Sales & Business Development Associate

This role focuses on owning prospecting and outreach across assigned territories and accounts to drive qualified pipeline. You will coordinate multi-channel engagement, build relationships with decision-makers, and maintain disciplined CRM execution to support strong handoffs to the sales team.

Location and Work Style

• Kennesaw, GA (hybrid)

Compensation

• USD 34,300 - 57,400 per year
• Eligible for Commission
• Base salary offer may vary based on factors including skills, experience, and hiring location

What You’ll Do

• Execute daily prospecting using email, phone, LinkedIn, and additional channels through the Outreach platform to manage sequences and track engagement
• Research accounts and decision-makers using ZoomInfo and Demandbase, building personalized outreach strategies
• Create and orchestrate multi-touch sales plays using email cadences, calls, and LinkedIn outreach
• Manage outreach sequences from initial contact through qualification, adjusting messaging and timing based on response patterns
• Use AI-powered tools and insights to prioritize accounts, personalize messaging at scale, and identify buying signals
• Qualify inbound and outbound leads using a defined discovery process and territory criteria
• Enter and maintain prospect data in Salesforce with consistent, detailed hygiene
• Maintain accurate activity logging (calls, emails, meetings) for leadership visibility
• Manage your own territory or book of accounts, planning outreach priorities weekly based on account signals and sales goals
• Support sales representatives with research, outreach preparation, and account context
• Partner with sales leadership on account strategy, territory goals, and ideal customer profiles
• Work with Account Executives on warm introductions, meeting scheduling, and prospect context-setting
• Collaborate with Sales Operations and Marketing on lead definitions, campaign execution, and program support
• Provide feedback on messaging, targeting, and campaign performance to optimize future outreach

Required Experience and Education

• 1+ years of outbound prospecting or BDR experience (or equivalent outreach-focused sales development background)
• Bachelor’s degree in business, sales, marketing, or related field (preferred)
• 2+ years of relevant experience (as part of the role’s required experience expectations)

Key Qualifications

• Proven success with cold outreach, email sequences, and multi-channel prospecting campaigns
• Comfort working with high daily activity targets (calls, emails, touches) and a systematic approach to rejection
• Proficiency in Salesforce with strong data entry discipline and activity logging
• Hands-on experience with sales engagement platforms such as Outreach (or similar) for managing sequences and cadence
• Comfort learning and leveraging account research tools such as ZoomInfo and Demandbase (or equivalents)
• Basic comfort with AI-assisted prospecting, analytics platforms, or automation workflows
• Strong verbal communication skills for cold calling and voicemails
• Clear written communication for email prospecting with personalization at scale
• Ability to build rapport quickly and handle objections professionally
• Active listening and curiosity about prospect business needs
• Strong time management to execute daily outreach targets without constant supervision
• Detail orientation for data entry and territory management
• Ability to prioritize accounts and activities based on sales strategy and pipeline goals
• Problem-solving mindset to test messaging, adjust approach, and optimize prospecting efficiency

Preferred Qualifications

• Experience with LinkedIn Sales Navigator or strategic LinkedIn prospecting
• Familiarity with ABM (account-based marketing) or account-based prospecting concepts
• Background in SaaS or B2B software sales
• Experience using AI tools for prospecting, lead scoring, or workflow automation
• Track record of exceeding activity targets or quota in a previous role

Technologies

• Outreach
• ZoomInfo
• Demandbase
• Salesforce
• LinkedIn
• AI-powered tools

Benefits

• Medical, Dental, & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave

What Success Looks Like

• Consistent daily execution on outreach targets (calls, emails, LinkedIn touches)
• Clean Salesforce data entry and activity logging for full sales team visibility
• Regular pipeline creation through qualified handoffs to the sales team
• Positive feedback from AEs and sales leadership on prospect quality and context
• Continuous improvement in prospecting approach based on response rates and feedback
• Demonstrated understanding of business, customer segments, products, and market dynamics
• Ownership of assigned territory or account portfolio with independent planning of prospecting approach
• Management of outreach processes, sequences, and account prioritization with moderate complexity
• Monitoring of activities, pipeline metrics, and effectiveness, with strategy adjustments based on results

Interview Practices

• Candidates are asked to participate in interviews without the assistance of AI tools or external prompts
• Use of AI-generated responses or third-party support during interviews may result in disqualification
• Candidates may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process