Business Development Representative

We're hiring a Business Development Representative for a hybrid, full-cycle prospecting role. You'll be assigned a territory and a set of Account Executives to partner with, and you'll be responsible for building a healthy pipeline of Sales Accepted Leads (SALs) and Sales Qualified Leads (SQLs), from both self-sourced outbound prospecting and inbound demand. You will not be a lead-qualification-only BDR: you own a number, and you hit it through a mix of outbound-sourced and inbound-converted SQLs.

This is an ideal role for someone who is self-motivated and driven, wants to build the foundational skills — prospecting, discovery, objection handling, and pipeline management — needed to become a top-performing Account Executive, and either has experience on or genuinely wants to work on a smaller, high-ownership team.

What You'll Do

Outbound SQLs

• Own a defined territory, working closely with your assigned AEs on account strategy and target account selection

• Research and build target account and contact lists within our Ideal Customer Profile (ICP), using tools like LinkedIn, Apollo, and other prospecting/intent data sources

• Execute multi-touch outbound sequences (cold calls, personalized emails, LinkedIn/social outreach) to generate net-new sales conversations

• Personalize outreach based on account research, trigger events, buyer persona insights, and intent signals rather than relying on generic templates

• Consistently hit weekly/monthly activity KPIs (calls, emails, connects) and outbound-sourced SQL targets

Inbound SQLs

• Respond to and qualify inbound leads (demo requests, content downloads, webinar registrants) within SLA

• Run structured discovery calls to qualify leads against ICP and buying-stage criteria (e.g. MEDDPICC)

• Convert qualified inbound and outbound conversations into SQLs — qualified conversations for your assigned AEs that move into the discovery phase of pipeline

Pipeline & Reporting

• Maintain accurate, real-time activity and pipeline data in Salesforce (SFDC)

• Partner with Marketing on campaign follow-up, event pre/post outreach, and lead-source feedback

• Partner with assigned AEs on territory strategy and account-based outbound plays

• Occasionally represent Thought Industries at sponsored events, webinars, and field marketing activities to drive attendance and generate on-site pipeline