Business Development Representative - B2B… at IntelliShift · Remote

Summary: IntelliShift is a rapidly growing B2B SaaS company specializing in fleet management technology. The Business Development Representative (BDR) will drive revenue growth by managing and qualifying inbound leads and executing strategic outbound prospecting to build a strong pipeline of opportunities for Account Executives. Responsibilities: - Targeted Account Ownership: Own and execute outbound prospecting strategy within a set of high-value, complex, or mid-market level accounts, collaborating closely with assigned Account Executives - Deep Research & Personalization: Conduct in-depth research on target accounts, including company financial health, competitive landscape, specific fleet challenges, and organizational structure, to craft highly personalized and compelling messaging - Multi-Channel Strategy: Develop and execute sophisticated multi-touch, multi-channel (phone, email, social) outreach sequences to engage C-level and VP-level personas (e.g., VP of Operations, Chief Safety Officer) in the fleet and field operations space - Opportunity Creation: Consistently meet and exceed monthly quotas for Sales Qualified Opportunities (SQOs) and overall pipeline generated, focusing on high-quality, high-value deals that accelerate time-to-close - Market Intelligence: Gather and synthesize market feedback from outbound efforts to inform and refine the company's Ideal Customer Profile (ICP) and go-to-market strategy - High-Value Lead Prioritization: Act as the primary point of contact for high-value inbound "hand-raisers," including demo requests, paid lead, and tradeshow inquiries, ensuring "speed-to-lead" is a top priority - Inbound-to-S2 Conversion: Conduct deep-dive qualification calls with inbound prospects to assess fit, identify pain points, and build initial value, with the primary goal of converting leads into S2 (Discovery) meetings for Account Executives - Lead Nurturing: Manage a pipeline of high-potential inbound leads that are not yet "sales-ready," utilizing personalized follow-up and content delivery to move them toward an S2 stage - Quality Control: Ensure that only leads meeting strict Ideal Customer Profile (ICP) and qualification criteria are passed to the sales team, maintaining a high S2-to-S3 conversion rate - Sales & Marketing Alignment: Provide crucial feedback to the Marketing team on the quality of inbound leads and the effectiveness of messaging in outbound campaigns - Product Expertise: Become a subject matter expert on the IntelliShift platform, including GPS Fleet Tracking, AI Dash Cams, Digital Inspections, and Maintenance solutions, and stay current on fleet industry trends and competitor offerings - Training & Development: Participate in ongoing sales, product, and industry training to continuously improve selling techniques and product knowledge Required Qualifications: - 1+ years of experience in an Account Development, Sales Development, or Business Development role, preferably in a B2B SaaS, or a related technology field, preferably targeting fleet or operations personas - Exceptional verbal and written communication skills with the ability to engage in high-level business conversations - Proven ability to handle rejection and maintain a positive, high-energy approach to hitting daily and monthly activity metrics - Proficiency with Salesforce and Salesloft or similar tools for effective sequencing and tracking Preferred Qualifications: - Bachelor's degree preferred or equivalent professional experience Required Skills: B2B SaaS Sales, Account Development, Sales Development, Fleet Operations Domain Knowledge, Salesforce, Salesloft, Lead Qualification, Outbound Prospecting, Inbound Lead Management, Persistence, Resilience Benefits: Company-subsidized medical, dental, and vision insurance for all FT employees, 401K with a 4% company contribution, Flexible PTO