Business Development Representative

Mid-Market Sales Representative

Job Summary

The Mid-Market Sales Representative generates qualified sales opportunities by responding to inbound interest, prospecting prioritised target accounts, and booking meetings for Account Executives. The role combines consultative conversations with procurement, finance and IT leaders, structured outbound outreach, and accurate CRM management to support sales pipeline development.

Key Responsibilities

• Respond promptly to inbound leads and demo requests; qualify prospects and determine whether to book a meeting, nurture or disqualify.
• Understand prospect buying stage, business needs and reasons for interest before handing opportunities to Account Executives.
• Prospect scored, prioritised accounts using account research, buying signals, supplier-spend context and tailored outreach.
• Use provided scripting and messaging tools to initiate conversations, make calls, handle objections and schedule qualified sales meetings.
• Record interactions, lead sources and required fields accurately in the CRM in accordance with established processes.
• Support pre-event and conference research and outreach; attend in-person events as required.
• Use feedback and coaching to improve outreach effectiveness and qualification quality.

Minimum Education & Experience Requirements

• Minimum of 3 to 5 years of outbound sales experience.
• Business or Marketing Degree Required.
• Strong conversational and relationship-building skills; fluent English communication.
• Willingness to conduct prospecting calls, learn from feedback and work collaboratively.

Knowledge, Skills, and Abilities

• Inbound lead qualification and outbound prospect engagement.
• Ability to research accounts and tailor messaging to buyer role, industry and business context.
• Comfortable speaking with procurement, finance and IT decision-makers.
• Ability to use CRM processes to document interactions, complete fields and attribute lead sources accurately.
• Resilience, curiosity, coachability, initiative and teamwork.

Additional Desired Characteristics

• Previous BDR, SDR, inbound or outbound sales experience.
• Exposure to procurement, B2B, SaaS or complex sales environments.

Tagged as: CRM Administration, Lead Scoring, Pipeline Management