Business Development Representative, SourceDay

• We hire for both traits (coachability, resilience, curiosity, communication) and for direct SaaS/BDR experience
• 1+ year in a B2B sales, customer-facing, or high-activity environment (SDR/BDR, inside sales, customer success, recruiting, or similar)
• Strong verbal and written communication skills; you can explain complex ideas (like supply chain risk or PO data accuracy) in simple, clear language
• Demonstrated coachability: you seek feedback, test new approaches, and can show how you’ve improved over time
• Resilience and grit: comfortable with rejection, able to stay consistent and positive in a high-volume outbound role
• Time management & process discipline: you can manage a large book of accounts, stay on top of tasks, and follow a proven outreach process reliably
• Genuine curiosity and problem-solving mindset—you enjoy digging into how businesses work and asking smart questions rather than delivering canned pitches
• Comfort with sales tools (CRM, sales engagement, LinkedIn, basic data research tools); you’re willing and able to learn new tech quickly

Desirable

• The SourceDay Business Development Representative (BDR) is responsible for creating qualified pipeline with net-new manufacturing and distribution accounts in our Ideal Customer Profile (ICP)
• BDRs focus on top-of-funnel activities: researching target accounts, starting high-quality conversations with supply chain and operations leaders, and booking well-qualified discovery meetings for our Senior Sales Representatives (AEs)
• You’ll use internal and external data to identify and prioritize accounts, run targeted outbound sequences (phone, email, LinkedIn), and quickly qualify or disqualify interest based on clear criteria
• BDRs at SourceDay are measured on Sales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs), with a variable compensation plan tied directly to performance
• Build and maintain a prioritized list of ICP accounts (complex discrete manufacturers and high-growth distributors using ERPs like Infor, Epicor, and other mid-market systems)
• Research accounts and contacts using our tooling (e.g., CRM, sales engagement platform, data providers) to understand their supply chain / procurement landscape and likely triggers for SourceDay
• Run structured outbound sequences (phone, email, social) to multi-thread into key personas (Supply Chain, Operations, Procurement, IT, Finance)
• Hold concise, structured qualification calls to understand the prospect’s supply chain and direct procurement processes, with a focus on PO lifecycle management and supplier collaboration
• Uncover pains around missed due dates, poor PO data accuracy, manual supplier communication (email/Excel), and late inbound supply—and determine if there is a clear fit for SourceDay
• Clearly document qualification criteria (timing, business impact, current process/tools, ERP, stakeholders) and convert to Sales Accepted Leads and Sales Qualified Opportunities where appropriate
• Follow up on all Marketing-generated leads (webinars, events, campaigns) quickly and thoroughly, hitting SLAs on response times
• Perform pre-event outreach to drive meetings at industry events and Infor/Epicor user groups; support post-event follow-up with personalized outreach based on session attendance and engagement
• Represent SourceDay at select tradeshows or user groups (1–2 per year) with a professional, confident presence
• Maintain daily activity and quality metrics (calls, conversations, emails, reply rates, meetings set/held, SALs, SQOs, time-to-follow-up)
• Keep CRM records clean, complete, and up to date—every contact, touch, and qualification detail logged
• Share frontline feedback with Sales, Marketing, and Product on patterns you see in the market (common objections, competing priorities, ERP nuances, etc.)
• Take on ad-hoc projects (playbook testing, new messaging, campaigns) that improve the BDR motion across the team
• How We’ll Measure Success
• While activity matters, we hire and reward BDRs based primarily on outcomes, not just dials:
• Sales Accepted Leads (SALs)
• Sales Qualified Opportunities (SQOs / Developed Opportunities)
• Achievement vs. targets on:
• Meetings set and held
• Lead-to-opportunity conversion rate
• Response rates and show rates
• Speed to lead and follow-up consistency