Business Development Representative

Were looking for a results-driven Business Development Representative (BDR) to join our growing marketing team. This role is key to bridging the gap between marketing and sales helping convert marketing-qualified leads (MQLs) into sales-qualified leads (SQLs) and generate MQLs through strategic outreach and qualification a BDR youll be the first point of contact for many prospective customers. Your focus will be on identifying engaging and qualifying leads through a combination of calls emails and LinkedIn outreach. Youll collaborate closely with Account Executives to schedule discovery calls and ensure a smooth handoff of qualified opportunities.

Role Responsibilities

Lead Engagement & Qualification

• Engage inbound and outbound leads generated by marketing campaigns events or your individual efforts.
• Qualify prospects based on predefined criteria to determine fit and buying intent.
• Execute structured multi-touch outreach sequences across phone email and LinkedIn for prospects in your pipeline.
• Conduct high-volume outbound activities daily to cold prospects within defined ICP verticals (healthcare finance manufacturing technology etc.).
• Building and maintaining Gong cadences.
• Schedule discovery calls and meetings for the Account Executive (AE) team.
• Ensure accurate and timely CRM updates on lead status activity and meeting outcomes.

Lead Nurturing & Campaign Support

• Re-engage dormant and recycled leads with fresh messaging tied to current campaigns or product updates.
• Reach out to marketing qualified leads with relevant messaging based on persona or industry.
• Execute targeted follow-up cadences for marketing campaigns such as webinars events and gated content downloads.
• Support account-based outbound efforts and custom outreach to high-priority targets.

Market Feedback & Sales Alignment

• Capture and document insights from prospect conversations about common pain points objections and competitive mentions.
• Provide regular feedback to Marketing and Sales to improve messaging ICP targeting and campaign strategy.
• Collaborate with AEs to align on outreach strategy lead progression and meeting preparation.

CRM Tools & Process Excellence

• Maintain accurate records in our CRM (Salesforce) and other tools (e.g. Gong Apollo Pardot LinkedIn Sales Navigator).
• Ensure proper tagging campaign attribution and stage progression for lead records.
• Participate in training to stay current on sales tools internal processes and compliance best practices.

Product & Industry Knowledge

• Continuously learn about OTAVAs cloud data protection and other solutions.
• Articulate OTAVAs value proposition in the context of industry-specific needs across target verticals.
• Monitor the competitive landscape and surface relevant shifts to Sales and Marketing as they come up in prospect conversations.

Experience:

• 12 years of experience in a sales marketing or customer-facing B2B roles
• Comfortable with high-volume outreach and a fast-paced environment.
• Familiarity with CRM and sales engagement tools (e.g. Gong Apollo Pardot LinkedIn Sales Navigator).

Required Experience Knowledge Skills and Abilities:

• Strong written and verbal communication skills.
• Organized self-motivated and goal-oriented.
• Coachable with a growth mindset and curiosity about cloud security and emerging technologies.

Key Performance Indicators (KPIs)

• Number of MQLs generated
• MQL to SQL conversion rate
• Number of meetings scheduled and held
• Outbound activities for emails calls LinkedIn messages
• Number of opportunities generated from BDR assistance
• MRR opportunity pipeline generated from BDR assistance
• Meeting show rate and SQL acceptance rate
• CRM accuracy and follow-up speed

What We Offer:

Hybrid work compensation package base ($65- $80K) Variable Uncapped Commission401(k) match medical dental vision and life insurance generous PTO paid volunteer time off paid parental leave and working with world-class co-workers who are just as dedicated and as awesome as you are.â

What about Otava

At Otava we are people empowering people to enable growth. We are excited for you to join us!

As a global leader in secure compliant enterprise-class cloud hosting we deliver a full range of solutions from colocation to private and hybrid cloud computing. Were creative thinkers who love to serve others automate where possible and change when required. Above all we love to help our clients. We aim for superior client service in everything we do and strive to get even better.

Required Experience:

IC