Business Development Representative - Strategic

Exterro is seeking a driven, dynamic, and motivated Business Development Representative (BDR) to join our growing SaaS company. In this high-impact role, you’ll help expand Exterro ’s presence by generating pipeline through personalized, account-based outreach. Ideal for someone who thrives in a consultative, innovative sales environment and is eager to accelerate their sales career. This role goes beyond lead generation – it bridges Sales, Marketing and Strategy to accelerate sustainable growth. This position will report directly into the Manager, Business Development.

Location/Hours:This role is a permanent work from home position, and we are currently accepting applications from candidates who can work US Western or Eastern Time Zones.
Key Responsibilities:
Lead Generation and Prospecting:
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Identify and research potential clients and key decision-makers using tools such as

LinkedIn, Salesforce, ZoomInfo etc.

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Conduct strategic outbound prospecting to identify, engage and qualify high-value accounts via email, phone, and social platforms to build awareness and interest.

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Develop and maintain a territory pipeline of qualified leads.

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Meet and/or exceed individual quota, responsible to stay targeted to metrics.

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Meet weekly KPIs: cold calls, emails, LinkedIn messages, etc.

Qualifying Leads:

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Assess the suitability of prospects based on predefined qualification criteria (BANT).

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Schedule meetings for the sales team with qualified leads.

Relationship Building:

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Partner with Account Executives and the Sales Leader to align on territory plans, account mapping, and outbound plays.

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Build rapport with potential clients by understanding their industry challenges and

offering tailored solutions.
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Act as a trusted advisor to prospects, ensuring a positive and professional experience

providing product information and success stories.
Collaboration with Sales and Marketing:

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Work closely with the sales team to ensure a seamless handoff of qualified leads.

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Act as a feedback loop between market conversations and internal teams to drive continuous improvement in the GTM strategy.

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Stay aligned with sales targets and company objectives.

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Co-develop account-based outreach strategies with Account Executives for strategic targets.

Data Management and Reporting:
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Maintain accurate and up-to-date lead records, activity and reporting in the CRM system

(Salesforce).
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Track and report on key performance metrics, such as outreach volume, conversion

rates, and pipeline growth.
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Analyze and refine outreach strategies to improve effectiveness.

Requirements:
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1-2 years of experience in a B2B sales, lead generation or customer facing role

(preferably in the SaaS industry with enterprise experience).
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Proficient with modern sales tech stack: Salesforce, Gong, ZoomInfo, Sales

Navigator, AI Tools, etc.

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Bachelor’s degree in Business, Marketing or a related field preferred.

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Understanding of SaaS solutions and industry trends is preferred.

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Ability to travel as needed (10-20%) to attend events including the Annual Sales Kick-Off event.

Skills:

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Excellent verbal and written communication skills.

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Demonstrated ability to think critically about market opportunities, not just follow a script.

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Strong interpersonal skills with the ability to build relationships and handle objections

effectively.

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Self-motivated, results-driven; thrives in a remote, independent work environment.

- Ability to handle stress.

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Excellent time management and organizational skills.

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Highly process-oriented, with a focus on consistency and improvement.

Why Exterro ?

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Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.

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Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.

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Culture: Work in a