Business Development Representative - Strategic

Summary

Exterro is a growing SaaS company focused on helping businesses safeguard their data in an increasingly complex digital world. The Business Development Representative will generate pipeline through personalized, account-based outreach, qualify high-value accounts, build relationships with prospects, and collaborate with Sales, Marketing, and Strategy to accelerate growth.

Responsibilities

• Identify and research potential clients and key decision-makers using tools such as LinkedIn, Salesforce, ZoomInfo etc
• Conduct strategic outbound prospecting to identify, engage and qualify high-value accounts via email, phone, and social platforms to build awareness and interest
• Develop and maintain a territory pipeline of qualified leads
• Meet and/or exceed individual quota, responsible to stay targeted to metrics
• Meet weekly KPIs: cold calls, emails, LinkedIn messages, etc
• Assess the suitability of prospects based on predefined qualification criteria (BANT)
• Schedule meetings for the sales team with qualified leads
• Partner with Account Executives and the Sales Leader to align on territory plans, account mapping, and outbound plays
• Build rapport with potential clients by understanding their industry challenges and offering tailored solutions
• Act as a trusted advisor to prospects, ensuring a positive and professional experience providing product information and success stories
• Work closely with the sales team to ensure a seamless handoff of qualified leads
• Act as a feedback loop between market conversations and internal teams to drive continuous improvement in the GTM strategy
• Stay aligned with sales targets and company objectives
• Co-develop account-based outreach strategies with Account Executives for strategic targets
• Maintain accurate and up-to-date lead records, activity and reporting in the CRM system (Salesforce)
• Track and report on key performance metrics, such as outreach volume, conversion rates, and pipeline growth
• Analyze and refine outreach strategies to improve effectiveness

Skills

• This role is a permanent work from home position, and we are currently accepting applications from candidates who can work US Western or Eastern Time Zones
• • 1-2 years of experience in a B2B sales, lead generation or customer facing role (preferably in the SaaS industry with enterprise experience)
• • Proficient with modern sales tech stack: Salesforce, Gong, ZoomInfo, Sales Navigator, AI Tools, etc
• • Ability to travel as needed (10-20%) to attend events including the Annual Sales Kick-Off event
• • Excellent verbal and written communication skills
• • Demonstrated ability to think critically about market opportunities, not just follow a script
• • Strong interpersonal skills with the ability to build relationships and handle objections effectively
• • Self-motivated, results-driven; thrives in a remote, independent work environment
• • Ability to handle stress
• • Excellent time management and organizational skills
• • Highly process-oriented, with a focus on consistency and improvement
• • Bachelor's degree in Business, Marketing or a related field preferred
• • Understanding of SaaS solutions and industry trends is preferred

Qualifications

Must Haves

• This role is a permanent work from home position, and we are currently accepting applications from candidates who can work US Western or Eastern Time Zones
• • 1-2 years of experience in a B2B sales, lead generation or customer facing role (preferably in the SaaS industry with enterprise experience)
• • Proficient with modern sales tech stack: Salesforce, Gong, ZoomInfo, Sales Navigator, AI Tools, etc
• • Ability to travel as needed (10-20%) to attend events including the Annual Sales Kick-Off event
• • Excellent verbal and written communication skills
• • Demonstrated ability to think critically about market opportunities, not just follow a script
• • Strong interpersonal skills with the ability to build relationships and handle objections effectively
• • Self-motivated, results-driven; thrives in a remote, independent work environment
• • Ability to handle stress
• • Excellent time management and organizational skills
• • Highly process-oriented, with a focus on consistency and improvement

Nice to Haves

• • Bachelor's degree in Business, Marketing or a related field preferred
• • Understanding of SaaS solutions and industry trends is preferred

Benefits

• Variable pay, equity, bonus and/or other forms of compensation may be available as part of the package.
• Comprehensive health insurance.
• Retirement plans.
• Flexible paid time off.
• Permanent work from home position.
• Room for learning, development and upward mobility.
• Professional development is supported.
• Innovative, inclusive, and collaborative work environment.