Business Development Consultant at Phocas in Costa Mesa, CA

As a Business Development Representative at Phocas, you'll sit at the very front of our revenue engine. Your mission is to create high-quality sales opportunities by engaging prospective customers, understanding their challenges, and connecting them with the value Phocas delivers.

This role is ideal for someone who enjoys starting conversations, learning how businesses operate, and building the skills needed for a successful career in sales or go-to-market leadership. Your work will directly influence pipeline growth and revenue outcomes.

Why This Role Is a Great Opportunity

• Direct impact - Your work feeds directly into the sales pipeline and revenue growth.
• Skill building - Develop world-class prospecting, discovery, and communication skills.
• Career growth - Clear paths into Sales, Account Management, or other GTM roles.
• Team environment - Work closely with Sales, Marketing, and Partners in a collaborative culture.
• Learning-focused - Ongoing coaching, feedback, and enablement to help you improve fast.
  

What You'll Do
Build & Manage Your Prospect Pipeline

• Own prospect engagement from first touch through opportunity creation.
• Proactively identify and engage prospects aligned to Phocas' ideal customer profile.
• Build and maintain a healthy pipeline across inbound, outbound, and partner channels.
  

Engage & Qualify Prospects

• Conduct consultative discovery conversations to understand customer pain points and goals.
• Qualify opportunities based on agreed quality and conversion standards.
• Clearly and confidently articulate the Phocas value proposition.
  

Collaborate & Execute Campaigns

• Partner with Sales, Marketing, and Partners on coordinated prospecting campaigns.
• Follow up quickly and professionally on inbound leads to maximize conversion.
• Share feedback with Sales on opportunity quality and market insights.
  

Operate with Discipline

• Maintain accurate CRM records and strong pipeline hygiene.
• Stay current on Phocas products, customer use cases, and market trends.
• Use sales tools and technology to work efficiently and effectively.
  

What Success Looks Like

• Consistently creating sales-qualified opportunities that Sales values and accepts.
• Strong conversion rates from lead to opportunity.
• Fast, thoughtful responses to inbound leads.
• Regularly meeting or exceeding opportunity and quota targets.
• Positive feedback from Sales on the quality of opportunities you create.
  

What We're Looking For

• Strong motivation, resilience, and a desire to succeed in sales.
• Curiosity and consultative discovery skills.
• Clear, confident written and verbal communication.
• Ability to manage time, priorities, and follow-ups effectively.
• Willingness to learn quickly and continuously improve.
• Comfort using CRM and sales tools (or eagerness to learn).
• A collaborative mindset and team-first attitude
• This position is a hybrid role with an expectation of in-office presence 3 x weekly