Role Summary
The Business Development Representative (BDR) is a critical member of the NXTThing sales team, responsible for building and maintaining top-of-funnel pipeline that feeds our Business Development Directors. This is not a passive coordination role.The BDR owns outbound prospecting, conference lead follow-up, and long-cycle nurture sequences that keep NXTThing visible with the right buyers at the right moments.
This role is a strong fit for someone who:
- Is energized by research, outreach, and finding the right door into a target account
- Communicates with confidence and professionalism
- Understands (or is eager to learn) the TA Technology and talent acquisition solutions landscape
- Wants a clear path toward a full-cycle sales or marketing support role
Core Responsibilities
- Cold Outreach & ICP Prospecting
- Build and maintain targeted prospect lists within defined ICPs using tools such as LinkedIn Sales Navigator, Apollo, PipeDrive CRM, and various resources to perform proper research
- Execute high-quality, personalized outbound sequences via email, phone, and LinkedIn — prioritizing relevance over volume
- Research target accounts and contacts to inform messaging (recent news, hiring activity, org changes, technology stack signals)
- Achieve weekly activity targets for outreach volume, connection requests, and conversations initiated
Conference & Event Follow-Up
- Own the post-conference lead process from target list or badge scan to qualified meeting, working in partnership with the BDD who attended the event
- Segment and prioritize conference contacts by ICP fit, title, and conversation quality within 24-48 hours of event close
- Execute timely, personalized follow-up sequences tailored to the event context and individual conversations
- Track conversion rates from conference lead to meeting booked and report on outcomes after each event
Nurture & Long-Cycle Outreach
- Manage a structured nurture program, in partnership with marketing, for prospects who have expressed interest but are not yet ready to engage, including past demos, RFP participants, and multi-touch sequences
- Monitor trigger events (leadership changes, company growth signals, job postings, press releases) and activate timely outreach accordingly
- Maintain consistent touchpoints with warm contacts across multi-month buying cycles without losing relevance or momentum
- Collaborate with BDDs to ensure no relationship gaps exist between active sales conversations
Pipeline Support & Coordination
- Schedule discovery calls and meetings on behalf of Business Development Directors, managing logistics across time zones and complex calendars
- Support RFP and proposal preparation by gathering research, pulling CRM data, and coordinating internal inputs as needed
- Maintain accurate, up-to-date records for all prospect interactions, sequences, and pipeline stages in CRM
- Assist in preparing pre-call briefs, account summaries, and meeting prep materials for the sales team
Brand & Content Amplification
- Engage with and amplify NXTThing content on LinkedIn to increase brand visibility within target buyer audiences
- Share relevant industry content, event recaps, and thought leadership on behalf of or alongside the sales team
- Support the development of outreach templates, sequence messaging, and sales enablement materials
What You Bring
Required
- 1–3 years of experience in a BDR, SDR, sales coordination, or similar outbound-facing role
- Strong written communication skills — capable of crafting outreach that is concise, personalized, and professional
- Familiarity with CRM platforms (PipeDrive, Salesforce, HubSpot, or equivalent) and sales engagement tools
- Organized and detail-oriented with the ability to manage multiple sequences and priorities simultaneously
- Comfort operating independently in a remote environment with a high degree of self-direction
Preferred
- Exposure to TA or HR technology, RPO, staffing, or talent acquisition services
- Experience with LinkedIn Sales Navigator, ZoomInfo, Apollo, LLM AI, Google, or similar research and prospecting tools
- Demonstrated interest in growing into a quota-carrying sales role
Success Metrics
- Meetings Booked Primary KPI — qualified discovery calls set for BDD team
- Outbound Activity Emails sent, LinkedIn touches, calls made — weekly targets set at hire
- Conference Conversion % of event contacts that convert to a scheduled meeting
- Sequence Completion % of target accounts entered into active outreach sequences
- CRM Hygiene Data accuracy and timeliness of contact/activity updates
- Pipeline Contribution Sourced pipeline value from BDR-initiated opportunities
is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
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