Business Development Representative (Remote, United States EST/CST)

M-Files; United States; Remote; USD 60,000 - 90,000; Full time

Benefits offered by this job

Health insurance

Paid holidays

401k

Job summary

M-Files is seeking a remote Business Development Representative in the United States to perform proactive outbound prospecting, research priority accounts, and engage buyers through phone, email, social media, and video. You will qualify initial interest and hand off to an Account Executive who owns progression through the sales cycle.

The BDR collaborates with Account Executives, Sales leadership, and Growth Marketing to align target accounts, messaging, and campaigns.

Qualifications

• Minimum 1+ years in outbound business development or similar customer-facing roles.
• Proven ability to create conversations via cold calls, emails, social selling, and multi-channel follow-up.
• Comfort hitting clear activity and pipeline targets in a performance-driven environment.
• Strong account research, discovery, objection-handling, and written/verbal communication skills.
• Self-motivated, coachable, and organized with accountability for execution.
• Experience with Salesforce, Gong Engage, LinkedIn Sales Navigator, or similar tools preferred.

Responsibilities

• Create qualified discovery meetings within assigned North America accounts and territories.
• Meet outreach targets across phone, email, social media, video, and other channels.
• Identify target accounts using ICP, intent signals, and campaign data.
• Engage multiple stakeholders and build cross-functional account coverage.
• Personalize outreach by linking M-Files capabilities to industry needs.
• Qualify interest and hand off to Account Executive with clear next steps.
• Maintain CRM records with accurate activity and outcomes.
• Collaborate with Account Executives and Growth Marketing on messaging and campaigns.

Skills

Outbound prospecting

Cold calling

Multi-channel outreach

CRM proficiency

Sales process

Relationship building

Account research

Tools

Salesforce

Gong Engage

LinkedIn Sales Navigator

6sense

Job description

Who we are:

M-Files is redefining how work gets done. Our context-first document management system offers purpose-built business use cases—spanning universal and industry-specific workflows to enable secure collaboration, automate processes, and ensure governance.

Unlike traditional systems, M-Files organizes content around the context of your business, connecting documents to related people, projects, and transactions. With our unique metadata-driven architecture, organizations can model content in line with their business processes, unify information across silos, and apply AI at scale. The result is greater productivity, reduced risk, and smarter, faster decisions for over 6,000 customers in 100+ countries.

Guiding Principles

• Make It Happen - We set bold goals, take ownership, learn from mistakes, and relentlessly pursue results
• Help Others - We lead with kindness, assume good intentions, hold one another accountable, and celebrate wins together
• Love Customers - We put customers and partners at the heart of everything, delivering value with respect, fairness, and speed

To learn more about us we encourage you to visit ourcompany page.

To learn more about how we became a Certified Great Place to Work visit,Working at M-Files | Great Place to Work.

Summary of the Role:

As part of the NA Business Development team, the Business Development Representative (BDR) creates qualified discovery meetings through proactive outbound prospecting. The BDR will research priority accounts, engages relevant buyers through phone, email, social media, and video, qualifies initial interest, and completes a clear handoff to the Account Executive. The Account Executive owns opportunity progression and the broader sales cycle.

The BDR partners closely with assigned Account Executives, Sales leadership, and Growth Marketing to align target accounts, messaging, and campaigns. This is a fully remote role open to candidates located in the United States; Eastern or Central time zones are preferred. Occasional travel for company events, conferences, and internal meetings is required. The role reports to the Manager, Business Development - North America.

What you will be doing/Responsibilities and Duties:

• Outbound prospecting: Create qualified discovery meetings within assigned North America accounts and territories and support early-stage opportunity creation through strong qualification and handoff
• Execute consistent prospecting: Meet assigned daily, weekly, monthly, and quarterly outreach goals across phone, email, social media, video, and other approved channels
• Prioritize the right accounts: Use ideal customer profile criteria, intent signals, campaign engagement, and account research to target the right accounts
• Build account and contact coverage: Identify relevant decision-makers, influencers, and potential champions and engage multiple stakeholders across each priority account
• Personalize outreach: Connect M-Files capabilities to the prospect's industry, business priorities, information-management challenges, and potential use cases rather than relying on generic messaging
• Qualify prospective interest: Confirm business need, current environment, relevant stakeholders, urgency, and an agreed next step before handing the qualified discovery meeting to an Account Executive
• Partner with Account Executives: Align on priority accounts and messaging, share prospect intelligence, coordinate the qualified meeting handoff, and document agreed next steps
• Maintain disciplined follow-up: Work through objections, lack of response, and longer buying timelines with persistent, professional, and relevant outreach
• Protect data quality: Keep CRM records, contact information, activity history, qualification notes, meeting outcomes, and handoff details complete and current
• Use performance data to improve: Review outreach activity, conversion, meeting quality, and contribution to opportunity creation with management, then adjust execution based on coaching and results
• Share market feedback: Communicate common objections, messaging insights, competitive information, and campaign feedback to Sales and Marketing
• Participate in company events: Travel for Sales Kickoff and occasional relevant team events or conferences, generally semi-annually or annually

How success will be measured:

Success is measured by outbound activity, qualified discovery meetings, qualification and handoff quality, CRM accuracy, and contribution to sales-qualified opportunities and pipeline creation. Variable compensation includes a revenue-impact component as defined in the BDR compensation plan. Specific targets are outlined in the BDR performance plan.

Requirements

• One or more years of experience in outbound business development, sales development, outbound sales, or a related customer-facing role is preferred; equivalent experience demonstrating strong prospecting and communication skills will also be considered
• Demonstrated ability to create conversations through cold calling, personalized email, social selling, referrals, and persistent multi-channel follow-up
• Comfort working toward clear activity, qualified discovery meeting, conversion, and pipeline-contribution goals in a performance-driven environment
• Strong account research, written communication, discovery, objection-handling, and verbal communication skills
• Self-motivated, coachable, disciplined, organized, and accountable for consistent execution
• Experience with Salesforce, Gong Engage, LinkedIn Sales Navigator, 6sense, or similar sales tools is preferred

Participation in our Recruitment Process:

• Initial Phone Screen w/People & Culture Team Member
• Hiring Manager: Manager, Business Development
• Internal Team Stakeholder(s) + Possible Assessment (Relevant Skillset Demo)
• Final Interview: Global Department Leadership

*Completed Recruitment Process Time Investment for Applicant: Approx. 2.5hrs

Benefits

Why M-Files?

We are a global company with Finnish roots and with our own product that we are greatly proud of!

By joining M-Files, you will get the opportunity to contribute to our success and growth, while developing your own expertise. Our team is fun, and our solutions are changing the market! Our guiding principles of "Make It Happen", "Help Others", and "Love Customers" are highlighted through our daily actions as a team. Transparent communication and outstanding team spirit were listed as our strengths in our M-Filer Experience survey last fall.

What We Offer:

• As a remote enabled company our employees enjoy the flexibility to establish their own life/work balance
• 10 paid holidays annually
• 15 days' vacation annually
• 4 floating holidays (employee's discretion)
• 6 days of paid sick leave
• Matching 401K Plan (25% of employees' contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Dental insurance
• Vision insurance
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)