Business Development Representative

About the Role

Qualifications

• Required
• 1+ year(s) of outbound Sales or Business Development experience or equivalent (SDR, BDR, inside sales, or account development roles)
• Hands-on familiarity with the Sales Development Tool Stack: Salesforce, a sales engagement or dialing platform (Gong, Orum, or equivalent), and LinkedIn Sales Navigator
• Strong communication and interpersonal skills — ability to build rapport quickly and articulate value propositions with confidence
• Self-directed and results-oriented — ability to manage your own territory, set priorities, and execute with minimal supervision
• Comfort with data and metrics — ability to track KPIs, analyze your own performance, and adjust approach based on results
• Hunger to learn and grow — you see this role as an opportunity and are committed to developing the skills needed to grow your career
• Preferred
• Experience selling software used by the Office of the CFO (FP&A, accounting, ERP, or finance operations tools)
• Previous experience in an outbound-focused, category-disciplined sales organization
• Familiarity with MEDDPICC, account-based marketing (ABM), or intent data platforms
• Track record of exceeding quota or pipeline generation targets
• Experience working across distributed or remote teams
• What Makes You a Strong Fit
• You prize quality: You believe the best pipeline is created through discipline and strategy, not volume for its own sake.
• You own your results: You manage your territory like a business, track your metrics, and take accountability for hitting your targets.
• You balance structure and autonomy: You execute company-wide plays with precision while bringing creativity and initiative to your own prospecting.
• You're coachable: You receive feedback, learn quickly, and continuously refine your approach based on what works.
• You think strategically: You understand your accounts, prioritize your time against Tier 1 targets, and connect your activity to business outcomes.
• You're driven to grow: You see this role as a platform to develop into the next generation of BD and sales leaders at insightsoftware.
• For sales roles, this range includes the commission target. For non-sales roles, this is a base salary only range; additional bonus eligibility may apply.
• Your specific offer within this range will be determined by your skills, experience, and qualifications.
• We are committed to pay transparency and fair compensation practices. If you have questions about our compensation approach, please don't hesitate to ask during the interview process.
• Additional Information
• All your information will be kept confidential according to EEO guidelines.
• Learn more about our high-energy, high-performance global team: Work With Us
• insightsoftware About Us: Hear From Our Team
• Background checks are required for employment with insightsoftware, where permitted by country, state/province.
• At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal opportunity workplace.

Responsibilities

• Own Your Pipeline
• Execute prospecting plays designed by the BD leadership team while maintaining the autonomy to generate pipeline through your own creative approaches.
• Build and maintain a portfolio of target accounts across New Logo and Cross-Sell categories, prioritizing Tier 1 accounts for consistent outreach.
• Create Sales Accepted Opportunities (SAOs) — qualified meetings that meet our definition of ready for handoff to your Account Executive partner.
• Track leading indicators: new meetings created, account coverage, follow-up velocity, and conversion rates from prospect to SAO.
• Own the MQL Workflow
• Process Marketing Qualified Leads with speed and rigor — meet internal SLAs for follow-up and qualification.
• Qualify inbound leads against our target account list, determine fit, and either move to SAO or disqualify decisively.
• Provide feedback to Marketing on lead quality, messaging resonance, and field intelligence to continuously improve the inbound pipeline.
• Execute With Excellence
• Master the Sales Development Tool Stack — Salesforce, sales engagement platforms, intent data, and LinkedIn Sales Navigator.
• Maintain CRM and reporting hygiene so that pipeline attribution is accurate and your contribution to the organization is clear.
• Take a data-first approach — use conversion metrics, pipeline velocity, and activity analysis to identify what's working and what needs to change.
• Own Your Development
• Be coachable and receptive to feedback — your manager will invest in your growth through call reviews, pipeline coaching, and 1:1s.
• Build the skills and track record that position you for advancement into a senior BD or leadership role.
• Stay curious about the market, our customers, and the competitive landscape — be an active contributor to team strategy and playbook refinement.