Sales & Business Development Representative

Wolters Kluwer is hiring a remote Sales and Business Development Representative to build qualified enterprise pipeline within an assigned territory and set of target accounts. The role focuses on outbound prospecting, discovery, and qualification, then hands off opportunities to Enterprise Account Managers with documented next steps.

Responsibilities

• Coordinate target account selection and outreach priorities with Account Managers and regional sales leadership, aligning activity with account ownership, existing relationships, and territory plans.
• Research account fit using industry priorities, organizational changes, and business triggers to develop focused prospecting plans.
• Identify and map relevant decision-makers and influencers, creating account-specific messaging that connects stakeholder priorities to the business problems Enablon helps address.
• Run consistent outbound prospecting across phone, email, and social channels, meeting agreed activity standards and maintaining disciplined follow-up.
• Conduct structured discovery to understand the business problem, its impact, relevant scope, and the prospect’s willingness to explore a solution.
• Validate whether there is a credible opportunity, document qualification evidence, and align on a meaningful next step with the prospect.
• Bring in Account Managers and, when needed, Pre-Sales at the appropriate point to support commercial or technical discovery.
• Complete a coordinated handover that includes documented business challenges, stakeholders, scope, and agreed next steps, confirming Account Manager acceptance to preserve customer continuity.
• Achieve agreed Qualified Sales Opportunity (QSO) and qualified pipeline targets, owning the quality of created opportunities.
• Record outbound activity, discovery findings, and next steps accurately and promptly in Salesforce against relevant leads, contacts, accounts, and opportunities.
• Use activity, engagement, and conversion metrics to improve targeting, messaging, and execution.
• Partner with Sales, Marketing, and Product Marketing to share account insights, customer feedback, and market intelligence that inform outbound campaigns.
• Participate in training and coaching, collaborate with the team, and apply feedback to improve performance.

Requirements

• 5+ years of experience in B2B sales or business development with proven success in outbound prospecting and generating qualified new business opportunities.
• Ability to research complex organizations, prioritize accounts, and translate insights into relevant outreach.
• Confidence engaging senior business stakeholders, supported by strong written communication, active listening, and thoughtful questioning.
• Experience conducting discovery conversations and assessing whether a business need justifies further sales engagement.
• Strong organization and follow-through, with experience maintaining accurate CRM records in Salesforce or another CRM.
• Experience using Sales Engagement and AI tooling to enhance outbound prospecting velocity and techniques.
• Commercial curiosity, resilience, personal accountability, and a willingness to learn through coaching and feedback.

Desirable

• Experience prospecting enterprise or strategic accounts and managing multiple stakeholder groups.
• Exposure to SaaS or enterprise technology, particularly EHS, ESG, sustainability, risk, or compliance solutions.
• Experience collaborating with Account Managers, Account Executives, or Pre-Sales teams.
• Familiarity with consultative selling and qualification methodologies such as MEDDIC, MEDDPICC, or Sandler.
• Proficiency in multiple languages.
• Bachelor’s degree or equivalent.

Technologies

• Salesforce
• Sales Engagement
• AI tooling

Location, Travel, and Reporting

• Location: Remote role, candidate can be located anywhere in the U.S.
• Preferred time zone: EST or CST
• Travel: Approximately 10% annually
• Reporting to: Director, Sales and Business Development
• Role type: Full Time

How Success Is Measured

• Primary outcomes are achievement of agreed QSO and qualified pipeline creation targets.
• A QSO must meet qualification standards with evidence of a relevant business problem, defined scope, and willingness to progress, supported by an agreed next step and Account Manager acceptance.
• Indicators include target-account coverage, sustained outbound activity, meaningful engagement, discovery-to-opportunity conversion, handover quality, and Salesforce accuracy.
• Subsequent pipeline progression is reviewed with Account Managers to improve qualification quality; Account Managers own opportunities after handover.

Compensation and Benefits

Compensation: $57,400.00 to $98,350.00 USD

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

Interview Practices

• Candidates participate in interviews without the assistance of AI tools or external prompts.
• Virtual backgrounds are removed, and in-person interviews may be included as part of the hiring process.
• Use of AI-generated responses or third-party support during interviews may result in disqualification.
• Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.