Business Development Representative

The SourceDay Business Development Representative (BDR) is responsible for creating qualified pipeline with net-new manufacturing and distribution accounts in our Ideal Customer Profile (ICP). BDRs focus on top-of-funnel activities: researching target accounts, starting high-quality conversations with supply chain and operations leaders, and booking well-qualified discovery meetings for our Senior Sales Representatives (AEs).

You’ll use internal and external data to identify and prioritize accounts, run targeted outbound sequences (phone, email, LinkedIn), and quickly qualify or disqualify interest based on clear criteria. BDRs at SourceDay are measured on Sales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs), with a variable compensation plan tied directly to performance.

Own outbound pipeline generation

• Build and maintain a prioritized list of ICP accounts (complex discrete manufacturers and high-growth distributors using ERPs like Infor, Epicor, and other mid-market systems).
• Research accounts and contacts using our tooling (e.g., CRM, sales engagement platform, data providers) to understand their supply chain / procurement landscape and likely triggers for SourceDay.
• Run structured outbound sequences (phone, email, social) to multi-thread into key personas (Supply Chain, Operations, Procurement, IT, Finance).

Run high-quality discovery at the top of the funnel

• Hold concise, structured qualification calls to understand the prospect’s supply chain and direct procurement processes, with a focus on PO lifecycle management and supplier collaboration.  
• Uncover pains around missed due dates, poor PO data accuracy, manual supplier communication (email/Excel), and late inbound supply—and determine if there is a clear fit for SourceDay.
• Clearly document qualification criteria (timing, business impact, current process/tools, ERP, stakeholders) and convert to Sales Accepted Leads and Sales Qualified Opportunities where appropriate.
   

Work closely with Marketing

• Follow up on all Marketing-generated leads (webinars, events, campaigns) quickly and thoroughly, hitting SLAs on response times.
• Perform pre-event outreach to drive meetings at industry events and Infor/Epicor user groups; support post-event follow-up with personalized outreach based on session attendance and engagement.
• Represent SourceDay at select tradeshows or user groups (1–2 per year) with a professional, confident presence.
   

Operate with discipline and data

• Maintain daily activity and quality metrics (calls, conversations, emails, reply rates, meetings set/held, SALs, SQOs, time-to-follow-up).  
• Keep CRM records clean, complete, and up to date—every contact, touch, and qualification detail logged.
• Share frontline feedback with Sales, Marketing, and Product on patterns you see in the market (common objections, competing priorities, ERP nuances, etc.).
• Take on ad-hoc projects (playbook testing, new messaging, campaigns) that improve the BDR motion across the team.

While activity matters, we hire and reward BDRs based primarily on outcomes, not just dials:

• Sales Accepted Leads (SALs) 
• Sales Qualified Opportunities (SQOs / Developed Opportunities) 
• Achievement vs. targets on:
   
  • Meetings set and held
  • Lead-to-opportunity conversion rate
  • Response rates and show rates
    Speed to lead and follow-up consistency 

We hire for both traits (coachability, resilience, curiosity, communication) and for direct SaaS/BDR experience. 

Must-Have

• 1+ year in a B2B sales, customer-facing, or high-activity environment (SDR/BDR, inside sales, customer success, recruiting, or similar).  
• Strong verbal and written communication skills; you can explain complex ideas (like supply chain risk or PO data accuracy) in simple, clear language.
• Demonstrated coachability: you seek feedback, test new approaches, and can show how you’ve improved over time.
• Resilience and grit: comfortable with rejection, able to stay consistent and positive in a high-volume outbound role.
• Time management & process discipline: you can manage a large book of accounts, stay on top of tasks, and follow a proven outreach process reliably.
• Genuine curiosity and problem-solving mindset—you enjoy digging into how businesses work and asking smart questions rather than delivering canned pitches.
• Comfort with sales tools (CRM, sales engagement, LinkedIn, basic data research tools); you’re willing and able to learn new tech quickly.

Nice-to-Have

• Experience prospecting into manufacturing or distribution companies, or selling into operations / supply chain / IT stakeholders.
• Familiarity with ERP systems (Infor, Epicor, NetSuite, etc.) or supply chain tools.