Inside BDR: Pipeline Builder & ABM Prospecting

SECURITY 101; Richmond (VA); On-site; USD 55,000 - 60,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Prescription coverage

Life insurance

Disability insurance

401(k) match

Paid holidays

PTO

Job summary

Security 101 in Richmond is seeking an Inside Business Development Representative to generate qualified pipeline through strategic outbound prospecting and data-driven sales campaigns. The role works with Marketing and the field sales team, leveraging HubSpot to execute targeted plays, nurture prospects, and identify cross-sell and upsell opportunities across existing accounts.

This is a full-time, non-exempt position with salary range $55,000–$60,000 and a benefits package including health,

Qualifications

• Bachelor's degree or equivalent experience.
• 1–3 years in business development or inside sales.
• Excellent communication and organizational skills.

Responsibilities

• Identify and engage new prospective customers via outbound calls, email, LinkedIn.
• Generate qualified appointments and opportunities for outside sales.
• Research target accounts, decision makers, and buying centers.
• Maintain consistent prospecting activity to achieve pipeline goals.
• Conduct proactive outreach to existing customers to uncover cross-sell, upsell, refresh, service, and managed services opportunities.
• Partner with Marketing to execute ABM follow-up, webinar follow-up, event follow-up, digital campaigns, target account campaigns, vertical initiatives, product launches, and territory sales plays.
• Specialize in assigned vertical markets as needed.
• Schedule qualified discovery meetings and document customer intelligence in CRM.
• Collaborate with Marketing and Sales to improve campaigns and messaging.
• HubSpot & Sales Technology Responsibilities: Execute outbound prospecting campaigns using HubSpot Sequences.
• Manage daily prospecting using HubSpot Tasks and Work Queues.
• Qualify inbound and marketing-generated leads within established SLAs.
• Execute follow-up strategies for ABM campaigns.
• Manage nurture sequences for prospects not yet sales-ready.
• Maintain CRM accuracy for contacts, companies, opportunities, lifecycle stages, and lead status.
• Identify trigger events such as expansions, acquisitions, refresh cycles, and staffing changes.
• Collaborate with Marketing using HubSpot reporting and dashboards.
• Support CRM data hygiene initiatives.

Skills

Lead generation

Outbound prospecting

Communication skills

Team collaboration

B2B sales knowledge

Education

Bachelor's degree or equivalent experience

Tools

HubSpot CRM

Job description

Security 101 in Richmond is seeking an Inside Business Development Representative to generate qualified pipeline through strategic outbound prospecting and data-driven sales campaigns. The role works with Marketing and the field sales team, leveraging HubSpot to execute targeted plays, nurture prospects, and identify cross-sell and upsell opportunities across existing accounts.

This is a full-time, non-exempt position with salary range $55,000–$60,000 and a benefits package including health,