Business Development Representative

ROCK; Glasgow, City of Edinburgh, Stirling; Hybrid; GBP 28,000 - 36,000; Full time

Benefits offered by this job

Commission-based incentives

HubSpot and sales tooling

Training and development budget

ABM campaigns and warmed opportunities

Quarterly rewards and annual trips

Job summary

ROCK is seeking a proactive BDR in Scotland to join its MSP sales team. You will own outbound prospecting, engage SMEs, and schedule discovery meetings for Account Managers within a hybrid office setup across Glasgow and nearby areas.

The role emphasizes structured outreach, CRM discipline, and collaboration with Marketing and Account Managers to build early-stage pipeline and drive revenue growth.

Qualifications

• Some experience in B2B sales development, outbound prospecting or lead generation.
• Confidence speaking with business stakeholders over phone and video.
• A structured approach to outreach and follow-up.
• Experience using CRM systems (HubSpot preferred).
• Strong written and verbal communication skills.
• Detail-oriented with CRM and lead management.

Responsibilities

• Coordinate the top of funnel for ROCK’s new business team.
• Identify and engage target organisations across defined SME sectors.
• Execute structured outbound activity across phone, LinkedIn and email.
• Book qualified discovery meetings for Account Managers.
• Research prospects to personalise outreach and improve response rates.
• Maintain CRM data accuracy and lead stages in HubSpot.

Skills

B2B sales development

Outbound prospecting

Lead generation

Phone and video outreach

CRM management

Tools

HubSpot

Halo PSA

Cognism

Lead Forensics

Job description

This role sits within ROCK,our managed service provider (MSP) business, supporting organisations with proactive IT support, cloud services and modern workplace solutions.

You will join at an important stage of growth.This is not an administrative role. It is a front-line outbound position where you help create pipeline, open doors and shape first impressions with prospective customers, supporting our New Business team.

We provide an extensive offering for SME organisations that want dependable IT, clear advice and a long-term technology partner.

We’re looking for a BDR based in Glasgow, Edinburgh, Lanarkshire, Ayrshire or Stirling, who can work in a hybrid capacity with regular access to our office.

What you will be doing

You will co-ordinate the top of funnel for ROCK’s new business team. That means:

• Identifying and engaging target organisations across defined SME sectors
• Executing structured outbound activity across phone,LinkedIn and email
• Booking qualified discovery meetings for Account Managers
• Researching prospects to personalise outreach and improve response rates
• Handling inbound enquiries and qualifying leads against agreed criteria
• Managing prospect records,activities and lead stages in HubSpot with strict discipline
• Building and nurturing early-stage pipeline through consistent follow-up and engagement
• Supporting Account Managers with account insight,contact mapping and warm handovers
• Working closely with marketing on campaigns, ABM activity and outbound follow-ups
• Maintaining clean CRM data and accurate reporting
• Feeding back common objections, messaging effectiveness and market trends

You are the first commercial touchpoint for many prospects. Your conversations set the tone for the entire sales journey.

You will be measured by outcomes,not noise

• Volume and quality of meetings booked
• Conversion of meetings into qualified New Business opportunities
• Speed to lead on inbound enquiries
• CRM accuracy and activity consistency
• Contribution to overall pipeline coverage

Your first 90 days will focus on understanding ROCK’s MSP services, mastering outbound messaging, building initial pipeline and consistently booking meetings.

Longer term, strong performers typically progress into Account Management roles within 12-24 months.

What you won’t be doing

You will not be:

• Waiting passively for inbound leads
• Reading rigid scripts or running call-centre style outreach
• Booking unqualified meetings just to hit activity numbers
• Working without structure, coaching, or support
• Avoiding responsibility for lead quality or CRM hygiene
• Operating in a rigid, overly corporate environment

This is proactive prospecting. It requires ownership, organisation and confidence in conversation.

Who you are

You are commercially curious, organised and comfortable starting conversations with new people. Ideally, you bring:

• some experience in B2B sales development, outbound prospecting or lead generation
• Confidence speaking with business stakeholders over phone and video
• A structured approach to outreach and follow-up
• Experience using CRM systems (HubSpot preferred)
• Strong written and verbal communication skills
• The ability to balance activity with quality Personally, you are:
• Resilient and consistent in outbound work
• Comfortable handling objections professionally
• Detail-oriented with CRM and lead management
• Motivated by learning and progression in sales
• Collaborative with Marketing and Account Managers
• Open to coaching and feedback

You do not need deep technical knowledge on day one. You do need curiosity, pace and clear communication.

What we provide

• Clear commission structure with transparent targets
• Modern sales tooling including HubSpot, Halo PSA, Cognism, Lead Forensics
• Direct access to Pre-Sales Consultants
• Marketing-led ABM campaigns and warmed opportunities
• Ongoing training and development budget
• Performance incentives including quarterly rewards and annual top achiever trips
• A supportive, growth-focused culture