Business Development Representative II (West Coast Territory)

Summary

Digi International's Particle by Digi provides integrated infrastructure for intelligent devices, including Edge AI, edge computing, and IoT products. The Business Development Representative II develops outbound pipeline, prospects and qualifies leads, engages prospective customers, maintains CRM data, and hands qualified opportunities to sales account managers.

Responsibilities

• Build pipeline by prospecting and developing qualified leads within assigned segment, vertical, territory, and/or product line
• Complete 20-40 outbound phone calls per day (manual, not predictive)
• Partner with Account Executives to identify companies fitting Particle by Digi's ideal customer profile and proactively prospect into those target accounts
• Identify new vertical and horizontal markets and work cross-functionally to design prospecting strategies and targeting approaches
• Qualify inbound leads and identify new opportunities within Particle's developer community of 120,000+ members (approximately 20% of time)
• Craft thoughtful, targeted messaging to further build the pipeline
• Achieve monthly quota of sourced qualified opportunities
• Articulate Particle by Digi's value proposition to assess fit with prospective customers' business needs
• Develop detailed account org structures, activities, and business priorities in targeted segments
• Build rapport with decision makers and navigate from initial contacts to the appropriate level within a prospective organization, including C-suite
• Respond to incoming calls from customers, resellers, and end users
• Effectively hand off qualified leads and opportunities to appropriate sales team members
• Maintain detailed account profiles, account status, and up-to-date activity reporting in CRM (NetSuite)
• Create a database of CRM intelligence by consistently logging activities, updating information, adding contacts, and entering new accounts
• May provide guidance to less experienced Account Managers, ISRs, BDRs, or SDRs
• Contribute ideas and action plans to improve team performance and processes
• Actively pursue continuing education and development programs to maintain and enhance technical and functional skill

Skills

• 2-3+ years of related inside sales or business development experience
• 3+ years applicable industry experience in a relevant business segment (e.g., IoT, networking, cellular, embedded systems, RF, or related verticals such as energy, healthcare, retail, or industrial)
• Proficient in understanding and demonstrating two or more of the following: KOT, two-tiered sales model, BANT score, solution selling
• Demonstrated achievement of year-over-year sales quota, revenue growth, and/or business goals
• Demonstrated presentation skills at all levels of an organization, including C-suite
• Demonstrated negotiation skills and ability to land on mutual agreements
• Demonstrated ability to explain a product and/or service and how it solves customer pain points
• Excellent written and verbal communication skills: compelling prospecting emails, phone presence, and active listening
• Proven ability to craft engaging and targeted messaging to prospects
• Proficiency with CRM and software tools such as NetSuite, Salesforce, HubSpot, Google Suite, and Office 365
• Ability to create a plan for success through effective planning with a structured day-to-day approach
• Diligence, curiosity, and an appetite for getting things done quickly and effectively
• Strong research skills and ability to define and pursue the ideal customer profile
• This position is remote but we are looking for someone in the Mountain or Pacific Time Zone
• Minimal travel is required (10-20% per year), typically for trade shows, large customer accounts, or development opportunities
• Candidates must have valid work authorization in the United States at the time of application
• Track record of top performance and success in a quota-carrying role
• Demonstrated success in upselling or add-on selling
• Ability to independently develop and execute sales campaign strategies
• Organized and efficient approach toward day-to-day work with the ability to manage complex projects while maintaining accuracy
• Genuine excitement about the IoT space and Particle's platform and mission
• Volunteers or is nominated by peers for projects outside of normal day-to-day responsibilities (e.g., NetSuite adaptation, training, culture, or other company initiatives)
• Bachelor's degree (a plus but not required)

Qualifications

Must Haves

• 2-3+ years of related inside sales or business development experience
• 3+ years applicable industry experience in a relevant business segment (e.g., IoT, networking, cellular, embedded systems, RF, or related verticals such as energy, healthcare, retail, or industrial)
• Proficient in understanding and demonstrating two or more of the following: KOT, two-tiered sales model, BANT score, solution selling
• Demonstrated achievement of year-over-year sales quota, revenue growth, and/or business goals
• Demonstrated presentation skills at all levels of an organization, including C-suite
• Demonstrated negotiation skills and ability to land on mutual agreements
• Demonstrated ability to explain a product and/or service and how it solves customer pain points
• Excellent written and verbal communication skills: compelling prospecting emails, phone presence, and active listening
• Proven ability to craft engaging and targeted messaging to prospects
• Proficiency with CRM and software tools such as NetSuite, Salesforce, HubSpot, Google Suite, and Office 365
• Ability to create a plan for success through effective planning with a structured day-to-day approach
• Diligence, curiosity, and an appetite for getting things done quickly and effectively
• Strong research skills and ability to define and pursue the ideal customer profile
• This position is remote but we are looking for someone in the Mountain or Pacific Time Zone
• Minimal travel is required (10-20% per year), typically for trade shows, large customer accounts, or development opportunities
• Candidates must have valid work authorization in the United States at the time of application

Nice to Haves

• Track record of top performance and success in a quota-carrying role
• Demonstrated success in upselling or add-on selling
• Ability to independently develop and execute sales campaign strategies
• Organized and efficient approach toward day-to-day work with the ability to manage complex projects while maintaining accuracy
• Genuine excitement about the IoT space and Particle's platform and mission
• Volunteers or is nominated by peers for projects outside of normal day-to-day responsibilities (e.g., NetSuite adaptation, training, culture, or other company initiatives)
• Bachelor's degree (a plus but not required)

Benefits

• Short-term incentive program
• New hire stock award
• Paid parental leave
• Open (uncapped) PTO
• Hybrid work environment
• Medical, health & wellbeing offerings