BDR

Aligned TG empowers organizations to harness the full potential of AWS cloud technologies, driving secure, scalable, and sustainable business outcomes. We approach every challenge with grit, embracing a results-driven mindset to ensure our clients achieve their goals. Our mission is to deliver unparalleled cloud advisory, engineering, financial management, and security services while continuously learning and innovating to stay ahead of industry advancements. Guided by a culture of collaboration and humility—where being "Team AWSome" means leaving egos at the door—we tailor our services to meet the unique needs of technology-enabled startups, mid-market, and enterprise clients. With a focus on execution, agility, and excellence, we are the trusted partner businesses rely on to navigate the complexities of cloud modernization and achieve their strategic objectives.

We are seeking a persistent and curious Business Development Representative to build the top of Aligned TG’s sales funnel. This role owns outbound prospecting and inbound lead qualification—identifying organizations with cloud initiatives worth a conversation, earning the first meeting, and handing a qualified opportunity to an Account Executive.

Two things define this role. The first is disciplined activity: a consistent daily volume of calls, emails, and social outreach across a defined target account list, sustained whether or not the week is going well. The second is qualification judgment: knowing enough about cloud migration, cost, security, and managed services to tell a real opportunity from a polite conversation, and disqualifying early rather than passing a weak meeting to an Account Executive.

A significant share of Aligned TG’s pipeline moves through the AWS partner ecosystem. You will work leads sourced through AWS account teams, partner funding programs, distribution, AWS Marketplace, and joint marketing activity—including the SMB prospecting that our Small Business Acceleration Initiative agreement with AWS commits us to. You are not expected to own the partner relationship; you are expected to work the pipeline it generates with the same rigor as your own outbound.

This is a quota-carrying role measured on activity, qualified meetings set, opportunities accepted by Account Executives, and pipeline sourced—not on closed revenue. You are not expected to scope, price, or architect a solution. Your job is to earn the meeting, capture what you learned, and set the Account Executive up to win it.

You do not need to be an engineer or come from a cloud background. You do need to be resilient in the face of rejection, coachable enough to change what you are doing when it is not working, organized enough to keep a CRM accurate without being asked, and willing to learn the technology well enough to be credible with a technical buyer. This role reports into the Sales organization and works in close partnership with Marketing, Solutions Architecture, and our AWS partner team.

Key Responsibilities:

• Own outbound prospecting into an assigned territory or target account list, generating qualified meetings for Account Executives through a consistent, sustained daily activity level.
• Execute multi-channel outreach across phone, email, LinkedIn, and events, working sequences to completion rather than abandoning accounts after a single attempt.
• Research accounts before outreach—cloud footprint, technology stack, funding events, hiring signals, compliance drivers, leadership changes—so every touch has a specific reason behind it.
• Qualify inbound leads from the website, marketing campaigns, webinars, AWS Marketplace, and events within a defined response window, and disposition every one.
• Run first-call discovery covering current environment, business drivers, timeline, decision process, and budget authority—enough to judge fit without crossing into solution design or pricing.
• Hand off qualified opportunities to Account Executives with a written brief covering context, pain, stakeholders, and agreed next step, and confirm the meeting holds.
• Prospect actively into the SMB segment in support of Aligned TG’s AWS Small Business Acceleration Initiative commitments, alongside mid-market and enterprise outbound.
• Partner with AWS account teams and our Partner Development Manager to identify co-sell targets, follow up on partner-sourced leads, and support opportunity registration through AWS ACE.
• Drive follow-up on joint marketing activity—webinars, immersion days, workshops, and field events—converting attendance and engagement into booked meetings.
• Re-engage dormant pipeline, closed-lost opportunities, and lapsed clients on a recurring cycle rather than working only net-new names.
• Maintain accurate, current CRM records covering contacts, activity, sequence status, disposition, and opportunity handoffs, with no reliance on reminders to stay clean.
• Report weekly on activity, conversion rates, meetings set, and pipeline sourced, and be able to explain what is and is not working in your own numbers.
• Feed field intelligence back to Marketing and Sales leadership—objections that recur, messaging that lands, segments that respond, competitive patterns worth knowing.
• Represent Aligned TG professionally at AWS and regional industry events, working the room with a plan and following up within days rather than weeks.
• Contribute to the development of target account criteria, outreach sequences, call frameworks, and qualification standards that make the function repeatable as the team grows.

What You'll Gain:

• Career Path: A defined path into an Account Executive, partner, or customer-facing technical role for those who perform.
• Cloud Fluency: Build marketable working knowledge of AWS services, cloud economics, and the partner services model.
• Ecosystem Access: Work directly alongside AWS field teams and gain visibility into how the partner ecosystem actually sells.
• Coaching: Direct, frequent feedback on real calls from people invested in you getting better, not in you being comfortable.
• Team Culture: Join a "Team AWSome" culture built on humility, continuous learning, and collaborative problem-solving.

Qualifications:

Required Experience

• 1+ years in outbound sales development, inside sales, or lead generation—or a demonstrated record of high-activity, target-driven work in another field with a clear reason for moving into technology sales.
• Direct experience with cold outreach by phone and email, and a realistic understanding of the rejection volume the role carries.
• Track record of meeting or exceeding activity and meeting-set targets on a consistent basis.
• Experience researching accounts and personalizing outreach rather than relying on volume alone.
• Experience working in a CRM every day and keeping records accurate without supervision.
• Exposure to a B2B sales cycle involving multiple stakeholders, including at least one technical or security buyer.

Technical Requirements

• AWS Certified Cloud Practitioner required within 90 days of employment, consistent with Aligned TG’s company-wide certification standard.
• Working knowledge of cloud concepts—migration, cost optimization, security posture, managed services—sufficient to hold a credible business-level conversation with an IT or security leader, or demonstrated ability to learn them quickly.
• Familiarity with sales engagement and prospecting tooling (HubSpot, Salesforce, Outreach, Salesloft, Apollo, ZoomInfo, LinkedIn Sales Navigator, or similar).
• Ability to write a short, specific, credible prospecting email without leaning on a template to carry it.
• Solid spreadsheet and list-building proficiency for territory research and target account development.
• Comfort working in project management and reporting platforms (ClickUp or similar) alongside the CRM.

Leadership & Business Skills

• Excellent verbal communication—able to earn the first thirty seconds of a cold call and turn it into a conversation.
• Concise, specific written communication that respects the reader’s time.
• Commercial judgment to separate a real opportunity from a courteous conversation, and the discipline to disqualify early.
• Coachability—able to take direct feedback on recorded calls and change behavior immediately.
• Collaborative mindset with proven ability to partner with Account Executives, Marketing, and vendor field teams.
• Organized and self-directed, capable of managing a territory without daily direction.

Professional Attributes

• Persistent and resilient; treats a no as information rather than a verdict.
• Competitive and target-driven, with genuine ownership of the number.
• Disciplined about daily activity when no one is watching.
• Genuinely curious about clients’ businesses and about the technology behind them.
• Confident yet humble, embodying the "Team AWSome" spirit of collaboration and respect.
• Comfortable with ambiguity and energized by building process rather than inheriting one.
• Proactive learner who stays current with AWS services, programs, and partner model changes.

Preferred Qualifications

• Experience prospecting into mid-market or enterprise IT, infrastructure, and security leadership (CIO, CTO, VP Infrastructure, CISO).
• Experience in a cloud, MSP, VAR, or technology services organization.
• Familiarity with AWS partner programs and funding mechanisms (MAP, POA, MDF, SBAI) and the AWS co-sell motion.
• Experience selling alongside a vendor or OEM field team.
• Exposure to regulated industries such as healthcare, financial services, or public sector.
• Experience generating pipeline from events, webinars, or field marketing programs.
• Additional AWS certifications or FinOps credentials.
• Bachelor’s degree or equivalent practical experience.