Business Development Representative

• Conduct outbound prospecting into enterprise-level select sectors to identify and engage high-potential leads
• Execute high-quality, personalized outreach via email, phone, and social channels to initiate conversations with executive stakeholders and influencers
• Lead qualification calls with prospects to understand needs, uncover challenges, and articulate how the client's Dash solves enterprise-wide pain points
• Research accounts using LinkedIn, ZoomInfo, company websites, earnings reports, etc, to develop targeted messaging and account strategies
• Partner closely with Account Executives to align outbound efforts with active deal cycles, account planning, and enterprise growth strategies
• Build a pipeline and set qualified meetings that turn into revenue opportunities, tracking all activity in Salesforce and Outreach
• Act as the voice of the customer by delivering insights and feedback to sales and product teams based on prospect interactions
• Represent the client's Dash at virtual and in-person events, webinars, and industry conferences when relevant
• Develop critical sales skills, such as leading effective discovery calls, cold calling, objection handling, articulating and selling value, prioritization, and time management, and more
• Report to the sales manager with weekly, monthly, and quarterly results

• Bachelor's degree or equivalent practical experience
• Minimum of 9 months of experience in outbound prospecting, with a proven track record of exceeding pipeline or meeting generation goals
• Demonstrated ability to research complex organizations, identify business needs, and tailor messaging for relevance and impact
• Strong storytelling, objection handling, and value articulation skills in both written and verbal communication
• Highly organized and self-motivated with excellent time management and prioritization skills
• Enthusiasm for learning about emerging technologies and how they create business value across industries
• A love for making an impact and working with a team to hit key goals and metrics 
• Team-centric mindset and demonstrated ability to work well in a collaborative environment 
• Experience using Salesforce, Outreach, LinkedIn Sales Navigator, and generative AI to accelerate prospecting effectiveness

• Prior experience prospecting into large enterprise organizations with complex buying groups
• Familiarity with the Tech, Media, or Entertainment industries
• Experience researching, account planning, prospecting, and cold calling into a large list of net new accounts 
• Preferred Certifications: 
  o GTM Partners – Outbound Prospecting Certification
  o Winning by Design – Prospecting & Pipeline Course
  o Gong Academy – Discovery & Messaging Courses
  o Outbound Prospecting – Pavilion University
  o JB Sales – Selling Better Trainingo 
• Proficiency with Salesforce and other sales enablement tools (i.e. Outreach, Sales Navigator)

Thank you!

FocusKPI Hiring Team

Founded in 2010, FocusKPI, Inc. (FocusKPI) is a data science and technology firm specializing in predictive analytics practice and methodologies. FocusKPI is a US company headquartered in Silicon Valley, California, with an East Coast office in Boston, Massachusetts.

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