Business Development Representative

Description

Arbiter is looking for an energetic and results-driven Business Development Representative to play a key role in supporting our sales pipeline.

The BDR is the foundation of our Account Executive development path. This role is responsible for creating new pipeline opportunities through strategic prospecting, business conversations, and consultative qualification.  Successful BDRs demonstrate the ability to understand customer business challenges, have a strong degree of personal accountability, how to influence buying decisions, and desire progression into a closing sales role (AE).

The ideal BDR candidate will bring a track record of top performance, will be an organized self-starter with an energetic and knowledgeable phone presence, and will have a strong desire to progress into the Account Executive role.

Key Responsibilities

• Generate qualified pipeline opportunities through targeted outreach, business conversations, and discovery of customer challenges, priorities, and buying initiatives.
• Conduct initial discovery conversations to understand customer objectives, challenges, decision-making processes, and potential business impact.
• Partner with Account Executives to develop account strategies and execute coordinated outreach plans
• Apply a combination of prospecting activities including phone, voicemail and email to engage decision makers and influencers within high-potential target accounts
• Develop account engagement strategies and multi-thread relationships across target accounts to identify business needs and create sales opportunities.
• Navigate gatekeepers and challenges to work directly with key decision makers 
• Understand high-level solution and industry information and be able to clearly articulate value proposition
• Demonstrate increasing ownership of opportunity creation, qualification quality, and pipeline outcomes.
• Consistently seek coaching and feedback to improve business acumen, sales skills, and prepare for Account Executive responsibilities.
• Keep accurate records and detailed notes of all outreach efforts and contacts within the CRM.
• Meet or exceed monthly targets 
• Provide closed-loop feedback to ensure continuous process optimization

What Success Looks Like

0-6 Months

• Consistently achieves pipeline creation targets 
• Demonstrates strong discovery and qualification skills 
• Build credibility with prospects and Account Executives 

6-18 Months

• Creates high-quality opportunities that convert into revenue 
• Demonstrates business acumen and sales process knowledge 
• Becomes a candidate for promotion into an Account Executive role 

Metrics

Primary Metrics

• Sales accepted opportunities (SAOs) and Qualified pipeline generated
  • Expected SAO volume is 25 per Month
• Opportunity conversion rate 
  • Expected win rate to exceed 25%
• Meeting-to-opportunity conversion 

Expected conversion to exceed 50%

Secondary Metrics

• Activity levels 
  • Expected call volume to exceed 100 calls per day
• Meetings booked
  • Expected meeting volume to exceed 3 sets per day

Requirements

Required Qualifications

• Strong communication, thoughtful questioning, and active listening skills with the ability to engage business stakeholders in meaningful conversations
• Ability to think critically about business problems and connect customer challenges to potential solutions
• Demonstrated curiosity, coachability, competitiveness, and desire to pursue a long-term career in sales
• Strong organizational skills and a keen attention to detail
• Cellphone or personal device to receive MFA (multi-factor authentication) texts or calls 
• Have an internet connection that’s adequate for their job, a minimum of 10Mbps down

Preferred Qualifications

• Prior experience in business development, sales, customer-facing roles, athletics, leadership positions, entrepreneurship, or other environments requiring resilience, persuasion, and achievement.
• Evidence of sustained achievement, such as exceeding quotas, athletic accomplishments, leadership roles, academic excellence, military service, or entrepreneurial experience
• Business to Business marketing/business experience - with technology company a plus
• Experience using Salesforce and Salesloft a plus

Work Location and Environment

This is a full-time, in-office role based in Sandy, UT.

Daily in-person collaboration with managers and peers.

Built for high-energy, high-accountability execution.

Enables real-time coaching, development, and performance improvement.