Business Development Representative

Description

Role Description:

The Business Development Representative plays a critical role in driving new business growth by creating qualified sales opportunities for the Outside Sales Representative. This hybrid inside/outside sales role is responsible for proactive prospecting, personalized follow-up, and strategic lead advancement through calls, emails, LinkedIn touches, and in-person drop-ins, with the primary goal of securing qualified appointments for the Sales Representative.


The ideal candidate is energized by outreach, skilled at earning engagement, and disciplined in following up across multiple touchpoints.


Location: Scottsdale, AZ - Hybrid

Compensation : Full-time + commission + bonus eligibility.

We want you to help us do these things (Your Role's Key Obsessions):

• Validate and enrich prospect data within the CRM
• Deliver personalized outreach that earns engagement
• Maintain disciplined follow-up across calls, emails, LinkedIn, and in-person touches
• Generate qualified appointments for the Outside Sales Representative
• Contribute to pipeline growth and new revenue generation through active lead advancement

As evidenced by these metrics (Your Role's Scorecard Items): Range represents ramp up over the first 3 months.

• 15-25 leads scrubbed, enriched, and validated/week
• 7%-10% positive engagement
• 95% task completion
• 1-3 qualified appointments booked/week
• Grow and maintain "Working" funnel to include desired target number of employees and estimated revenue

And behave this way (Live Our Core Values):

• Do the Right Things for the Right Reasons
• We're Experts
• We're Solution Finders
• We're Hungry
• We're United for the Greater Good

Success in This Role Looks Like:

• A steady flow of qualified appointments booked for Outside Sales
• Consistent and professional outreach activity across channels
• Strong follow-up and organized prospect management
• Effective partnership with the Outside Sales Representative
• Measurable contribution to pipeline creation and new revenue growth

Job Duties:

• Validate leads by confirming employee count, company address, and at least one company contact name, title, and email address as defined by our ideal client profile.
• Move validated leads through automated marketing nurture into a personalized business development process
• Create meaningful contact, build familiarity, and secure qualified appointments for the Outside Sales Representative
• Join Outside Sales Representative on ride-alongs for appointments booked
• Research target prospects and companies to align outreach to business challenges, company profile, and potential HCM needs
• Review prior lead activity and engagement signals to tailor follow-up appropriately
• Execute structured outreach through calls, email, LinkedIn, direct mail, and in-person office drop-bys
• Maintain accurate CRM records, including activities, lead progression, LinkedIn profiles, meeting creation, and outreach documentation
• Ensure no qualified lead sits idle and that next steps are clearly documented in the CRM
• Partner closely with the Outside Sales Representative on target accounts, messaging, meeting priorities, and appointment readiness
• Coordinate appointment logistics, including calendar availability, internal participants, invitations, calendar blocking, CRM meeting creation, and required meeting resources
• Manage scheduling accurately across time zones when needed

Other Considerations:

• May require travel from time to time for company meetings or UKG Ready workshops
• May require travel from time to time for pick-ups and drop-offs related to Sales/Marketing

Physical Demands and Work Environment:

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.
• While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands or fingers, handle or feel objects, tools, or controls. The employee is occasionally required to stand, walk, sit, and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this position include close vision, distance vision, and the ability to adjust focus. The noise level in the work environment is usually low to moderate.
• This position may offer remote work options at your supervisor's discretion. The company's REMOTE WORK POLICY must be adhered to. The policy may include but is not limited to requirements around the use of proper status messages in teams to indicate when you are on break, have stepped away briefly, or are in client training. It is expected that all employees are available during their assigned work hours regardless of whether they are working remotely or in-office.

Note

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbents will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. This document does not create an employment contract, implied or otherwise, other than an "at will" relationship.

Requirements

In order to be a good fit for this organization, you must be humble, hungry and smart. Additional minimal qualifications are as follows:

Minimal Qualifications:

• Excellent written and verbal communication skills
• 1-2 years business development, sales development, lead generation, appointment setting, or general sales experience
• Comfortable with both inside and field-based prospecting activity
• Strong organizational skills with the ability to manage scheduling logistics, internal coordination, and multiple follow-up deadlines
• Comfortable coordinating meetings across time zones and managing calendar details accurately
• Experience in HCM, payroll, HR technology, SaaS, or related B2B sales environments a plus