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 requiring 3 days per week onsite in our Framingham, MA office**
**Applicants must have valid permanent work authorization in the U.S. (e.g., U.S. citizen, permanent resident). We are unable to offer visa sponsorship for this role.
What You'll DoGenerate qualified pipeline through proactive prospecting across phone, email, LinkedIn, referrals, events, and other channels.
Qualify and convert inbound leads through rapid follow-up and effective discovery.
Partner with Account Executives to identify target accounts, map buying committees, and execute coordinated outreach strategies.
Research target organizations, decision-makers, business priorities, industry trends, and trigger events to personalize engagement.
Maintain accurate records of prospecting activity, account engagement, and opportunity progression within Salesforce and sales engagement platforms.
Share customer feedback, competitive intelligence, market trends, and messaging insights to help improve sales and marketing effectiveness.
Consistently generates qualified pipeline that contributes to Mid-Market revenue goals.
Delivers high-quality meetings with decision-makers and key stakeholders.
Successfully engages multiple contacts within target accounts and expands awareness of Workhuman's solutions.
Converts inbound interest into qualified opportunities while creating a seamless prospect experience.
Maintains strong CRM hygiene, reporting accuracy, and process discipline.
Provides actionable market insights that improve targeting, messaging, and campaign effectiveness.
Acts as a trusted partner to Account Executives and Mid-Market leadership.
Generate 10–12 qualified first meetings per month with Mid-Market decision-makers and buying influencers.
Create $1M+ in qualified pipeline per quarter through outbound prospecting and inbound lead conversion.
Execute consistent, high-quality multi-channel outreach across target accounts.
Respond to inbound leads within established service-level agreements (target: under 15 minutes during business hours).
Maintain complete and accurate prospect, account, activity, and opportunity records.
Continuously develop prospecting, qualification, and business acumen skills while building expertise in Workhuman's Mid-Market customer profile, value proposition, and competitive landscape.
The base salary range for this position is $50,000–$70,000. Offered base compensation within this range will be determined based on the candidate’s qualifications, experience, geographic location, and other factors relevant to the scope and responsibilities of this role.
This role is also eligible for bonus or other variable compensation based on job performance and our standard benefits package, which supports employee well-being and work-life balance.
Thank you for considering joining our team. We strive to create an inclusive and accessible application process for all candidates. If you encounter any difficulties or have specific accessibility requirements while applying for this position, please don't hesitate to reach out to us at g[email protected] for assistance. We are committed to ensuring equal access to opportunities for all individuals.
At Workhuman® our mission is to bring more humanity to the workplace. We recognise and embrace individuals’ differences and believe that workforce diversity and inclusion are essential to our long-term growth and success. Even if you don’t think you “check every single box” above, please still consider applying. We’re looking for a human who is collaborative, and innovative with a growth mindset. We love what we do because we’re shaping the future of work through our people and our technology. Our human cloud-based applications are helping some of the world’s leading global brands connect culture to shared purpose. The Workhuman Cloud empowers employees to thank, talk and celebrate each other, creating an environment that sparks gratitude and human connection while increasing employee engagement and productivity.
Did you know we have an award-winning culture across EMEA and North America:
We were named as #5 Best Workplace in the Great Place to Work Awards in Ireland in 2022 in the large sized workplace category. We were also recognised as a Best Workplace for Women and a Best Workplace in Technology in 2020, 2021 and 2022.
In 2021 we were named as #2 Best Workplace in Europe in the medium sized workplace category.
We were also recognised as #2 Best Large Places to Work in Boston by Built In for 2023 as well as a Best Place to Work in Boston, U.S. Best Large Places to Work and U.S. Best Places to Work.
There are currently over 7.5 million users on the Workhuman® cloud across 180 countries.
Our core values are Respect, Determination, Innovation and Imagination.
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.
Skills Required
- Valid permanent work authorization to work in the U.S.; employer does not sponsor visas
- Hybrid role requiring 3 days per week onsite in Framingham, MA
- Experience using Salesforce and sales engagement platforms for CRM hygiene and activity tracking
- Proven ability to generate qualified pipeline through multi-channel prospecting (phone, email, LinkedIn, events, referrals)
- Experience qualifying leads, converting inbound demand, and meeting prospecting performance expectations
- Ability to research target organizations, map buying committees, and partner with Account Executives on outreach
What the Team is Saying
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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