Sales and Business Development Representative

This is a fully remote position, open to applicants in Ohio, +2 more states.

📋 Description

• Develop a qualified enterprise pipeline within a designated territory and specific target accounts.

• Strategize and implement enterprise outreach that aligns with account ownership, established relationships, and territory strategies.

• Conduct research on account suitability, industry priorities, organizational changes, and business triggers.

• Identify decision-makers and influencers, creating tailored messaging for each account.

• Perform outbound prospecting through phone calls, emails, and social media channels.

• Lead structured discovery sessions to comprehend business challenges, impacts, scope, and openness to exploring solutions.

• Validate opportunities, document qualification evidence, and determine significant next steps.

• Collaborate with Account Managers and Pre-Sales teams during commercial or technical discovery phases.

• Ensure coordinated transitions with documented challenges, stakeholders, scope, and subsequent actions.

• Meet QSO and qualified pipeline goals.

• Accurately document activity, discovery insights, and next steps in Salesforce or a similar CRM system.

• Utilize activity, engagement, and conversion metrics to refine targeting, messaging, and execution strategies.

• Work alongside Sales, Marketing, and Product Marketing teams on account insights and outbound campaigns.

• Engage in training, coaching, and team collaboration initiatives.

• Report directly to the Director of Sales and Business Development.

⛳️ Requirements

• Minimum of 5 years of experience in B2B sales or business development, demonstrating success in outbound prospecting and generating qualified new business opportunities.

• Proficient in researching complex organizations, prioritizing accounts, and translating insights into effective outreach.

• Confident in engaging with senior business stakeholders, supported by strong written communication skills, active listening, and thoughtful questioning.

• Experienced in conducting discovery conversations and evaluating whether a business need warrants further sales engagement.

• Excellent organizational skills, consistent follow-through, and experience maintaining accurate records in Salesforce or another CRM platform.

• Familiarity with Sales Engagement and AI tools to enhance outbound prospecting speed and methods.

• Possess commercial curiosity, resilience, personal accountability, and a willingness to learn from coaching and feedback.

• Background in prospecting enterprise or strategic accounts and navigating multiple stakeholder groups.

• Knowledge of SaaS or enterprise technology, specifically in areas such as EHS, ESG, sustainability, risk, or compliance solutions.

• Experience collaborating with Account Managers, Account Executives, or Pre-Sales teams.

• Understanding of consultative selling and qualification methodologies such as MEDDIC, MEDDPICC, or Sandler is preferred.

• A Bachelor's degree or equivalent experience is desirable.

• Proficiency in multiple languages is a plus.

• Candidates can be located anywhere in the U.S., with a preference for those in EST or CST time zones.

• Willingness to travel approximately 10% annually.

🏝️ Benefits

• Medical, Dental, & Vision Plans.

• 401(k).

• FSA/HSA.

• Commuter Benefits.

• Tuition Assistance Plan.

• Vacation and Sick Time.

• Paid Parental Leave.