Business Development Representative

Job Description

Location: Remote – United States

Department: Sales

Reports To: Vice President of Sales

Employment Type: Full-Time

About Frontlion

Frontlion (formerly Qtrac) is a customer experience platform focused on improving every customer visit. Our technology helps organizations schedule appointments, manage virtual queues, route visitors to the right resources, optimize staffing, and gain greater visibility into the in-person customer experience. We serve organizations across financial services, retail, government, and the U.S. military, helping them create more efficient and meaningful experiences for the people they serve.

About the Role

Frontlion is seeking an experienced Business Development Representative (BDR) to help build qualified sales pipeline across our enterprise, financial services, and public-sector markets. As a Senior BDR, you will be responsible for identifying and researching prospective customers, conducting strategic outbound outreach, engaging decision-makers, qualifying opportunities, and scheduling meetings for our Account Executives. This role requires someone who is comfortable picking up the phone, knows how to create meaningful conversations through cold outreach, and understands that successful prospecting is about more than volume. You'll combine strong sales fundamentals with AI and modern sales tools to research accounts, personalize outreach, identify opportunities, and work efficiently. You will report directly to the Vice President of Sales and work closely with our Account Executives and Marketing team to support Frontlion’s growth.

What You’ll Do

• Identify, research, and prioritize prospective customers within Frontlion's target markets.
• Conduct consistent outbound prospecting through cold calling, email, LinkedIn, events, and other relevant channels.
• Engage decision-makers and other key stakeholders within target accounts.
• Develop thoughtful, personalized outreach based on account research, business needs, and relevant buying signals.
• Qualify prospects based on fit, business need, stakeholder involvement, and timing, and schedule qualified meetings for Account Executives.
• Use AI and sales technology to improve account research, prospecting, personalization, and overall efficiency.
• Identify relevant public-sector opportunities, including RFPs, bids, and procurement activity.
• Maintain accurate and timely prospect, activity, disposition, and follow-up information in HubSpot.
• Partner with Account Executives and Marketing on account targeting, messaging, campaigns, and prospect feedback.
• Track performance against prospecting activity, qualified meeting, conversion, and pipeline goals.
• Test and refine outreach strategies and share insights that can improve the team's overall prospecting approach.

What You Bring

• 2–4 years of B2B sales development, business development, or similar outbound sales experience, with a strong focus on prospecting and cold calling.
• Demonstrated success meeting or exceeding qualified meeting, opportunity, or pipeline-generation goals.
• Experience engaging decision-makers and qualifying opportunities for Account Executives.
• Strong phone presence and confidence initiating conversations with prospective customers.
• Excellent written and verbal communication skills, with the ability to communicate clearly and concisely.
• Experience using CRM and sales prospecting platforms; HubSpot experience is preferred.
• Familiarity with AI tools and an understanding of how they can be used to improve research, prospecting, personalization, and productivity.
• Strong organizational skills, attention to detail, and consistent follow-through.
• Ability to manage your own priorities and work effectively in a fully remote environment.
• A collaborative, coachable approach and motivation to achieve measurable results.

Preferred Qualifications

• Experience prospecting within B2B SaaS.
• Experience within banking, credit unions, retail, healthcare, government, military, or other complex enterprise environments.
• Familiarity with public-sector procurement, including RFPs, RFQs, cooperative contracts, GSA schedules, or SAM.gov.
• Experience with tools such as LinkedIn Sales Navigator, ZoomInfo, Apollo, Clay, or similar sales intelligence and prospecting platforms.
• Experience with customer experience, queue management, appointment scheduling, workforce management, or related technology.
• Military service or previous experience working with or selling to the Department of Defense.
• Spanish-language proficiency.

Frontlion is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other characteristic protected by applicable law.