Business Development Representative

Summary

Join Black and White Zebra as a Business Development Representative (Software Advisor) to drive revenue through our pay-per-lead (PPL) program. This remote role, requiring fixed EST business hours, involves managing inbound leads, guiding them through the software buying journey using consultative selling and GAP/BANT methodologies, and recommending suitable solutions from our vendor network. You will own your territory and outcomes, combining autonomy with collaboration. This revenue-generating position offers uncapped commissions and the chance to help shape the future of our software advisory services. You'll work with a smart, mission-driven, and collaborative team, and have opportunities for professional growth and development. The role also includes sourcing new vendors and contributing to the development of our AI-powered advisory tools.

Requirements

• Are a people person capable of earning trust quickly
• 2–3 years of SaaS sales or BDR experience (bonus for HR, PM, CS, or sales tools)
• Love the hunt: The idea of having large lists of highly-engaged leads to proactively leverage in unique ways excites you
• Are comfortable making 30-50 calls per day
• Adapt quickly to changes and new processes
• Self-driven, organized, and motivated in a remote setting

Responsibilities

• Manage a defined territory of inbound leads and guide them through the full software buying journey
• Take a consultative approach to advisory calls, using GAP and BANT methodologies to understand each lead’s unique challenges and recommend the best-fit solutions from our network of software vendors
• Support leads from the initial call through to decision-making — following up to ensure your recommendations are effective and providing continued guidance if not
• Identify opportunities where leads may need multiple software solutions or could become valuable future referrers
• Help source new vendors for our software vendor network, which in turn will unlock more revenue opportunities in your territory
• Leveraging the strength of our trust worthy and well-established brands, growing proprietary advisor software, and advisor framework, you will be a trusted advisor to both our audience and our network of software vendors
• Lead engaging advisor calls that provide impactful recommendations
• Manage and nurture leads across your assigned territory
• Own the full advisor cycle: contact ⟶ advisor call ⟶ recommendation report ⟶ sold lead (released) ⟶ follow-up to confirm quality of recommendations and for additional advisory support
• Nurture leads to source additional opportunities through multi-project releases, referral releases, re-releases
• Help expand our vendor network through outbound calls
• Contribute to our internal academy and peer coaching
• Improve our advisory workflow and AI tooling through user feedback

Preferred Qualifications

• Familiarity with: Zoho CRM, Klenty, Dialpad or similar tools
• Interest in Ai and helping build and refine Ai tools & prompts
• Experience qualifying using BANT and GAP

Benefits

• $60,000 - $70,000 a year
• Uncapped commission (OTE $90,000 CAD - $105,000 CAD)
• Discretionary bonus
• Comprehensive benefits package
• Work remotely