Business Development Representative

The Business Development Representative (BDR) will support our growing platform’s sales efforts. The BDR will do this by assisting in the creation of an appropriate pipeline of qualified and viable sales opportunities. The BDR will specialize in lead generation: responding to and qualifying inquiries, cold calling, and other outreach activities to open new doors and schedule meetings, utilize marketing campaigns and events, as well as nurturing ongoing target prospects.

The BDR must be able to quickly and professionally build rapport and trust with individuals they contact, be compelling and engaging by asking probing questions that draw people in and extend the conversation, identify business opportunities, perform proper discovery and qualification, appropriately position Pursuant, articulate the value of Pursuant GivingDNA™ Platform and our Concierge Giving™ services as it relates to the needs of prospects, create curiosity and/or interest from a prospect, and influence and apply the appropriate next step for the prospect to continue in a sales process with Pursuant.

Responsibilities:

  • Meet and exceed performance metrics
  • Follow up on inbound inquiries to qualify and educate prospects
  • Prospecting activities including cold calling into target vertical prospects to drive new business
  • Maintain consistently high phone volume and interaction
  • Set up phone and in-person meetings for outside sales representatives for deeper conversations with prospects
  • Identify, initiate, and nurture relationships via phone, mail, and email with decision makers until ready to meet with outside sales representatives
  • Evaluate conference attendees and contact them to make introduction and schedule sales meetings
  • Help execute targeted marketing campaigns to generate leads and opportunities
  • Formation and support of territory plans, target lists, and key contacts/influencers
  • Organizing and proactively progressing opportunities to closing stages
  • Ensure all pertinent data is entered in the CRM database
  • Develop and keep current knowledge of the nonprofit industry, vertical market, Pursuant’s solutions, and competition
  • Help in preparation of proposals, RFP responses, as well as gathering pricing and information from multiple areas in Pursuant for scoping solutions
  • Ongoing internal meetings with outside sales partners to educate, motivate and support each other to succeed sales goals

Requirements:

  • Proven ability to network and utilize these relationships to reach new prospects
  • Bachelor’s Degree or equivalent in professional experience
  • Three to five years of recent work history in sales or business development—demonstrate meeting goals and track record of over-achievement
  • Experience in selling technology preferred—‘solution selling’ also greatly desired
  • Strong background utilizing the phone, email, marketing materials, and marketing campaigns/events to locate and create new sales opportunities
  • Excellent communication skills especially phone presentations
  • Ability to use an understanding of products and services to solve prospects' challenges/goals/objectives; analyze solution needs and work with prospects in making solution recommendations
  • Assess sales opportunities and move prospects through a sequence of events to develop a sales cycle
  • Able to prioritize, organize, plan, and coordinate activities/time to manage high pace workload
  • Experience with Salesforce.com a plus

Work Style:

  • Team player
  • Fun, positive, and energetic
  • Comfortable with changing environment
  • Stay driven and maintain the highest level of integrity and building lasting relationships
  • Ability to travel up to 15%-20% of time
  • Strong desire for professional development and growth; eager to be mentored for a career in solution selling

Submit your resume here

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