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Workhuman is building the Mid-Market (MM) segment as a distinct growth engine, with dedicated focus, strategy, and execution across Sales, Marketing, Product, Customer Success, and Operations.
The Mid-Market Business Development Representative (BDR) is responsible for generating qualified pipeline and accelerating revenue growth within the Mid-Market segment. This role serves as the front line of Workhuman's go-to-market strategy, identifying target accounts, engaging prospective buyers, qualifying opportunities, and creating sales conversations that convert into pipeline and revenue.
The BDR will partner closely with Mid-Market Account Executives, Marketing, and Sales Leadership to execute account-based prospecting strategies, convert inbound demand, and uncover new opportunities within target markets. This individual will also act as a critical source of market intelligence, helping Workhuman continuously refine its Mid-Market strategy, messaging, and target account approach.
Success in this role will be measured by qualified meetings generated, pipeline created, account penetration, and contribution to overall Mid-Market revenue growth.
*This is a hybrid role that requires at least three days a week onsite in the Framingham, MA HQ office
Key Responsibilities
1. Generate Qualified Pipeline Through Outbound Prospecting
Build and execute proactive prospecting campaigns across phone, email, LinkedIn, referrals, events, and other channels to generate qualified meetings and opportunities within target Mid-Market accounts.
2. Own Inbound Lead Qualification and Conversion
Serve as the first point of contact for inbound interest, ensuring rapid follow-up, effective qualification, and seamless handoff of qualified opportunities to Account Executives.
3. Execute Account-Based Prospecting Strategies
Partner with Account Executives to develop account plans, identify buying committees, prioritize target accounts, and create coordinated outreach strategies designed to increase engagement and opportunity creation.
4. Conduct Market and Account Research
Research target organizations, decision-makers, business initiatives, industry trends, and trigger events to personalize outreach and improve conversion rates.
5. Maintain Operational Excellence
Maintain accurate records of prospecting activity, account engagement, meeting outcomes, and opportunity progression within Salesforce and sales engagement platforms to support reporting, forecasting, and pipeline management.
6. Provide Market Intelligence and Strategic Insights
Capture and share prospect feedback, competitive intelligence, market trends, messaging effectiveness, and emerging opportunities to help inform Mid-Market sales and marketing strategies.
What Success Looks Like
Pipeline Creation
Consistently creates qualified pipeline that contributes meaningfully to Mid-Market revenue targets.
Generates a significant portion of Mid-Market opportunities through self-sourced outbound activity.
Supports healthy pipeline coverage and opportunity creation across the segment.
Meeting Generation
Consistently delivers high-quality meetings with Mid-Market decision-makers and influencers.
Maintains a balanced pipeline of near-term and future opportunities through disciplined prospecting activity.
Demonstrates strong conversion from outreach activity to qualified sales conversations.
Account Penetration
Successfully engages multiple stakeholders within target accounts.
Expands awareness of Workhuman across key Mid-Market organizations.
Builds relationships that create long-term opportunity potential beyond initial meetings.
Inbound Excellence
Responds rapidly to inbound leads and inquiries.
Converts marketing-generated interest into qualified opportunities at a high rate.
Creates a seamless and professional first experience for prospective customers.
Operational Discipline
Maintains accurate CRM records and activity tracking.
Provides reliable visibility into prospecting performance, pipeline creation, and account engagement.
Demonstrates strong process adherence and forecasting discipline.
Strategic Contribution
Shares actionable market insights that improve targeting, messaging, and campaign effectiveness.
Identifies emerging opportunities, verticals, and prospecting approaches that can help scale the Mid-Market business.
Serves as a trusted partner to Account Executives and the broader Mid-Market leadership team.
Performance Expectations & KPIs
Meeting Generation
Generate 7-10 qualified first meetings per week with Mid-Market decision-makers and buying influencers.
Maintain a consistent pipeline of future meetings through proactive prospecting and follow-up.
Outbound Performance
Consistently execute high-quality multi-channel outreach across target accounts.
Demonstrate strong engagement and conversion rates relative to team benchmarks.
Build repeatable prospecting motions that scale pipeline generation.
Inbound Performance
Respond to inbound leads within established service-level agreements (target: less than 15 minutes during business hours).
Maintain strong lead qualification and conversion performance.
Data Quality & Reporting
Maintain complete and accurate prospect, account, activity, and opportunity records.
Ensure all pipeline attribution and reporting requirements are met.
Development & Growth
Continuously improve prospecting, qualification, and business acumen skills.
Develop expertise in Workhuman's Mid-Market customer profile, value proposition, competitive landscape, and growth strategy.
At Workhuman®, our mission is to bring more humanity to the workplace. We recognize and embrace individual differences and believe that diversity, inclusion, and belonging are essential to our long-term growth and success. We encourage candidates from all backgrounds and experiences to apply—even if you don’t feel you meet every qualification listed above. We’re looking for collaborative, innovative humans with a growth mindset who can bring unique perspectives to our team.
We are also committed to creating an inclusive and accessible application process for all candidates. If you require any accommodations or support during the application or interview process, or encounter any accessibility barriers, please contact us at [email protected]. We are dedicated to ensuring equal access to opportunities for all individuals.
Workhuman is an Equal Opportunity Employer and is committed to the principle of equal employment opportunity for all employees. We proudly provide a work environment free of discrimination and harassment. Employment decisions at Workhuman are based on solely on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social, or ethnic origin, sex (including pregnancy), age, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, or any other status protected by the laws or regulations in the locations where we operate. Workhuman believes that diversity and inclusion among our teammates is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.
What the Team is Saying
Workhuman Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is portrayed as comprehensive, spanning medical, dental, vision, mental‑health support, and deductible offsets via an HRA. Public benefit listings and employer descriptions consistently outline robust core health programs and supportive add‑ons.
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Parental & Family Support — Family‑forming and caregiving benefits are highlighted, including parental leave for all parents, fertility support via Carrot, adoption assistance, childcare‑related programs, and abortion travel support. These programs are positioned as a strong element of the package.
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Leave & Time Off Breadth — Paid time off, holidays, sick time, volunteer hours, and flexible/hybrid work practices are emphasized across sources. Additional programs like summer hours and occasional companywide breaks reinforce breadth beyond basic PTO.
Workhuman Insights
What We Do
Workhuman® is helping companies meet today’s biggest human capital challenges - including unprecedented turnover, employee engagement, hybrid work environments, and DE&I - through the Workhuman Cloud®, a secure SaaS platform that provides the industry’s best-in-class Social Recognition® solution. Co-Headquartered in Dublin, Ireland, and Framingham, Massachusetts, USA, Workhuman has been pioneering the human workplace to improve the employee experience at work, with solutions that engage with approx. seven million customer employees in 30+ languages, in 180 countries, generating 100 million moments of human connection. Workhuman, employs over 1,000 people – including over 500 humans in North America who sell and market our solutions and services at scale, committed to helping companies improve returns on their most important investment– their people.
Why Work With Us
We love what we do because we’re creating a better future for the workplace – and beyond – through our technology and our people. We’re building cultures of gratitude, celebration, and human connection for leading global brands – and that starts with our own. Here, you can bring your true, authentic self to work. Every day.
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