Mid-Market Business Development Representative

The Mid-Market Business Development Representative at Fullbay focuses on building new pipeline for AI-first sales motions. This onsite role in Phoenix, AZ targets larger, multi-location heavy-duty repair shops through high-volume cold outreach, qualification, and scheduling qualified demos for Account Executives.

Location

Phoenix, AZ (onsite)

Compensation

USD 57,750 per year

Role Summary

This position creates net-new opportunities by identifying the right decision-makers, engaging multiple stakeholders within each account, and handling objection-heavy outreach. The role emphasizes strong daily activity, including 115 dials per day, and uses AI-first workflows to test and improve openers, talk tracks, and objection responses. Success is measured through monthly goals tied to qualified meetings and closed-won revenue.

Key Responsibilities

• Generate net-new pipeline through cold outreach by phone, email, and social channels into larger and multi-location heavy-duty repair shops
• Build new prospects from scratch by researching target accounts, mapping organizations, identifying decision-makers, and initiating conversations with stakeholders not expecting outreach
• Multi-thread within accounts by engaging multiple stakeholders, including owners, shop managers, and operations leaders
• Maintain a minimum of 115 dials per day
• Handle high-volume cold calls with strong objection handling, working past gatekeepers while staying composed and converting resistance into booked meetings
• Research each account and tailor messaging to the size and complexity of larger operations
• Qualify prospects based on Fullbay criteria and schedule demos with Account Executives
• Own lead follow-up and lead management once assigned, continuing outreach with prospects who do not respond immediately
• Use automation tools and cadences to run structured outreach workflows and complete each cadence unless leads meet documented disqualification criteria
• Maintain lead status notes, activity, and next steps in Salesforce
• Collaborate closely with Account Executives to ensure accurate handoffs, demo alignment, and pipeline consistency
• Meet or exceed monthly goals for qualified meetings and closed-won revenue
• Use AI-first workflows to test openers, refine talk tracks, retire what no longer works, and share effective findings
• Attend weekly coaching sessions, 1:1s, floor syncs, and training with the methodology coach; review call recordings and metrics to act on feedback quickly
• Share insights from prospects with Sales and Marketing to improve lead quality and messaging
• Stay current on product updates and customer pain points to support relevant conversations
• Adhere to Fullbay rules of engagement and lead SLAs, and comply with confidentiality and compliance regulations
• Perform other duties as assigned

Minimum Requirements

• Strong verbal communication skills, especially over the phone, with the ability to persuade, stay composed, and adapt in real time
• Strong written outreach skills over email and LinkedIn across multiple personas
• Ability to navigate to the right decision-makers and engage senior stakeholders, including owners and operations leaders, in larger organizations
• Appetite for cold calling and a competitive mindset, including staying energized when gatekeepers push back
• Resilience and composure under rejection, treating “no” as information and adjusting approach accordingly
• Curiosity and discovery instincts, including asking thoughtful questions, listening closely, and using a structured qualification framework
• Coachability and data-driven work habits, including reviewing calls and metrics and working comfortably with numbers and monthly goals
• Comfort using online meeting software, web conferencing tools, and CRMs/sales engagement tools, including Salesforce (Fullbay will provide training)
• Working knowledge of Google Workspace or similar web-based tools and the ability to learn new technology quickly
• Willingness to improve existing processes, including adopting AI-first ways of working
• Strong organization and time management, including the ability to work independently in a high-volume, fast-paced SaaS environment
• Demonstrated track record of success and over-achievement (in a work or school-based setting)
• Self-starter with a positive attitude, confidence, and drive to perform at a high level
• Team player who manages multiple priorities and contributes to raising performance across the team

Education

• GED or High School Diploma (or equivalent) required
• Bachelor’s degree preferred

Minimum Experience

• 3 to 4 years of prior hands-on experience in a high-volume, target-driven, customer-facing role
• Outbound sales development or BDR experience preferred
• Experience prospecting into larger or multi-location accounts is a plus
• Relevant results-based experience may include retail, cellular sales, call center, hospitality, education, recruiting, canvassing, military, or skilled trades
• Demonstrated comfort starting unscripted conversations with strangers, including senior decision-makers, and handling rejection
• Track record that can be described with numbers (quotas, rankings, or conversion rates)

Technologies

• Salesforce
• LinkedIn
• Google Workspace
• Online meeting software
• Web conferencing tools
• Automation tools
• AI-first workflows