Business Development Representative

The 20 MSP; Virginia; On-site; USD 52,000 - 75,000; Full time

Benefits offered by this job

401(k) participation with up to 4%

Certification reimbursement

Job summary

The 20 LLC in Virginia is seeking a results-driven Business Development Representative to drive MSP channel growth, build partner relationships, and expand the growth platform. You will connect with MSP partners, solution providers, and potential members to uncover opportunities, accelerate growth, and strengthen the partner network.

Responsibilities include proactive outreach, qualifying opportunities, and maintaining CRM records.

Qualifications

• Direct experience in channel sales or MSP/Managed IT Services.
• Minimum of two years in outbound prospecting and sales development.
• Excellent communication skills with the ability to build rapport in B2B and channel conversations.
• Experience using HubSpot or similar CRMs to manage leads and pipeline.

Responsibilities

• Drive proactive outreach to MSP prospects, partners, and referral sources to identify business needs and articulate value.
• Schedule and qualify high-value appointments with decision-makers to advance opportunities.
• Maintain accurate records in HubSpot to support forecasting and sales strategy.
• Collaborate with SVP of Channel Sales and revenue team to refine messaging and joint plays.
• Attend industry events and partner engagements to elevate brand presence and credibility.
• Participate in sales enablement and cross-functional meetings to improve processes.

Skills

Outbound prospecting

Appointment setting

Sales development

Communication skills

Relationship building

Team collaboration

CRM experience

Tools

HubSpot CRM

Job description

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The 20 LLC is a nationwide Managed Service Provider (MSP) and growth platform helping IT service firms and businesses across North America scale revenue, streamline operations, and deliver top-tier technology solutions.

We’re looking for a Business Development Representative who thrives in fast-paced environments and has a knack for building strong relationships. You understand the MSP world - how these firms operate, the services they provide, and the real value they bring to clients. You’ll connect with MSP partners, solution providers, and prospective members to uncover new opportunities, drive growth, and strengthen our partner network. This is a key role for anyone ready to make an impact and help shape the future of MSP growth.

Key Responsibilities:

• Drive proactive outreach to MSP prospects, strategic partners, and referral sources to identify business needs and articulate the value of The 20’s growth platform and partner solutions.
• Execute a targeted prospecting plan that expands our channel pipeline through warm leads, partner networks, and inbound web leads.
• Schedule and qualify high-value appointments with decision-makers that advance opportunities through the sales funnel and support revenue goals.
• Conduct discovery calls to qualify and assess prospect challenges, decision criteria, timelines, and strategic fit.
• Maintain accurate and timely records of all activities, interactions, and prospect data in HubSpot to support forecasting and sales strategy.
• Work closely with the SVP of Channel Sales and broader revenue team to refine messaging, share insights, and contribute to joint sales plays that accelerate growth for MSP members and partners.
• Attend industry events, networking groups, and partner engagements to elevate The 20’s presence and enhance brand credibility.
• Participate in sales enablement, training sessions, and cross-functional meetings to improve processes and outcomes.

Qualifications:

• Direct experience in channel sales or MSP/Managed IT Services required, with strong understanding of the MSP business model.
• Minimum of two years of experience with a proven track record in outbound prospecting, appointment setting, and sales development.
• Excellent communication skills with the ability to build rapport, influence stakeholders, and navigate complex B2B and channel-based conversations.
• Coachable, self-motivated, and goal-driven with strong resilience and persistence.
• Experience using CRM systems (HubSpot preferred) to manage lead flow, pipeline, and reporting.
• Strong organizational skills with attention to detail and commitment to follow-through.
• Team-oriented mindset with the ability to collaborate effectively across departments and externally with partners.
• Competitive 401(k) participation with up to 4% contribution match
• Certification reimbursement to support your continued development
• Meaningful opportunities for advancement within a growing organization
• A culture built on drive, accountability, collaboration, and excellence

Physical Requirements:

The physical requirements below describe the essential job functions needed to complete this job.

• Consistent hand and finger dexterity necessary to operate computer equipment
• Occasional need to stoop, kneel, crouch, twist, crawl, reach, and stretch
• Consistent vision abilities required; close vision, depth perception, and ability to focus
• Ability to travel dependent on company needs
• Occasional need to lift and/or move up to 30 pounds

The statements contained in this job description are intended to describe the general nature and level of work being performed by associates assigned to the job. They are not intended to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the individual(s) holding this position.