Business Development Representative

Business Development Representative (Culture Solutions Manager) Reports to: VP, Demand Generation Full-time, Exempt The Culture Solutions Manager sits on the Marketing team and plays a critical role in growing and accelerating our pipeline. This is a true business development representative role, not a content marketing or customer account manager position. He/she is primarily responsible for prospecting, qualifying, and nurturing prospects to drive opportunities for the sales team. The CS Manager also partners with the sales representatives with disciplined follow-through to ensure opportunities maintain momentum throughout the funnel. The ideal candidate is adaptable, highly organized, and energized by outbound outreach. He/she thrives on turning cold conversations into warm opportunities and taking mutual ownership of pipeline impact beyond booking meetings. Primary Responsibilities Analyze existing account data to identify potential new stakeholders and expansion opportunities within current customer organizations. Strategically develop new business opportunities by designing and optimizing engagement processes to align with organizational revenue goals. Conduct market segmentation and prospect profiling to identify and prioritize high-value prospects for personalized outreach strategies. Craft and deliver compelling value propositions to prospects by aligning business needs with tailored solution narratives and identifying the appropriate timing for product introductions. Strategically align with sales representatives’ post–discovery call to support deal progression. Orchestrate timely and value-driven follow-up communications to clearly define and secure next steps from the lead or opportunity. Proactively re-engage dormant opportunities to sustain pipeline velocity. Evaluate and qualify prospective clients using strategic business criteria to determine readiness for direct engagement with sales representatives. Develop and maintain strategic account lists for Account-Based Marketing (ABM) campaigns by analyzing market trends, business priorities, and long-term revenue potential. Manage the sales transition process by preparing detailed prospect briefings and ensuring seamless knowledge transfer that optimizes sales team performance. Serve as a consultative resource to potential clients, addressing inquiries, providing education on solutions, and sharing strategic content to accelerate buyer readiness. Vet inbound leads and qualify them appropriately for nurture or sales engagement. Leverage CRM and sales enablement technologies (e.g., Salesforce, HubSpot, LinkedIn) to drive data-informed prospecting and campaign execution strategies. Skills & Abilities Strong awareness of our IP. Able to create and customize messaging that resonates with target audiences. Able to work independently, cross-functionally, prioritize effectively, and think creatively. Able to share valuable insights in a clear, meaningful, and presentable way. Understanding of how personas and the Buyer’s Journey influence the sales approach. Solutions-oriented and optimistic mindset. Think positive. Think people. Personable and inquisitive with excellent conversational and listening skills. Adaptable, resilient, and continually seeking learning opportunities and self-growth. Education & Experience BA/BS, preferred. 5 years+ sales/business development, or field sales experience required. Proven success record of cold prospecting. Hands on experience with Salesforce, HubSpot, ZoomInfo, LinkedIn required. Physical Requirements Prolonged periods sitting at a desk and working on a computer. Must be able to lift up to 15 pounds at times. #J-18808-Ljbffr