Business Development Representative (BDR)

Tunnl; Washington (District of Columbia); Hybrid; USD 55,000 - 85,000; Full time

Benefits offered by this job

Flexible hybrid work

Health, Vision, Dental

401(k) plan with match

Cell phone stipend

Parking or commuter stipend

Paid time off & holidays

Job summary

Tunnl is seeking a Business Development Representative to join our sales team, focusing on Brands, Agencies, and Public Affairs. You’ll own outbound and inbound prospecting, convert contacts into qualifying conversations, and help standardize prospecting and handoff processes across verticals.

In this entry‑level role you’ll gain hands‑on experience shaping the sales funnel from the ground up, working with Account Executives and cross‑functional teams, and nurturing prospects toward meaningful

Qualifications

• 2–4 years of experience; great for someone early in their career with a clear interest in building a career in sales
• Experience working in a business development representative capacity, ideally at a fast‑moving start‑up
• Exceptional written and verbal communication skills
• Strong organizational skills and follow‑through with limited oversight
• High degree of autonomy, sound judgment, and self‑motivation
• Comfort building or improving process, not just following it — this role requires bringing structure to a function that spans multiple teams
• Relationship‑building instincts and a customer‑centric mindset
• Comfort with ambiguity in a fast‑paced, evolving environment
• Familiarity with CRM systems (HubSpot preferred), LinkedIn Sales Navigator, Google Workspace, and Slack

Responsibilities

• Prospect and generate qualified pipeline across Brands, Agencies, and Public Affairs verticals through outbound outreach (LinkedIn, email, phone)
• Research target accounts and contacts within each vertical to identify strong‑fit prospects and personalize outreach accordingly
• Monitor and manage inbound interest (website, marketing campaigns, referrals), triaging and responding promptly and thoughtfully
• Qualify leads against defined criteria before handing off to Account Executives, ensuring efficient use of sales team time
• Standardize and operationalize the BDR‑to‑AE handoff process — defining consistent qualification criteria, handoff timing, and information transfer so every AE receives leads the same way, regardless of vertical
• Own scheduling and prep for discovery calls and meetings, including relevant account context and briefing materials
• Drive follow‑up and ongoing engagement with prospects who aren’t yet sales‑ready, nurturing them toward a future conversation
• Maintain accurate CRM records to track prospecting activity, pipeline stage, and vertical‑specific trends, ensuring consistent data hygiene and usage across all three verticals
• Help align sales tools and systems (CRM, sequencing/outreach platforms, prospecting tools) so processes are consistent and scalable across verticals rather than fragmented by team
• Partner with Sales and Marketing to align messaging, campaigns, and targeting strategy across all three verticals
• Stay current on industry trends within Brands, Agencies, and Public Affairs to speak credibly to prospect needs
• Deliver a high‑quality, professional experience for every prospect interaction

Skills

Prospecting

Communication

Organization

Autonomy

Relationship-building

Process improvement

Tools

HubSpot

LinkedIn Sales Navigator

Google Workspace

Slack

Job description

About Tunnl

Tunnl is building a future where artificial intelligence enables organizations to connect meaningfully with the people who matter most. We help organizations conduct research at scale, define the right audiences, surface real-time insights, identify optimal communication channels, and measure changing attitudes over time.

Tunnl serves brands, agencies, and advocacy groups alike - organizations navigating complex communications, reputational, and regulatory landscapes. These teams need smarter, faster ways to make audience-informed decisions that stand up to scrutiny and resonate across stakeholder groups. Whether you're building a brand, shaping public opinion, managing risk, or launching a new initiative, Tunnl empowers you to move from insight to impact with clarity & confidence.

Role Overview

We're looking for a Business Development Representative to work directly with our sales organization, generating and qualifying pipeline across our Brands, Agencies, and Public Affairs verticals. This is a strong entry point into sales for someone early in their career who wants hands‑on exposure to how deals get built at the top of the funnel — through consistent prospecting, research, and relationship‑building rather than passive lead flow.

You’ll own outbound and inbound prospecting across all three verticals, converting cold and warm contacts into real business development conversations for our Account Executives. Because this role spans multiple verticals rather than sitting inside one, you’ll also help standardize how prospecting, qualification, and handoff work across the team — building repeatable processes where it doesn’t yet exist. If you’re ambitious about a future in sales and want to learn the craft from the ground up while helping shape how the function runs, this is the seat.

What You’ll Do

• Prospect and generate qualified pipeline across our Brands, Agencies, and Public Affairs verticals through outbound outreach (LinkedIn, email, phone)

• Research target accounts and contacts within each vertical to identify strong‑fit prospects and personalize outreach accordingly

• Monitor and manage inbound interest (website, marketing campaigns, referrals), triaging and responding promptly and thoughtfully

• Qualify leads against defined criteria before handing off to Account Executives, ensuring efficient use of sales team time

• Standardize and operationalize the BDR‑to‑AE handoff process — defining consistent qualification criteria, handoff timing, and information transfer so every AE receives leads the same way, regardless of vertical

• Own scheduling and prep for discovery calls and meetings, including relevant account context and briefing materials

• Drive follow‑up and ongoing engagement with prospects who aren’t yet sales‑ready, nurturing them toward a future conversation

• Maintain accurate CRM records to track prospecting activity, pipeline stage, and vertical‑specific trends, ensuring consistent data hygiene and usage across all three verticals

• Help align sales tools and systems (CRM, sequencing/outreach platforms, prospecting tools) so processes are consistent and scalable across verticals rather than fragmented by team

• Partner with Sales and Marketing to align messaging, campaigns, and targeting strategy across all three verticals

• Stay current on industry trends within Brands, Agencies, and Public Affairs to speak credibly to prospect needs

• Deliver a high‑quality, professional experience for every prospect interaction

Qualifications

• 2–4 years of experience; great for someone early in their career with a clear interest in building a career in sales

• Experience working in a business development representative capacity, ideally at a fast‑moving start‑up

• Exceptional written and verbal communication skills

• Strong organizational skills and follow‑through with limited oversight

• High degree of autonomy, sound judgment, and self‑motivation

• Comfort building or improving process, not just following it — this role requires bringing structure to a function that spans multiple teams

• Relationship‑building instincts and a customer‑centric mindset

• Comfort with ambiguity in a fast‑paced, evolving environment

• Familiarity with CRM systems (HubSpot preferred), LinkedIn Sales Navigator, Google Workspace, and Slack

Preferred Qualifications

• Prior exposure to prospecting, account research, or business development, ideally across multiple verticals or client types

• Experience standardizing or documenting sales processes (playbooks, SOPs, handoff criteria)

• Familiarity with the brand, agency, or public affairs/political landscape

• Interest in relationship‑driven sales as a long‑term career path

Why You Should Apply:

• Join a team driven by curiosity, teamwork, integrity, and a shared passion for solving big challenges.

• A friendly, welcoming, and supportive culture with regular social and team events.

• Comprehensive benefits with excellent medical, vision, and dental coverage.

• Health Savings Account (HSA) and Flexible Spending Account (FSA) options.

• Employer‑paid life insurance & short‑term & long‑term disability, with other voluntary additional coverage available (accident, critical illness, hospital indemnity).

• Flexible hybrid work policy.

• Flexible paid vacation plus 80 hours of paid sick leave.

• 10 paid company holidays per year.

• 401(k) plan with 100% match up to 3%, plus 50% match up to 5% (subject to IRS limits).

• Cell phone reimbursement stipend.

• Monthly parking or commuter stipend for VA‑based employees.