs. as needed.
Occasional exposure to dust during equipment handling and recycling.
Awareness of typical IT workplace hazards, including:
Ergonomic - Prolonged computer use and repetitive motions
Electrical - Potential exposure to faulty cables or equipment during maintenance
Chemical - Use of standard cleaning products or equipment fluids
Physical - Lifting, bending, working in tight spaces, or tripping hazards from cabling
Psychosocial - Periods of high workload, urgent deadlines, and on-call rotations
Effective communication skills for phone, video, and written interactions with team members and clients.
COMPENSATION AND BENEFITS
Competitive base salary commensurate with experience and the strategic impact of the role.
Performance-based bonus opportunity tied to individual, client portfolio, and company results.
Comprehensive benefits package including Medical, HSA, Dental, Vision, Accident, Hospital, Critical Illness, company-paid Life Insurance, Long and Short-Term Disability, and company contribution to 401(k).
Generous Paid Time Off program with PTO accrual plus 9 paid holidays.
Access to an onsite fitness center with full locker rooms at no cost to employees.
Scenic walking path.
Onsite cafeteria.
Regular team events and social activities to support a strong, collaborative culture.
Clear long-term career growth opportunities within a stable, growing organization.
We provide reasonable accommodation for employees with disabilities to enable them to perform the essential functions of the job. If you require accommodation, please let us know.
We provide reasonable accommodation for employees with disabilities to enable them to perform the essential functions of the job. If you require accommodation, please let us know. Impact Group is an Equal Opportunity Employer and prohibits discrimination based on a protected class, including race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.
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CORE RESPONSIBILITIES Outbound Prospecting & Pipeline Creation
Own outbound activity and meeting creation for a defined territory, segment, or account list.
Execute daily multi-channel outreach (calls, voicemail, email, social) using a structured, repeatable cadence.
Consistently reach and speak with decision-makers and influencers (Owner/VP/Director-level, as applicable).
Use strong openers and concise discovery to identify pain, urgency, and fit.
Build and maintain a clean, prioritized prospect pipeline with next actions scheduled.
Qualification & Meeting Quality
Book meetings that are qualified and actionable, not "calendar clutter."
Qualify against defined standards (ICP fit, problem we solve, stakeholder alignment, next step clarity).
Protect meeting quality through confirmations, reminders, and pre-call context to maximize show rate.
Capture required notes into HubSpot CRM (pain, current state, priority, stakeholders, timeline, agreed next step).
Partner with Outside Sales to continuously tighten qualification thresholds.
Objection Handling, Resilience, and Continuous Improvement
Handle rejection professionally and confidently while maintaining consistent pace and tone.
Develop mastery in objection handling (timing, budget, authority, "send me info," "not interested," competitor lock-in).
Participate in call reviews, coaching, and roleplays; implement feedback fast.
Test and refine messaging, sequences, and target to improve conversion week over week.
Internal Collaboration & Communication
Work closely with Sales leadership and Account Management / Outside Sales to align on target lists, personas, and campaign priorities.
Provide clean handoffs with complete notes and context so the sales team can win.
Share real-time market intelligence (objections, competitor mentions, common triggers, messaging wins).
Participate in performance reviews and take ownership of improvement actions.
Data-Driven Decision Making & Reporting
Leverage tools (CRM, dialer, sequencing, reporting) to track activity, conversions, meeting outcomes, and quality.
Maintain accurate, timely reporting to create visibility and accountability.
Identify what's working (and what isn't) and adjust fast.
KEY COMPETENCIES
Competitive Drive - Treats targets like a scoreboard and wants to win.
Resilience - Handles rejection without emotional drag; bounces back instantly.
Coachability - Applies feedback fast and consistently; seeks improvement.
Phone Presence - Clear, confident, persuasive communicator; can control a call.
Discipline & Consistency - Executes daily activity and follow-up without needing reminders.
Accountability & Ownership - Owns inputs and outcomes end-to-end and follows through.
Organization - Manages time, tasking, and follow-ups with precision.
ACCOUNTABLE METRICS Welcome to the team, where accountability meets excellence! Your success is measured by these key metrics:
Activity: 100-140 total outbound activities/day (calls + emails + social), including 70-80 dials/day and 25-50 emails/day.
Conversations: 5-7 quality conversations/day.
Meetings: 16-20 qualified meetings set/month; 12-16 qualified meetings held/month (80%+ show rate target).
Quality gates: ≥70% of meetings are Sales-Accepted (SAL/SQL) AND ≥50% of accepted meetings produce a defined next step.
Cadence discipline: 10-12 touches per prospect/account before disqualification.
Hygiene: 100% activity logged; notes include pain, current state, stakeholders, timeline, and next step.
QUALIFICATIONS/EXPERIENCE/EDUCATION
1-3+ years in outbound prospecting, SDR/BDR, appointment setting, recruiting, fundraising, or high-volume phone roles preferred (we'll evaluate performance, not just titles).
Demonstrated ability to handle high activity and persistent rejection while maintaining confidence and professionalism.
Strong verbal communication and comfort with cold calling as a primary daily work stream.
Strong written communication for follow-up emails and social outreach.
Experience using CRM systems (HubSpot, Salesforce, or similar), dialers, and sequencing tools preferred.
High school diploma required; bachelor's degree preferred (or equivalent relevant experience).
PHYSICAL DEMANDS/ENVIRONMENTAL FACTORS
Frequent use of computers, mobile devices, and standard office equipment.
Ability to remain seated or at a workstation for extended periods, with occasional movement around the office to access equipment and resources.
Ability to lift and move IT equipment weighing up to 55 lbs. as needed.
Occasional exposure to dust during equipment handling and recycling.
Awareness of typical IT workplace hazards, including:
Ergonomic - Prolonged computer use and repetitive motions
Electrical - Potential exposure to faulty cables or equipment during maintenance
Chemical - Use of standard cleaning products or equipment fluids
Physical - Lifting, bending, working in tight spaces, or tripping hazards from cabling
Psychosocial - Periods of high workload, urgent deadlines, and on-call rotations
Effective communication skills for phone, video, and written interactions with team members and clients.
COMPENSATION AND BENEFITS
Competitive base salary commensurate with experience and the strategic impact of the role.
Performance-based bonus opportunity tied to individual, client portfolio, and company results.
Comprehensive benefits package including Medical, HSA, Dental, Vision, Accident, Hospital, Critical Illness, company-paid Life Insurance, Long and Short-Term Disability, and company contribution to 401(k).
Generous Paid Time Off program with PTO accrual plus 9 paid holidays.
Access to an onsite fitness center with full locker rooms at no cost to employees.
Scenic walking path.
Onsite cafeteria.
Regular team events and social activities to support a strong, collaborative culture.
Clear long-term career growth opportunities within a stable, growing organization.
We provide reasonable accommodation for employees with disabilities to enable them to perform the essential functions of the job. If you require accommodation, please let us know.
We provide reasonable accommodation for employees with disabilities to enable them to perform the essential functions of the job. If you require accommodation, please let us know. Impact Group is an Equal Opportunity Employer and prohibits discrimination based on a protected class, including race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.
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