Business Development Representative II (West Coast Territory) [Remote]

Particle by Digi is the leading application infrastructure for intelligent devices, helping thousands of companies bring intelligence to the edge. Particle provides everything you need to deploy software and models to an Edge AI, edge computing, or IoT product in one tightly-integrated platform. As part of Digi International, Particle continues its mission to make IoT accessible and scalable for businesses of all sizes.

This position is remote but we are looking for someone in the Mountain or Pacific Time Zone.

Position Summary

Particle by Digi is looking for a Business Development Representative to join this rapidly growing team. The Business Development Representative II is a fully qualified BDR who has advanced beyond entry level and is developing professional expertise through working knowledge of Particle by Digi's IoT product and service offerings, as well as external knowledge of the industry. This is an outbound-focused role with primary responsibility for going after new logos within assigned segments, verticals, territories, and/or product lines, and handing qualified leads off to the appropriate inside or outside sales account manager. 30-50% of time is spent on prospecting.

This position participates in a sales incentive/commission plan and does not close sales directly. Minimal travel is required (10-20% per year), typically for trade shows, large customer accounts, or development opportunities. This position typically works via telephone, web meetings, chat, email, or other electronic communication.

What You Will Do

Pipeline Development & Prospecting

• Build pipeline by prospecting and developing qualified leads within assigned segment, vertical, territory, and/or product line


• Complete 20-40 outbound phone calls per day (manual, not predictive)


• Partner with Account Executives to identify companies fitting Particle by Digi's ideal customer profile and proactively prospect into those target accounts


• Identify new vertical and horizontal markets and work cross-functionally to design prospecting strategies and targeting approaches


• Qualify inbound leads and identify new opportunities within Particle's developer community of 120,000+ members (approximately 20% of time)


• Craft thoughtful, targeted messaging to further build the pipeline


• Achieve monthly quota of sourced qualified opportunities

Customer Engagement & Qualification

• Articulate Particle by Digi's value proposition to assess fit with prospective customers' business needs


• Develop detailed account org structures, activities, and business priorities in targeted segments


• Build rapport with decision makers and navigate from initial contacts to the appropriate level within a prospective organization, including C-suite


• Respond to incoming calls from customers, resellers, and end users


• Effectively hand off qualified leads and opportunities to appropriate sales team members

CRM & Reporting

• Maintain detailed account profiles, account status, and up-to-date activity reporting in CRM (NetSuite)


• Create a database of CRM intelligence by consistently logging activities, updating information, adding contacts, and entering new accounts

Collaboration & Continuous Improvement

• May provide guidance to less experienced Account Managers, ISRs, BDRs, or SDRs


• Contribute ideas and action plans to improve team performance and processes


• Actively pursue continuing education and development programs to maintain and enhance technical and functional skill

Who You Are and What You Bring

• 2-3+ years of related inside sales or business development experience


• 3+ years applicable industry experience in a relevant business segment (e.g., IoT, networking, cellular, embedded systems, RF, or related verticals such as energy, healthcare, retail, or industrial)


• Proficient in understanding and demonstrating two or more of the following: KOT, two-tiered sales model, BANT score, solution selling


• Demonstrated achievement of year-over-year sales quota, revenue growth, and/or business goals


• Demonstrated presentation skills at all levels of an organization, including C-suite


• Demonstrated negotiation skills and ability to land on mutual agreements


• Demonstrated ability to explain a product and/or service and how it solves customer pain points


• Excellent written and verbal communication skills: compelling prospecting emails, phone presence, and active listening


• Proven ability to craft engaging and targeted messaging to prospects


• Proficiency with CRM and software tools such as NetSuite, Salesforce, HubSpot, Google Suite, and Office 365


• Ability to create a plan for success through effective planning with a structured day-to-day approach


• Diligence, curiosity, and an appetite for getting things done quickly and effectively


• Strong research skills and ability to define and pursue the ideal customer profile

Desired But Not Required

• Track record of top performance and success in a quota-carrying role


• Demonstrated success in upselling or add-on selling


• Ability to independently develop and execute sales campaign strategies


• Organized and efficient approach toward day-to-day work with the ability to manage complex projects while maintaining accuracy


• Genuine excitement about the IoT space and Particle's platform and mission


• Volunteers or is nominated by peers for projects outside of normal day-to-day responsibilities (e.g., NetSuite adaptation, training, culture, or other company initiatives)


• Bachelor's degree (a plus but not required)

*Please note that we are unable to provide visa sponsorship for this position. This includes, but is not limited to, work visas, employment-based visas, or residency sponsorship. Candidates must have valid work authorization in the United States at the time of application. Visa applications of any kind will not be considered.

Digi International offers a distinctive Total Rewards package including a short-term incentive program, new hire stock award, paid parental leave, open (uncapped) PTO, and hybrid work environment in addition to our competitive medical, health & wellbeing and compensation offerings.

The anticipated base pay range for this position is $67,000 – $101,000. Pay ranges are determined by role, job level and primary job location. The range displayed reflects the reasonable range we anticipate paying for this position and reflects the cost of labor within several U.S. geographic markets. The specific salary offered within the range will depend on various factors including, but not limited to the candidate’s relevant and prior experience, education, skills, and primary work location. It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each position. Pay ranges are typically reviewed and updated annually.

At Digi, we embrace diversity and inclusion among our teammates. It is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. We are committed to providing an environment of respect where equal employment opportunities are available to all applicants and teammates.