Business Development Representative

Overview

Business Development Representatives will drive growth by generating new demand, building qualified pipeline, running discovery conversations, and supporting opportunities through handover to a Sales Specialist.

What you'll do

• Work inbound and marketing-sourced leads, including demo requests, event leads and campaign responses.
• Generate new demand through targeted outbound calls, emails, Apollo and LinkedIn Sales Navigator.
• Research prospects to uncover business context and pain points, using AI-enabled tools to prioritise accounts most likely to convert.
• Apply structured PACCT qualification frameworks to assess fit, readiness and urgency.
• Qualify for value as well as fit by understanding budget, scope and the size of the problem before advancing an opportunity.
• Record meeting outcomes honestly.
• Convert qualified meetings into pipeline opportunities.
• Own the handover to the Sales Specialist and document actionable intelligence in Salesforce.
• Stay engaged after handover by supporting early discovery, helping secure the next meeting and keeping the opportunity moving.
• Work with Sales Specialists to agree target accounts and shape the outbound plan for the patch.
• Build partnership on live opportunities by briefing thoroughly, agreeing the next step and keeping the specialist informed.
• Manage marketing-sourced leads by following up promptly and qualifying consistently.
• Give marketing structured feedback on lead quality, events and campaigns.
• Log every meeting outcome within 24 hours and link each opportunity to the originating meeting.
• Maintain accurate records of account activity and qualification in Salesforce.
• Stay current on industry trends and the competitive landscape, and seek feedback to keep improving.
• Meet monthly targets reviewed with the manager, including qualified meetings held, meeting-to-opportunity conversion, pipeline created and CRM accuracy.

What you'll need

• Minimum of 2 years as a Business Development Representative, Sales Development Representative, or in a related pipeline-generation role.
• A track record of converting meetings into qualified opportunities, not just booking them.
• Resilience and persistence, treating objections as information and not taking “no” as a final answer.
• Excellent written and verbal communication, with strong listening skills and the ability to adapt your style to what you hear.
• Genuine curiosity about buyers and a desire to understand their world before engaging with your solution.
• A self-starter with strong organisational skills and the discipline to keep a CRM accurate under pressure.
• Confidence working alongside Sales Specialists and Marketing by agreeing priorities, giving honest feedback, and chasing or escalating when an opportunity stalls.
• Advanced English proficiency at C1/C2 level.
• Exposure to data security, AI governance, data privacy or compliance as a market.
• Experience using Salesforce and research tools.
• Previous experience in technology or SaaS.
• Comfort with AI-assisted productivity tools and experimenting with new technology.
• Knowledge of account-based marketing and sales strategies.

Details

• Location: Mumbai, India.