Business Development Representative

Summary

Soutron Global builds information management software for organizations whose records, archives, and collections are core to their operations. The Business Development Representative will conduct high-volume, phone-first outbound prospecting, qualify prospects, schedule and manage discovery meetings, maintain CRM data quality, and provide market feedback to support the Account Executive team.

Responsibilities

• Run a disciplined daily call block against assigned target lists, with a working floor of 55–60 outbound dials per day and 4 or more quality conversations per day
• Work multi-threaded outreach — phone, email, and LinkedIn — using approved sequences and messaging, adapting to the persona in front of you
• Prospect into the personas that buy our products: library and archive directors, records and information managers, IT and operations leaders, and the procurement and finance stakeholders who sit alongside them
• Research accounts efficiently enough to earn the conversation, and no more. Volume and preparation are both required; neither is an excuse for the other
• Qualify against the agreed criteria before booking. A meeting that should not have been set costs more than a meeting that was never booked
• Book qualified discovery meetings into the calendars of the Account Executive team, with a written handoff that gives the AE the context to run the call
• Own the meeting through to held, not just to set — confirm, remind, and reschedule so that meetings you book actually happen
• Follow up on assigned inbound leads within the agreed speed-to-lead standard of 15 minutes during business hours
• Log every activity, contact, and outcome in the CRM the same day. If it is not in the system, it did not happen
• Keep assigned records clean — correct titles, correct contacts, disqualification reasons recorded — so that list quality improves rather than degrades over time
• Report weekly on what is working and what is not: which messages land, which personas answer, which segments are cold, and which lists are stale
• Bring competitive and market intelligence back from the field to Sales and Marketing

Skills

• One or more years in an outbound-calling role — SDR, BDR, inside sales, telesales, fundraising, recruiting, or a comparable phone-led seat — with evidence of consistent quota attainment
• Demonstrated comfort with cold calling at volume. You should be able to describe your own daily call discipline without being prompted
• Clear, credible written and verbal communication. You will be talking to directors and department heads, not gatekeepers alone
• Resilience and self-management in a remote role. The activity floor is met because you meet it, not because someone is watching
• Working fluency with a CRM and standard prospecting tooling, and the discipline to keep records clean
• Coachability — evidence that you have taken feedback on a call and changed what you did on the next one
• Experience selling B2B software, particularly to institutional, public sector, or committee-led buyers
• Experience with long procurement cycles, RFPs, or public tenders
• Familiarity with libraries, archives, records management, or the information management market
• Experience prospecting across multiple segments simultaneously rather than a single vertical

Qualifications

Must Haves

• One or more years in an outbound-calling role — SDR, BDR, inside sales, telesales, fundraising, recruiting, or a comparable phone-led seat — with evidence of consistent quota attainment
• Demonstrated comfort with cold calling at volume. You should be able to describe your own daily call discipline without being prompted
• Clear, credible written and verbal communication. You will be talking to directors and department heads, not gatekeepers alone
• Resilience and self-management in a remote role. The activity floor is met because you meet it, not because someone is watching
• Working fluency with a CRM and standard prospecting tooling, and the discipline to keep records clean
• Coachability — evidence that you have taken feedback on a call and changed what you did on the next one

Nice to Haves

• Experience selling B2B software, particularly to institutional, public sector, or committee-led buyers
• Experience with long procurement cycles, RFPs, or public tenders
• Familiarity with libraries, archives, records management, or the information management market
• Experience prospecting across multiple segments simultaneously rather than a single vertical

Benefits

• Variable compensation: $26,000 per year at 100% attainment of the meetings quota, paid monthly, uncapped above target with an accelerator above 100%.
• Remote role.
• Stated path to Account Executive and Inside Sales openings for Business Development Representatives who consistently attain quota, hold quality at standard, and demonstrate the judgment to run a discovery call.