Business Development Representative

Under the leadership of the Kepware Inside Sales & Business Development Manager we are hiring an Business Development Representative (BDR) to drive outbound pipeline creation and revenue growth across the Kepware and ThingWorx product lines.

This role is critical to scaling Velotics growth by generating new opportunities expanding existing customer relationships and owning the full sales cycle for mid-tier opportunities. The role blends outbound prospecting with direct revenue ownership and serves as a key bridge between transactional sales and enterprise account execution.

Key Responsibilities

Outbound Pipeline Creation & Qualification

• Execute structured outbound prospecting across Kepware and ThingWorx
• Engage prospects via email phone social events and targeted campaigns
• Follow up on marketing-generated leads partner referrals and product usage signals
• Identify qualify and advance opportunities aligned to ICPs and sales plays
• Build and maintain a consistent high-quality outbound pipeline

Opportunity Ownership & Closing (Mid-Tier Accounts)

• Own the full sales cycle for mid-tier and non-strategic opportunities
• Lead discovery solution positioning pricing and deal execution
• Progress deals efficiently while adhering to pricing and approval guidelines
• Maintain accurate forecasting pipeline tracking and CRM hygiene
• Deliver a professional and consistent customer buying experience

Kepware Expansion & Enterprise Signal Identification

• Engage existing Kepware customers to identify expansion opportunities
• Recognize enterprise signals (multi-site deployments standardization transformation initiatives)
• Position Kepware as the foundation for industrial data connectivity
• Retain ownership of mid-tier expansions while escalating strategic opportunities to Account Executives

Cross-Sell & Better Together Execution

• Identify opportunities to introduce ThingWorx based on customer needs
• Articulate integrated use cases across IIoT analytics and application workflows
• Execute cross-sell motions independently and in partnership with Account Executives
• Document use cases stakeholders and buying criteria

Partnering with Account Executives

• Support Account Executives on strategic enterprise opportunities
• Deliver well-qualified sales-ready opportunities with strong discovery
• Ensure seamless handoffs for larger or more complex deals
• Maintain alignment throughout the opportunity lifecycle

Sales Process Tools & Discipline

• Follow defined outbound cadences and qualification frameworks
• Maintain accurate CRM data including activities pipeline and forecasts
• Utilize sales engagement and enablement tools consistently
• Participate in onboarding training and coaching sessions
• Provide feedback on messaging lead quality and performance

Success Metrics

• Pipeline generated across Kepware and ThingWorx
• Revenue closed on owned mid-tier opportunities
• Qualified meetings delivered to Account Executives
• Conversion rates from outreach to closed deals
• Forecast accuracy and CRM data quality

Qualifications :

Required Qualifications

• 25 years of business development outbound sales or account management experience
• Demonstrated success generating qualified pipeline and closing mid-market B2B deals
• Strong discovery qualification and deal management capabilities
• Experience in a team-based or overlay sales model with clear accountability for pipeline and revenue
• Proficiency with CRM platforms and sales engagement tools
• Ability to thrive in a metrics-driven environment with consistent forecasting and pipeline management
• Bachelors degree or equivalent professional experience

Preferred Qualifications

• Background selling B2B software SaaS or industrial technology solutions
• Knowledge of manufacturing industrial automation or Industrial IoT (IIoT) markets
• Proven track record executing expansion and cross-sell sales motions
• Hands-on experience with Salesforce or comparable CRM platforms
• Familiarity with sales methodologies and structured outbound prospecting frameworks

Additional Information :

Why This Role Matters

The Business Development Representative role is a critical driver of Velotics growth strategy. By combining outbound pipeline creation with ownership of mid-tier opportunities this role increases sales velocity expands revenue coverage and ensures customers are effectively developed into larger opportunitieswhile enabling Account Executives to focus on strategic enterprise deals.

Why Join Velotic

Velotic is uniquely positioned at the intersection of industrial operations advanced connectivity and AI. Joining now means you can help shape:

Culture & Growth

• Build foundational People Ops systems processes and culture from day one.
• Work within a team defined by ambition collaboration authenticity and speed.
• Influence global operating models and employee experience at scale.

Work-Life Balance

• Flexible work arrangements
• Discretionary Time Off (DTO)
• Global paid parental leave
• Employee Assistance Program (EAP)

Financial & Health Benefits

• Competitive compensation
• 401(k) with employer match (50% up to 8%)
• Medical dental & vision
• HSA with company contribution
• Life and AD&D (2x salary up to $1M)

Join Us

Help build the People Operations foundation for a global industrial tech leaderand play a direct role in shaping the future of modern manufacturing.

Learn more at:

Apply today to be part of the transformation.

Remote Work :

No

Employment Type :

Full-time