Business Development Representative, Mid-Market

Workhuman; Framingham (MA); Hybrid; USD 60,000 - 90,000; Full time

Job summary

Workhuman is expanding its Mid-Market segment and seeking a dynamic Business Development Representative (BDR) to generate qualified pipeline and accelerate revenue growth within Mid-Market accounts.

You will prospect across channels, qualify opportunities, and partner with Account Executives to execute ABM strategies, while maintaining accurate CRM records in Salesforce. This hybrid role requires onsite presence in Framingham, MA at least three days per week.

Qualifications

• Experience in prospecting and qualifying B2B opportunities.
• Ability to generate qualified pipeline through multi-channel outreach.
• Strong collaboration with Account Executives and Marketing.

Responsibilities

• Generate qualified pipeline through outbound prospecting.
• Own inbound lead qualification and conversion to opportunities.
• Execute account-based prospecting strategies with AEs.
• Conduct market and account research to personalize outreach.
• Maintain accurate CRM records and opportunity progression.
• Provide market intelligence to improve messaging and strategy.

Skills

Outbound prospecting

Inbound qualification

Account-based prospecting

Market research

CRM (Salesforce)

Pipeline management

Tools

Salesforce

Sales engagement platforms

Job description

Workhuman is building the Mid-Market (MM) segment as a distinct growth engine, with dedicated focus, strategy, and execution across Sales, Marketing, Product, Customer Success, and Operations.

The Mid-Market Business Development Representative (BDR) is responsible for generating qualified pipeline and accelerating revenue growth within the Mid-Market segment. This role serves as the front line of Workhuman's go-to-market strategy, identifying target accounts, engaging prospective buyers, qualifying opportunities, and creating sales conversations that convert into pipeline and revenue.

The BDR will partner closely with Mid-Market Account Executives, Marketing, and Sales Leadership to execute account-based prospecting strategies, convert inbound demand, and uncover new opportunities within target markets. This individual will also act as a critical source of market intelligence, helping Workhuman continuously refine its Mid-Market strategy, messaging, and target account approach.

Success in this role will be measured by qualified meetings generated, pipeline created, account penetration, and contribution to overall Mid-Market revenue growth.

*This is a hybrid role that requires at least three days a week onsite in the Framingham, MA HQ office

Key Responsibilities

1. Generate Qualified Pipeline Through Outbound Prospecting

Build and execute proactive prospecting campaigns across phone, email, LinkedIn, referrals, events, and other channels to generate qualified meetings and opportunities within target Mid-Market accounts.

2. Own Inbound Lead Qualification and Conversion

Serve as the first point of contact for inbound interest, ensuring rapid follow-up, effective qualification, and seamless handoff of qualified opportunities to Account Executives.

3. Execute Account-Based Prospecting Strategies

Partner with Account Executives to develop account plans, identify buying committees, prioritize target accounts, and create coordinated outreach strategies designed to increase engagement and opportunity creation.

4. Conduct Market and Account Research

Research target organizations, decision-makers, business initiatives, industry trends, and trigger events to personalize outreach and improve conversion rates.

5. Maintain Operational Excellence

Maintain accurate records of prospecting activity, account engagement, meeting outcomes, and opportunity progression within Salesforce and sales engagement platforms to support reporting, forecasting, and pipeline management.

6. Provide Market Intelligence and Strategic Insights

Capture and share prospect feedback, competitive intelligence, market trends, messaging effectiveness, and emerging opportunities to help inform Mid-Market sales and marketing strategies.

What Success Looks Like

Pipeline Creation

• Consistently creates qualified pipeline that contributes meaningfully to Mid-Market revenue targets.
• Generates a significant portion of Mid-Market opportunities through self-sourced outbound activity.
• Supports healthy pipeline coverage and opportunity creation across the segment.

Meeting Generation

• Consistently delivers high-quality meetings with Mid-Market decision-makers and influencers.
• Maintains a balanced pipeline of near-term and future opportunities through disciplined prospecting activity.
• Demonstrates strong conversion from outreach activity to qualified sales conversations.

Account Penetration

• Successfully engages multiple stakeholders within target accounts.
• Expands awareness of Workhuman across key Mid-Market organizations.
• Builds relationships that create long-term opportunity potential beyond initial meetings.

Inbound Excellence

• Responds rapidly to inbound leads and inquiries.
• Converts marketing-generated interest into qualified opportunities at a high rate.
• Creates a seamless and professional first experience for prospective customers.

Operational Discipline

• Maintains accurate CRM records and activity tracking.
• Provides reliable visibility into prospecting performance, pipeline creation, and account engagement.
• Demonstrates strong process adherence and forecasting discipline.

Strategic Contribution

• Shares actionable market insights that improve targeting, messaging, and campaign effectiveness.
• Identifies emerging opportunities, verticals, and prospecting approaches that can help scale the Mid-Market business.
• Serves as a trusted partner to Account Executives and the broader Mid-Market leadership team.

Performance Expectations & KPIs

Meeting Generation

• Generate 7-10 qualified first meetings per week with Mid-Market decision-makers and buying influencers.
• Maintain a consistent pipeline of future meetings through proactive prospecting and follow-up.

Outbound Performance

• Consistently execute high-quality multi-channel outreach across target accounts.
• Demonstrate strong engagement and conversion rates relative to team benchmarks.
• Build repeatable prospecting motions that scale pipeline generation.

Inbound Performance

• Respond to inbound leads within established service-level agreements (target: less than 15 minutes during business hours).
• Maintain strong lead qualification and conversion performance.

Data Quality & Reporting

• Maintain complete and accurate prospect, account, activity, and opportunity records.
• Ensure all pipeline attribution and reporting requirements are met.

Development & Growth

• Continuously improve prospecting, qualification, and business acumen skills.
• Develop expertise in Workhuman's Mid-Market customer profile, value proposition, competitive landscape, and growth strategy.

At Workhuman®, our mission is to bring more humanity to the workplace. We recognize and embrace individual differences and believe that diversity, inclusion, and belonging are essential to our long-term growth and success. We encourage candidates from all backgrounds and experiences to apply—even if you don't feel you meet every qualification listed above. We’re looking for collaborative, innovative humans with a growth mindset who can bring unique perspectives to our team.

We are also committed to creating an inclusive and accessible application process for all candidates. If you require any accommodations or support during the application or interview process, or encounter any accessibility barriers, please contact us at [e-mail]. We are dedicated to ensuring equal access to opportunities for all individuals.

Workhuman is an Equal Opportunity Employer and is committed to the principle of equal employment opportunity for all employees. We proudly provide a work environment free of discrimination and harassment. Employment decisions at Workhuman are based solely on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social, or ethnic origin, sex (including pregnancy), age, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, or any other status protected by the laws or regulations in the locations where we operate. Workhuman believes that diversity and inclusion among our teammates is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.