Business Development Representative

Business Development Representative

Company: VIN IQ (Media Management Technologies) Reports to: Chief Revenue Officer Location: Remote (Eastern Time business hours) Employment type: Full-time Compensation: $55,000$65,000 base salary; on-target earnings of $75,000$85,000

VIN IQ provides VIN-level inventory advertising for automotive dealerships. Each vehicle on a dealer's lot is marketed individually across Google and Facebook, tied to live inventory data, rather than through broad campaigns at the make or model level. The company sells directly to dealerships and through agency partners, and is currently expanding its outbound sales organization.

This is a small, fast-moving team. The work of every team member is visible from the first week.

Position summary

The Business Development Representative is responsible for generating qualified appointments for the sales team through outbound prospecting. The role is dedicated to appointment setting; it does not include demonstrations, presentations, or contract negotiation.

The Business Development Representative contacts dealership decision-makers dealer principals, general managers, general sales managers, and marketing directors and schedules them into a 15-minute discovery call with a VIN IQ sales representative. The offer presented is a complimentary analysis of the dealership's own inventory and advertising performance. The objective of the call is to secure fifteen minutes of the prospect's time and permission to review their data, not to sell a subscription by phone.

VIN IQ runs a two-meeting sales process. The discovery call establishes fit and secures the data access required to build the analysis, and a second meeting is scheduled before the first call ends. In that second meeting, a sales representative presents the completed analysis and closes the business. The Business Development Representative remains responsible for the prospect through both meetings, and is measured on whether the dealership attends the closing presentation.

Responsibilities

• Complete 80100 outbound calls per business day, supplemented by email and LinkedIn follow-up
• Schedule five qualified appointments per week
• Log all calls, emails, and outcomes in HubSpot the same business day
• Confirm and re-confirm scheduled appointments to protect show rates
• Research accounts prior to outreach, including ownership structure, current advertising vendors, and rooftop count
• Qualify each prospect before booking: correct decision-maker, sufficient inventory volume, and willingness to provide website access for the analysis
• Report objections and effective messaging back to the sales team to support ongoing script refinement

Performance expectations

First 30 days. Complete onboarding on the product, the market, and the call script. Reach full dial volume by the end of week two and begin setting appointments.

Days 3090. Sustain five appointments set per week, producing approximately 13 held appointments per month. Maintain CRM records at a standard sufficient for accurate forecasting.

Beyond 90 days. A path to a closing role is available. Representatives who demonstrate consistent appointment-setting performance may earn the opportunity to present and close their own accounts, transitioning from held-appointment compensation to a full commission plan.

Compensation and on-target earnings

Base salary

$55,000$65,000, based on experience

Held appointment bonus

$65 per appointment held ($25 for Prequalified Meeting Held and $40 for Qualified Meeting Held)

New account bonus

$200 per account closed from a BDR-sourced appointment

Variable at plan

Approximately $19,500 annually

On-target earnings

$75,000$85,000

Variable compensation is uncapped. At-plan figures assume 13 held appointments per month and a 33 percent close rate on held appointments. Bonuses are paid monthly, based on activity recorded in HubSpot.

Qualifications

• One to three years of experience in a phone-based sales or customer-facing role; outbound cold calling experience preferred
• Demonstrated ability to sustain high call volume in a role where rejection is routine
• Experience maintaining accurate CRM records without supervision
• Strong verbal communication skills, including the ability to hold a productive conversation with a senior dealership manager
• Receptiveness to coaching and willingness to adopt revised messaging quickly
• Automotive retail experience is advantageous but not required

What VIN IQ provides

• HubSpot with dialer, sequences, and call recording
• A contact database and a call script validated on live calls
• Weekly coaching from the Chief Revenue Officer, including call review
• An established product with active customers and documented results

Performance measurement

Activity not recorded in HubSpot is not counted toward performance expectations. VIN IQ tracks dials, connects, appointments set, and appointments held. Held appointments are the primary measure of performance and the basis for variable compensation.

VIN IQ is an equal opportunity employer.