[Hiring] Business Development Representative @M-Files

Role Description

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, engage relevant buyers through phone, email, social media, and video, qualify initial interest, and complete 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.

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.

Success Measurement

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.

Qualifications

• 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.

Benefits

• 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).