Business Development Representative

Summary

Bonfire is seeking a Business Development Representative to acquire new customers across nonprofits, creators, communities, and for-profit businesses. The role manages the full sales cycle, builds and maintains a qualified pipeline, conducts consultative sales conversations, manages CRM activity, and supports the growth of existing customer revenue.

Responsibilities

• Drive new customer acquisition - Outbound prospecting for new customers is the primary focus of the BDR role, measured by driving net revenue from new to Bonfire customers
• Target prospects effectively - Focus new customer acquisition efforts exclusively on prospects with the potential to generate $2,400+ in annual net revenue, prioritizing opportunities that align with Bonfire's target customer profiles
• Own the full sales cycle - Manage new business opportunities from prospect identification and initial outreach through qualification, discovery, demo, and the customer's first financial activation
• Build and manage a healthy pipeline - Consistently identify and engage qualified prospects through cold outreach, social selling, referrals, inbound opportunities, and other prospecting channels
• Meet sales activity and revenue goals: Consistently achieve daily and weekly sales targets established by Sales Team management, including but not limited to new outbound prospecting volume/week, demo calls conducted/week, new customer launches/week, net revenue generated/month
• Execute effective prospecting - Research target accounts and develop personalized, compelling outreach strategies designed to generate meaningful engagement and qualifed sales conversations
• Qualify prospects - Quickly and effectively qualify prospects based on Bonfire's target customer profiles, including customer segment, business needs, potential revenue, and overall fit
• Conduct consultative sales conversations - Lead discovery and demo calls with qualified prospects, understand their goals and challenges, and recommend Bonfire solutions that best meet their needs (if applicable)
• Convert inbound opportunities - Partner with our Sales Operations team to manage qualified inbound opportunities from discovery through close (when assigned)
• Manage CRM activity and pipeline - Diligently create, manage, and maintain all sales activities, tasks, opportunities, and next steps in HubSpot, ensuring accurate pipeline visibility and timely follow-up
• Grow existing customer revenue - As a secondary responsibility, manage assigned existing accounts and identify opportunities to retain, grow, or expand revenue, as well as re-engage qualified former or inactive customer
• Advocate for prospects and customer - Work cross-functionally with teams cross Bonfire to address customer needs, remove barriers, and secure resources or solutions that support closing and launching new business
• Become an expert in Bonfire's customers - Develop a deep understanding of Bonfire's core customer personas, including their businesses, needs, challenges, behaviors, and motivations
• Use modern sales techniques - Leverage current sales strategies and technologies, including video messaging, social selling, personalized outreach, and other emerging prospecting techniques to increase engagement and conversion
• Represent Bonfire with integrity - Approach every prospect and customer interaction with a consultative mindset, professionalism, and the highest level of integrity while representing the Bonfire team

Skills

• Excellent verbal and written communication skills, with the ability to build rapport, establish credibility, and earn the trust of prospects, customers, and internal stakeholders
• Demonstrated ability to take initiative, work independently, stay focused on goals, and consistently execute the activities required to achieve results
• Strong understanding of the modern sales technology ecosystem and the ability to effectively leverage CRM, prospecting, sales engagement, communication, and productivity tools
• Comfortable initiating conversations with people who may not be familiar with Bonfire, navigating rejection, and persistently creating new opportunities through outbound activity
• High degree of empathy and emotional intelligence, with the ability to understand a prospect's perspective, uncover their needs, and tailor conversations accordingly
• Superior organizational skills and a disciplined approach to managing time, prioritizing opportunities, and using time-blocking and other productivity techniques to consistently execute sales activities
• Understands that sustained sales performance is built through small, purposeful actions repeated consistently day after day
• Demonstrates a growth mindset, actively seeks feedback, embraces coaching, and continuously develops sales skills, product knowledge, and professional expertise
• Passionate about creating a fun, competitive, and collaborative work environment. Values diverse perspectives and backgrounds and contributes to discussions in a way that is respectful, inclusive, and inviting
• Committed to staying current with evolving sales practices, technologies, and industry trends and applying new knowledge to improve performance
• Demonstrates sound judgment, accountability, and integrity when representing Bonfire to prospects, customers, and colleagues
• Demonstrated ability to follow workplace safety practices, policies, and procedures
• Familiarity with HubSpot CRM or similar customer relationship management platforms
• Familiarity with the apparel, fundraising, nonprofit, creator, or e-commerce industries
• Demonstrated commitment to ongoing professional development and staying current with relevant sales practices, technologies, and industry trends

Qualifications

Must Haves

• Excellent verbal and written communication skills, with the ability to build rapport, establish credibility, and earn the trust of prospects, customers, and internal stakeholders
• Demonstrated ability to take initiative, work independently, stay focused on goals, and consistently execute the activities required to achieve results
• Strong understanding of the modern sales technology ecosystem and the ability to effectively leverage CRM, prospecting, sales engagement, communication, and productivity tools
• Comfortable initiating conversations with people who may not be familiar with Bonfire, navigating rejection, and persistently creating new opportunities through outbound activity
• High degree of empathy and emotional intelligence, with the ability to understand a prospect's perspective, uncover their needs, and tailor conversations accordingly
• Superior organizational skills and a disciplined approach to managing time, prioritizing opportunities, and using time-blocking and other productivity techniques to consistently execute sales activities
• Understands that sustained sales performance is built through small, purposeful actions repeated consistently day after day
• Demonstrates a growth mindset, actively seeks feedback, embraces coaching, and continuously develops sales skills, product knowledge, and professional expertise
• Passionate about creating a fun, competitive, and collaborative work environment. Values diverse perspectives and backgrounds and contributes to discussions in a way that is respectful, inclusive, and inviting
• Committed to staying current with evolving sales practices, technologies, and industry trends and applying new knowledge to improve performance
• Demonstrates sound judgment, accountability, and integrity when representing Bonfire to prospects, customers, and colleagues
• Demonstrated ability to follow workplace safety practices, policies, and procedures

Nice to Haves

• Familiarity with HubSpot CRM or similar customer relationship management platforms
• Familiarity with the apparel, fundraising, nonprofit, creator, or e-commerce industries
• Demonstrated commitment to ongoing professional development and staying current with relevant sales practices, technologies, and industry trends

Benefits

• Health, dental, and vision insurance
• 401(k) retirement plan with company match
• Paid time off and holidays
• Fully remote