Business Development Representative

Business Development Representative

We're looking for a results-driven Business Development Representative (BDR) to join our growing marketing team. This role is key to bridging the gap between marketing and sales, helping convert marketing-qualified leads (MQLs) into sales-qualified leads (SQLs) and generate MQLs through strategic outreach and qualification efforts. As a BDR, you'll be the first point of contact for many prospective customers. Your focus will be on identifying, engaging, and qualifying leads through a combination of calls, emails, and LinkedIn outreach. You'll collaborate closely with Account Executives to schedule discovery calls and ensure a smooth handoff of qualified opportunities.

Role Responsibilities

Lead Engagement & Qualification

• Engage inbound and outbound leads generated by marketing campaigns, events, or your individual efforts.
• Qualify prospects based on predefined criteria to determine fit and buying intent.
• Execute structured, multi-touch outreach sequences across phone, email, and LinkedIn for prospects in your pipeline.
• Conduct high-volume outbound activities daily to cold prospects within defined ICP verticals (healthcare, finance, manufacturing, technology, etc.).
• Building and maintaining Gong cadences.
• Schedule discovery calls and meetings for the Account Executive (AE) team.
• Ensure accurate and timely CRM updates on lead status, activity, and meeting outcomes.

Lead Nurturing & Campaign Support

• Re-engage dormant and recycled leads with fresh messaging tied to current campaigns or product updates.
• Reach out to marketing qualified leads with relevant messaging based on persona or industry.
• Execute targeted follow-up cadences for marketing campaigns such as webinars, events, and gated content downloads.
• Support account-based outbound efforts and custom outreach to high-priority targets.

Market Feedback & Sales Alignment

• Capture and document insights from prospect conversations about common pain points, objections, and competitive mentions.
• Provide regular feedback to Marketing and Sales to improve messaging, ICP targeting, and campaign strategy.
• Collaborate with AEs to align on outreach strategy, lead progression, and meeting preparation.

CRM, Tools & Process Excellence

• Maintain accurate records in our CRM (Salesforce) and other tools (e.g., Gong, Apollo, Pardot, LinkedIn Sales Navigator).
• Ensure proper tagging, campaign attribution, and stage progression for lead records.
• Participate in training to stay current on sales tools, internal processes, and compliance best practices.

Product & Industry Knowledge

• Continuously learn about OTAVA's cloud, data protection, and other solutions.
• Articulate OTAVA's value proposition in the context of industry-specific needs across target verticals.
• Monitor the competitive landscape and surface relevant shifts to Sales and Marketing as they come up in prospect conversations.

Experience:

• 12 years of experience in a sales, marketing, or customer-facing B2B roles
• Comfortable with high-volume outreach and a fast-paced environment.
• Familiarity with CRM and sales engagement tools (e.g., Gong, Apollo, Pardot, LinkedIn Sales Navigator).

Required Experience Knowledge, Skills, and Abilities:

• Strong written and verbal communication skills.
• Organized, self-motivated, and goal-oriented.
• Coachable with a growth mindset and curiosity about cloud, security, and emerging technologies.

Key Performance Indicators (KPIs)

• Number of MQLs generated
• MQL to SQL conversion rate
• Number of meetings scheduled and held
• Outbound activities for emails, calls, LinkedIn messages
• Number of opportunities generated from BDR assistance
• MRR opportunity pipeline generated from BDR assistance
• Meeting show rate and SQL acceptance rate
• CRM accuracy and follow-up speed

What We Offer:

Hybrid work, compensation package base ($65- $80K), + variable uncapped commission, 401(k) match, medical, dental, vision, and life insurance, generous PTO, paid volunteer time off, paid parental leave, and working with world-class co-workers who are just as dedicated and as awesome as you are.

What About Otava?

At Otava, we are people empowering people to enable growth. We are excited for you to join us!

As a global leader in secure, compliant, enterprise-class cloud hosting, we deliver a full range of solutions from colocation to private and hybrid cloud computing. We're creative thinkers who love to serve others, automate where possible, and change when required. Above all, we love to help our clients. We aim for superior client service in everything we do and strive to get even better.

Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.