Business Development Specialist

Business Development Specialist

Generates qualified leads and books discovery calls so the closer can close full stop.

Sector

Financial Services Fractional CFO & Accounting

Reports to

Founder & CEO works in tandem with the Salesperson

Type

Part-time to start minimum 20 hrs/week scales to full-time as pipeline grows

Hours

US business hours ET/PT overlap required

Location

Remote anywhere (US hours overlap required)

Tools

LinkedIn Sales Navigator GoHighLevel CRM Gmail Teamwork

Role Overview

Our client has a capable closer whose calendar is not being filled fast enough. The salesperson is currently handling their own prospecting that is the wrong use of their time. This role fixes it.

The Business Development Specialist owns everything before the discovery call: identifying the right prospects building awareness starting conversations qualifying interest and handing a booked calendar invite to the closer. The target buyer is a business owner generating $3M$10M in revenue not yet working with a fractional CFO and open to paying $5000/month for the right financial partner. They are problem-aware. This roles job is to find them and get them to a conversation.

Key Responsibilities

Outbound prospecting via

• Build targeted prospect lists using Apollo: company revenue range headcount industry and relevant growth signals
• Write and manage multi-touch cold email sequences subject lines hooks value framing follow-ups that read as specific not mass-sent
• Monitor sequence performance rigorously: open rates reply rates positive responses test iterate improve every two weeks
• Handle inbox responses promptly: engage interested prospects handle objections move qualified leads toward a discovery call

LinkedIn outreach via Sales Navigator

• Maintain targeted lead lists in Sales Navigator refreshed weekly by company size title and industry
• Identify and prioritize prospects who have engaged with the clients LinkedIn content likes comments follows and reach out with personalized messages
• Write connection requests and InMails that reference something specific and real not templates
• Coordinate with the Marketing Manager to leverage high-performing content as a credibility asset in outreach

Qualification and handoff

• Qualify all leads against ICP criteria: revenue range business maturity financial complexity readiness for fractional CFO support
• Book discovery calls into the CRM with a context note covering the prospects situation pain points and any objections surfaced
• Follow up persistently on leads who expressed interest but have not yet booked
• Maintain clean current pipeline records in GoHighLevel at all times

Reporting

• Weekly summary: contacts added sequences active emails sent reply rate calls booked
• Bring data-backed observations on what is and is not converting with suggestions

Who Will Succeed

This is a high-ticket high-trust sale. The firms retainer starts at $5000/month. The BDS needs to approach prospects with enough credibility and specificity that a financially sophisticated business owner takes the meeting not because they were spammed but because the outreach was relevant and the offer is compelling.

• Metrics-driven by nature knows their numbers cold without looking them up
• Writes outreach that sounds human and specific even when running sequences at volume
• Understands the difference between a lead and a qualified lead does not book meetings just to hit a number
• Accountable without being managed reports what they committed to flags problems early

Experience & Skills

• Required: 2 years in an outbound SDR BDR or lead generation role
• Required: Hands-on experience sequence building list management response handling
• Required: LinkedIn Sales Navigator fluency precise list building InMail and connection request strategy
• Required: Strong written English outreach samples will be reviewed at screening
• Required: CRM pipeline discipline clean records consistent updates
• Required: AI-fluent uses AI to research prospects personalize outreach iterate messaging
• Preferred: Experience in a BDR role for professional services consulting or financial advisory
• Preferred: GoHighLevel CRM experience
• Preferred: ZoomInfo or similar data enrichment experience

Screening Priorities for Recruiters

• Request outreach samples at least one cold email sequence and one LinkedIn message; filter hard on quality and specificity
• Ask what their best and worst performing sequences looked like and what they learned look for data-driven iteration not guesswork
• Ask how they handle a prospect who goes cold after initial interest look for a structured follow-up approach not giving up after one nudge
• Confirm they understand high-ticket B2B prospecting the posture required here is different from volume-based SaaS outreach

90-Day Success Markers

• Consistent outreach rhythm established at agreed weekly volume targets
• Qualified discovery calls being booked weekly ICP-matched showing up real problems
• Salesperson no longer doing their own prospecting
• GoHighLevel pipeline is clean: every lead has a note a status and a next action
• Three or more messaging variations tested with clear performance data