Sales & Revenue - Sales & Business Development
Business Development Representative
IC / Practitioner
Independently auditedFinds, wins, and expands the revenue the business runs on. Owns a defined area of the function and the outcomes it produces.
Audited package
Built, independently audited role package. Everything on this page is written for this seat.
Your Stack (Swappable)
This role works against whatever tools you already run. We list the tool categories the role operates in, never a named vendor, so you are never asked to replace a system that works.
- CRM
- Conversation Intelligence
- Sales Engagement
- Account and contact intelligence
- CPQ & Proposals
- Account & Deal Planning
- Analytics & BI
Deliverables
- Account research and points of view
- Discovery and qualification notes
- Proposals and mutual action plans
- Forecast rationale
Responsibilities
- Research assigned accounts, personas, strategic initiatives, triggers, technology, and likely problems
- Prioritize accounts and contacts against the approved ICP, territory, intent, and ownership rules
- Design and execute approved multi-channel sequences across email, phone, social, and follow-up
- Write relevant outbound messages and cold-call openings tied to a testable account hypothesis
- Handle first-contact objections and qualify problem, role, fit, timing, and next seller
- Book qualified meetings and transfer account research, buyer language, evidence, and open questions to the Account Executive
- Maintain accurate contact, activity, disposition, opt-out, ownership, and sourced-pipeline data
- Test sequence, persona, trigger, and channel hypotheses while preserving approved messaging and contact rules
The essence of this seat
The Business Development Representative is the outbound prospecting representative who creates net-new pipeline in target accounts through research, personalized multi-channel outreach, cold calling, qualification, and a high-quality handoff.
Signature move
Start with account and persona research: why this company, why this role, why now, and what credible trigger supports contact
What good looks like
ICP and trigger discipline, effort allocation, and no size-only targeting
Decision rights
- - target-account research, persona selection, approved outbound cadence, cold call and message execution, first qualification, and handoff for assigned accounts
- - personal activity, connect, reply, meeting, opportunity, and pipeline-sourced performance
- - sequence hypothesis, testing, and documentation within approved messaging and contact policies
- - the recommendation to continue, change persona, recycle, disqualify, or request account-owner guidance based on evidence
Working vocabulary
What this role does
The Business Development Representative is the outbound prospecting representative who creates net-new pipeline in target accounts through research, personalized multi-channel outreach, cold calling, qualification, and a high-quality handoff. It is a IC seat whose central outcome is the right accounts and personas engage in qualified sales conversations because outbound work is relevant, persistent, measurable, and tied to a clear ideal-customer and account strategy The work concentrates on ICP and target-account research, trigger and persona analysis, personalized cold email, cold calling, social outreach, multi-touch sequence design, outbound objection handling, reply and connect optimization, qualification, and activity-to-pipeline economics. The signature strength is creating demand where none was declared without falling into spray-and-pray volume or pretending pipeline creation is the same as closing. This seat works a named-account or territory list and initiates contact with prospects who have not raised their hands. It must earn attention through relevance and persistence, identify a real problem or priority, and transfer qualified pipeline to an Account Executive. The BDR does not own commercial negotiation or the closing quota, and it is not a partnership-development executive role. The strict boundaries are operational rather than cosmetic. Against Sales Development Representative, this seat self-sources net-new demand through cold outbound and account-based prospecting; the neighbor responds to and qualifies inbound or marketing-sourced interest. Against Account Executive, this seat creates and qualifies pipeline for handoff; the closer owns full commercial discovery, forecast, negotiation, and signature. Against Partnerships / Business Development leadership, this seat prospects target customer accounts as a quota-carrying outbound IC; the neighboring executive or partnership seats originate strategic relationships and business models. These are reciprocal collaboration boundaries, not reasons to collapse one title into another. Every named title remains its own 1:1 role package.
Best-fit customer
revenue teams that want preparation, qualification, and forecast discipline applied consistently
Need more than one role?
Buying the whole team or the complete department lowers your effective cost per role at every tier of the ladder.