Business Development Specialist

Job Title

Driven, self-starter who supports Sales in identifying opportunities from inbound and outbound sources by seeking out and qualifying new and expansion business.

Job Responsibilities

Primary performance KPI: Generates and qualifies MQLs from inbound and outbound sources for Sales.

Prospects daily through phone, email, LinkedIn, and approved outreach sequences.

Qualifies and routes leads from campaigns, conferences, events, inbound inquiries, and direct prospecting.

Conducts fit calls to assess pain, timing, buyer role, service fit, and next steps.

Schedules qualified discovery calls and provides Sales with complete handoff context.

Partners with Sales and Marketing on target accounts, contacts, campaigns, and priorities.

Researches agencies, stakeholders, needs, service fit, timing, and prior engagement.

Maintains accurate prospect, activity, qualification, lead-attribution, and follow-up records in Salesforce.

Reports monthly on MQLs, conversions, pipeline, activity, and lead-source performance.

Maintains knowledge of HdL services, target markets, competitors, and relevant market trends.

Meets established monthly, quarterly, and annual MQL, conversion, and pipeline objectives.

Performs other related duties as assigned.

Skills and Qualifications

Strong written and verbal communication skills.

Ability to communicate professionally with senior and executive-level stakeholders.

Strong organization, prioritization, follow-through, and attention to detail.

Ability to manage multiple accounts, campaigns, and follow-up cycles.

Ability to collaborate effectively across Sales, Marketing, and business teams.

Education and Experience

Required

• Bachelor's degree or equivalent combination of education and relevant professional experience.
• 1+ years of business development, sales development, inside sales, or related experience.
• Experience writing effective outbound emails, sequences, phone scripts, call talk tracks, and follow-up messaging.
• Hands-on experience using AI/LLM tools for research, personalization, outreach, and workflow efficiency.
• Experience using CRM systems to manage prospects, activities, follow-up, and pipeline information.

Preferred

• Experience prospecting into government, GovTech, professional services, or complex B2B environments.
• Familiarity with local government, municipal finance, revenue administration, or compliance.
• Experience with Salesforce, HubSpot, or comparable CRM platforms.
• Experience with Reply.io, Outreach, Salesloft, Apollo, or similar sales engagement platforms.

Compensation

The starting base salary for this Houston, TX position is expected to be between $26.16 to $30.08 per hour. Actual salary will be determined based on skills, experience (to the extent relevant) and other job-related factors, consistent with applicable law.

Benefits

1. Competitive Base Pay
2. Opportunity to participate in 401k
3. Medical, Dental, Vision, Life/AD&D, LTD and Employee Assistance Program
4. Paid time off for Vacation, Sick and Holidays
5. Employee Stock Ownership Plan