Business Development Representative

MadCap Software, Inc.; Denver (CO); Remote; USD 60,000 - 68,000; Full time

Benefits offered by this job

Annual bonus

100% employer-paid health, dental, and

Vision insurance

401(k) employer match

Disability & life insurance

Flexible PTO + 12 holidays

Job summary

MadCap Software, Inc. is a fully remote company hiring across the US, including in Colorado.

We are seeking a Business Development Representative (BDR) on the Enterprise team to drive account-based outbound and qualify inbound enterprise leads, owning the first discovery call for enterprise buyers across our five-product platform. You will spearhead enterprise sales, engaging top-of-funnel buyers, and passing qualified opportunities to enterprise account executives.

Qualifications

• 2+ years of BDR/SDR/inside-sales experience in B2B SaaS.
• Experience with account-based outbound to named enterprise accounts.
• Strong discovery and qualification skills for enterprise buyers.
• CRM discipline and data quality mindset.
• Ability to route opportunities to the right product/rep.

Responsibilities

• Build and manage target-account lists for enterprise prospects.
• Enrich contacts using LinkedIn and account research.
• Execute multi-touch sequences with high-value outreach.
• Run first discovery calls with writers, L&D buyers, or mid-level stakeholders.
• Qualify prospects and route to the right product and rep; support SLA adherence.
• Pass qualified opportunities to the enterprise named-account team with complete data.

Skills

BDR/SDR experience

Inside sales

CRM discipline

Account research

Discovery calls

ABM outbound

Objection handling

Written communication

Verbal communication

Pipeline management

Tools

Salesforce

HubSpot

Gong

AI tools

Job description

At MadCap Software, we’re at the forefront of developing best-in‑class software solutions for content creation, collaboration, publishing, management, and analytics & reporting. More than 10,000 leading organizations around the globe rely on MadCap Software’s solutions to create better content experiences for their customers and employees. Come join our awesome Team!

Propel Your Professional Growth

Every day we refine, iterate, and explore how to make work better for everyone. Join us in creating a better future of work that’s more connected, inclusive and flexible. We offer competitive benefits and compensation plans for our teams in addition to being:

• Connected: We come together — across time zones, regions, offices and screens.
• Inclusive: Our teams reflect the rich diversity of our world, with equitable access to opportunity for everyone.
• Flexible: We believe in the freedom to work when and how you work best, to help us thrive.

Position Summary

As a Business Development Representative (BDR) on our Enterprise team, you will run account-based outbound into named enterprise target accounts, qualify inbound enterprise leads, and own the first discovery call for enterprise buyers across our five-product technical documentation and learning and development platform. You will be the spearhead of our enterprise sales effort, engaging buyers at the top of the funnel and passing qualified opportunities to our enterprise account executives. Your high level of energy, motivation, and competitiveness will help to perpetuate your success in this role.

What You’ll Do

Account-based outbound

• Build and work a target-account list of enterprise prospects
• Enrich contacts using LinkedIn, [6sense, ZoomInfo], and account research, building multiple contacts per account
• Run multi-touch sequences, and give the top 10 to 15% of accounts by intent high-touch, personalized outreach rather than a generic cadence

Discovery and routing

• Run the first discovery call with technical writers, L&D buyers, and other individual contributors or mid-level stakeholders
• Use the discovery framework to identify fit (company size, license count, current tooling) and route the prospect to the right product, including the IXIA CCMS enterprise path
• When a VP or C-level contact surfaces, hand off cleanly to the right enterprise account executive rather than running the call yourself. At that level, you are the qualifier, not the closer

Inbound qualification

• Work enterprise-tagged inbound MQLs alongside your outbound book: qualify each prospect and route them to the right product and rep quickly
• Own enterprise event and webinar leads as first-pass triage, working them against the SLA
• Provide prompt phone and email follow-up, and properly document and track all activity

Handoffs and pipeline

• Pass qualified opportunities to the enterprise named-account team with the data that makes attribution and reporting work: shipping contact, product line item, and lead source, every time
• Work closely with the sales team on strategy to meet sales goals
• Keep your pipeline accurate and up to date so forecasting stays reliable

What Success Looks Like

First 30 days: Learn the product portfolio and routing rules, ramp on the existing enterprise sequences, and build your initial target-account list of accounts.

By 60 days: Work your full outbound book and enterprise inbound queue independently, hit the SLA targets on inbound, and book your first discovery meetings from outbound.

By 90 days: Run discovery calls confidently and make clean handoffs to enterprise account executives. Stand up your first ABM sequence and show early response data, with qualified opportunities passed to the team.

What You Bring

• 2+ years of BDR, SDR, or inside-sales experience in B2B SaaS, including real account-based outbound experience
• Comfort doing the research a named-account motion requires: multiple contacts per account and real enrichment, rather than a mass-blast sequence
• Real discovery instincts: you can run a call where the prospect does most of the talking, and you walk away knowing what they need and whether it’s a fit
• CRM discipline: you build clean habits from day one and help us keep our data accurate as we scale
• Comfort learning a multi-product portfolio and making a real routing call (which product, which rep) instead of steering everyone toward the product you know best
• Resilience and coachability. This role will evolve as our sales process matures, and you’ll help define what ‘good’ looks like rather than just executing a fixed script
• Excellent written and verbal communication skills
• The ability to respond comfortably to objections and rejection every day

Nice to Have

• Experience with Salesforce, HubSpot, Gong, and/or AI tools
• Experience engaging VP and C-level stakeholders at enterprise accounts
• Prior named-account ABM experience at an enterprise software company
• Work from home
• Competitive Salary & Annual bonus
• 100% Employer Paid Medical, Dental and Vision Insurance for Employee Only Coverage
• Employer Match for 401(k) plan
• Employer paid short & long term disability and life insurance
• Flexible PTO Policy + 12 Company paid holidays a year

MadCap Software is fully remote, with employees distributed across the US. We are currently hiring in the following approved states: California, Colorado, Florida, Georgia, Idaho, Illinois, Iowa, Kansas, Maryland, New Jersey, Ohio, Pennsylvania, South Carolina, Tennessee, Texas, Virginia, Washington, Wisconsin.

We reserve the right to change the list of approved locations at anytime.

Hourly wage: $28.85 - $32.69 per hour ($60K - $68K annually) + commission

In addition to our commitment to equal pay for equal work, MadCap is also committed to equal opportunity regardless of race, color, age, ancestry, religion, gender, gender identity, genetic information, parental or pregnancy status, sexual orientation, marital status, citizenship, national origin, disability, or veteran status.