Enterprise BDR: Strategic SaaS Pipeline Builder

Toast; United States; Hybrid; USD 75,000 - 120,000; Full time

Job summary

Toast is seeking a Business Development Representative for its Enterprise segment to build a quality pipeline in Regional Mid-Market. You will prospect, nurture, and qualify opportunities in 41-499 location accounts, while engaging C-suite, VP, and Director level decision makers across IT, Operations, Finance, and Marketing.

You’ll partner with Senior Management and AEs to refine prospecting in assigned markets, and contribute to design of enterprise marketing efforts.

Qualifications

• Software/SaaS experience or other related tech space business experience in an outbound or closing role
• Previous outbound and inbound sales experience
• Fearless on the phone and persistent in initial reach out & follow-up with accounts over time
• Ability to identify key decision makers within new accounts, while aligning with internal account reps
• Well organized, self-motivated to make calls everyday and communicate effectively with internal teams and prospects in a productive manner
• Adaptable to new processes and ability to work cross-functionally and develop relationships with both internal and external stakeholders
• High customer empathy and the ability to handle objections
• Attention to detail and ability to thrive in a changing and evolving environment
• Demonstrate verbal and written skill sets in communication

Responsibilities

• Generate new business pipeline primarily through outbound prospecting (2+ new business qualified sales opportunities per month)
• Gain interest through outbound cold calling across a set of accounts/prospects and breaking into net new logos in assigned territory (65+ activities per day)
• Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur)
• Leverage existing tools and research to find new contacts to develop your call-base
• Focused efforts promoting new products to prospects
• Multi-threading and account mapping within large restaurant brands corporate teams and franchisees
• Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!)
• Entering activity, notes, company account info and updating opportunities in Salesforce
• Work effectively with assigned AEs on a daily/weekly/monthly basis on maintaining target account lists and prospecting strategies
• Provide input in the design of & help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc)

Skills

Software/SaaS experience

Outbound sales

Phone prospecting

Decision maker mapping

Organization and communication

Cross-functional collaboration

Empathy and objections handling

Attention to detail

Verbal and written communication

Tools

Salesforce

ZoomInfo

LeadIQ

LinkedIn Sales Navigator

Job description

Toast is seeking a Business Development Representative for its Enterprise segment to build a quality pipeline in Regional Mid-Market. You will prospect, nurture, and qualify opportunities in 41-499 location accounts, while engaging C-suite, VP, and Director level decision makers across IT, Operations, Finance, and Marketing.

You’ll partner with Senior Management and AEs to refine prospecting in assigned markets, and contribute to design of enterprise marketing efforts.