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Lead Business Development Representative

Remote/United States – Full-Time

Summary

As a Lead Business Development Representative, you’re on the front line of pipeline growth every day, researching target accounts, engaging decision-makers, and converting interest into high-quality sales meetings. Your day starts by reviewing new MQLs, analyzing buying signals, and prioritizing who to go after first. From there, you craft tailored outreach, run call and email cadences, and move qualified prospects into the funnel. You stay laser-focused on activity, optimize your cadences for performance, and partner closely with Sales to ensure every strong opportunity advances.

This is a role built for a driven, high-performing sales professional who wants to accelerate into senior sales pathways. You will own measurable impact: generating qualified pipeline, improving conversion rates, and fueling revenue growth across the business.

Compensation is built to reward results; competitive base pay, a flat incentive for every sales-qualified deal you generate, AND a percentage of revenue from the opportunities you help close.

Responsibilities

  • Prospect and engage potential clients within mid-market technology sectors using phone, email, LinkedIn, and other channels.
  • Qualify leads through consultative conversations and discovery calls to determine business fit and need.
  • Develop and maintain a deep understanding of target buyer personas, technology stacks, and market trends.
  • Collaborate closely with Sales to ensure seamless handoff and follow-through on qualified opportunities.
  • Manage and track activity, pipeline, and metrics in CRM (Salesforce or HubSpot preferred).
  • Conduct research on target accounts to personalize outreach and increase engagement rates.
  • Assist in developing and refining outreach cadences and playbooks.
  • Mentor and support newer BDRs on best practices for pipeline generation and account research.

Qualifications

  • 1–2 years of experience in a sales or business development role that includes outbound and qualification activities, ideally within SaaS, IT services, or consulting, contributing to measurable pipeline or revenue outcomes.
  • Proven track record of meeting or exceeding lead generation or outbound activity goals, such as hitting 80–100+ outbound touches per day or achieving 120%+ to target in appointment setting.
  • Strong communication skills with the ability to convert cold outreach into qualified meetings and engage decision makers at multiple levels.
  • Hands-on experience with CRM and sales automation tools (Salesforce, Salesloft, Marketing Cloud, etc.), including maintaining 90%+ data hygiene accuracy, updating activities, and managing a consistent pipeline.
  • Highly organized and self-directed, with the ability to manage a high-volume book of outreach, prioritize tasks, and consistently meet weekly and monthly KPIs.
  • Collaborative, team-oriented contributor with a demonstrated desire to grow into senior sales or account executive roles, evidenced by taking on stretch goals, peer coaching, or supporting team initiatives.

Performance Metrics

  • Monthly quota attainment (sales qualified opportunities created)
  • Number of outbound touches and meetings booked
  • Conversion rates from MQL to SQL
  • Pipeline contribution to revenue goals

 

To be considered for this position, candidates must reside in one of the following U.S. states: AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, and Washington DC. Candidates residing outside these states are not eligible for consideration currently.  

Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa currently.

 

We are committed to pay equity and transparency. The compensation range for this position represents our good faith estimate of the range we reasonably expect to pay for this role at the time of posting. The actual compensation offered will be determined based on factors such as the candidate’s experience, skills, education, work location, and internal equity. 

In addition to base pay, employees may be eligible for discretionary bonuses, commissions, or other incentive programs, as well as a comprehensive benefits package that includes medical, dental, vision, 401(k), paid time off, etc. 

Estimated Compensation Range:

$45,000 - $50,000 USD

FormativGroup operates within the critical middle layer of business technology, where applications and systems connect infrastructure to business processes. We are specialists who help the middle market take full advantage of their technology investments with deep, industry-centric expertise, all in one place, to unify fragmented systems. With deep technical expertise across cloud architecture, system integration, AI, and data strategy, we bridge the gap between business goals and modern platforms.  

FormativGroup is an equal opportunity employer providing opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

ADA Specifications: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position. 

#formativgroupcareers #WorkWithUs

 

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