Business Development Representative, UpKeep

• 1–2+ years of B2B software / SaaS sales development experience (inbound, outbound, or both)
• Bachelor’s degree in Business or related field a plus
• Even if you don’t meet all requirements listed here, we still encourage you to apply. Your personal and professional experience may be relevant beyond what a list of requirements will capture
• Demonstrated ability to generate SAOs through both inbound qualification and outbound prospecting
• Experience interacting with director-level executives and above
• Proficiency with Salesforce.com or a similar modern CRM tool
• Comfortable making 150+ phone calls per day (with a parallel dialer) and managing high-volume outreach
• Ability to self-generate leads through creative strategies including research, social selling, and event follow-up
• Strong written and verbal communication skills with the ability to tailor messaging to different personas and industries
• High level of energy, drive, enthusiasm, initiative, commitment, and professionalism
• Passion for technology and a desire to make a major impact at a high-growth company
• Results-oriented with a competitive nature and a relentless pursuit of goals
• Works collaboratively – shares information, fosters teamwork, and contributes to a positive work environment where people want to come to work

Desirable

• As a Business Development Representative, you will drive pipeline growth across both inbound and outbound channels
• You are responsible for engaging inbound leads from marketing programs (free trials, events, webinars, and content downloads) and proactively prospecting into target accounts through strategic outbound motions
• Your primary objective is to generate Sales Accepted Opportunities (SAOs) by setting Product Qualified Opportunities (PQOs) through identifying, researching, qualifying, and converting prospects into qualified meetings for Account Executives
• You’ll serve as the first point of contact for many prospective customers, building UpKeep’s brand and creating meaningful first impressions that accelerate the sales cycle
• This is a quota-carrying role. The expectation is to consistently meet and exceed your SAO targets month over month
• Respond to and qualify inbound leads from free trials, events, webinars, content downloads, and marketing campaigns
• Engage prospects via email, phone, and chat to assess fit, understand pain points, and determine alignment with UpKeep’s ideal customer profile
• Maintain active engagement with leads through informed, strategic, and creative follow-up sequences
• Partner with Marketing and Product to deliver effective messaging and identify the best-converting customer profiles
• Identify, research, and prospect into target accounts aligned with UpKeep’s ideal customer profile
• Build and execute personalized outbound campaigns via cold calling, email sequences, LinkedIn, and other strategic channels
• Create account plans that reflect a comprehensive understanding of the prospect’s business, maintenance challenges, and how UpKeep delivers value
• Strategically partner with Account Executives to develop and run playbooks for winning prioritized accounts
• Set Product Qualified Opportunities (PQOs) from both inbound and outbound prospects, converting them into qualified meetings for Account Executives
• Consistently meet and exceed monthly and quarterly SAO quotas by generating a strong volume of PQOs across inbound and outbound channels
• Efficiently screen and qualify prospects based on need, authority, timeline, and budget to ensure PQOs convert to SAOs
• Coordinate with Account Executives on account status, deal progression, and feedback loops
• Update and maintain Salesforce (CRM) with accurate activity logging, lead status, and opportunity data
• Participate in and travel to industry events to generate pipeline through in-person engagement
• Perform regular follow-up with existing prospects and customers to surface expansion and upsell opportunities