Business Development Representative (BDR) – ABM Program (1 year contract)

As a BDR focused on the ABM program, you will play a crucial role in collaborating with sales, marketing, and partner teams to target high-value accounts, engage key stakeholders, book meetings, and build long nurtured pipeline for Sales Team in line with a structured ABM strategy. Leveraging a strategic ABM framework. centered on sales and marketing alignment, targeted account selection, personalized engagement, and 'land & expand' growth strategies, you will be responsible for executing outreach initiatives, gathering account intelligence, and coordinating with partners.

Key Responsibilities

• Collaborate with marketing and sales leadership to refine the Ideal Customer Profile (ICP) and target account list (TAL) for the ABM program.

• Develop tailored outreach plans (email, phone, LinkedIn/social, direct mail as needed) for each account or cluster of accounts, aligned with ABM tiering (one-to-one, one-to-few, one-to-many) as defined by strategic ABM approach.

• Engage key stakeholders (C-level, senior executives, influencers) in target accounts, secure discovery meetings for the sales team.

• Maintain frequent contact and build relationships across multiple stakeholders within each target account to expand buying centers and support the “land & expand” objective.

• Work closely with marketing and sales operations to align messaging, content assets, campaign timing and account engagement sequences to maximize impact and minimize duplication.

• Use CRM (Salesforce and Outreach) and ABM orchestration tools to log all account activity, contact interaction, meeting outcomes, and next steps.

• Track, analyze and report key ABM metrics (e.g., number of stakeholders engaged, meetings booked) — leveraging the “3R framework” (Relationship, Reputation, Revenue) advocated in ABM best practices.

• Iterate and optimize outreach and engagement strategies based on performance data and feedback — support scaling of ABM activities across tiers.

• In collaboration with marketing, support personalized campaign execution for target accounts (customized content report and direct mail) and coordinate follow-up outreach.

Ideal Candidate Profile

Experience & Skills

• 1–2 years (or more) experience in B2B sales development or demand generation, preferably with exposure to enterprise or strategic accounts.

• Comfortable with complex sales cycles, multiple stakeholders, enterprise environments.

• Strong research skills and ability to map buying centers, influence chains, decision-maker networks.

• Strong prospecting/outbound skills: cold calling, social selling (LinkedIn), emailing, objection handling and securing executive-level meetings.

• Curious and eager to learn account-based marketing (ABM) concepts, including account segmentation, personalized outreach, and multi-channel engagement strategies.

• Ability to collaborate cross-functionally with marketing, sales operations, content and leadership.

• Ability to work hand in hand with external agency, collaborating with Epicor and guiding ABM strategy and principles of the program/s.

• CRM discipline, strong data hygiene, comfortable with tracking/reporting metrics and using sales tools (Salesforce, Outreach, Sales Navigator).

• Excellent communication skills, both verbal and written; ability to personalize messaging for senior executives.

• Self-motivated, target-driven, enjoys working in fast-moving environments, comfortable with ambiguity and iteration.

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