Business Development Representative

Summary

Join Dwolla's high-performing Marketing team as a Business Development Representative (BDR)! You will play a key role in expanding our market presence and fueling our sales pipeline by qualifying inbound sales opportunities, generating outbound leads, and managing pipeline reporting. This role requires a strategic thinker with strong communication skills and experience in B2B SaaS sales. You will leverage automation tools and collaborate with various teams. Dwolla offers a competitive salary, comprehensive benefits, and a remote-first work environment.

Requirements

• Understand the importance of qualifying high-potential opportunities and can effectively navigate complex business needs
• Quickly build trust and confidence in relationships with prospects and internal stakeholders
• Clearly articulate value propositions and tailor them to Enterprise-level prospects
• Leverage automation and AI-driven tools to enhance efficiency and data accuracy
• Have a proven track record of converting business development leads to qualified sales opportunities

Responsibilities

• Develop and maintain expertise in the lead-to-opportunity creation process, serving as a subject matter expert for the team
• Conduct in-depth discovery calls with Enterprise-level prospects, focusing on understanding complex business needs, pain points, and strategic objectives
• Employ consultative questioning techniques to uncover key decision-makers, budget considerations, timelines, and competitive landscapes
• Leverage and manage automation and AI-driven tools to enhance lead prioritization, qualification efficiency, and data accuracy within the inbound process
• Clearly articulate Dwolla's value propositions and tailor them to the specific needs of Enterprise prospects
• Work closely with Marketing, Sales, Sales Operations, Product, and Engineering teams to ensure seamless opportunity handoff and alignment on qualification criteria
• Provide valuable prospect insights and market feedback to Product and Engineering teams to inform product development and roadmap decisions
• Work with sales and marketing to improve lead quality
• Execute comprehensive lead generation strategies across multiple channels, including outbound, website, and direct outreach
• Focus on identifying and prioritizing high-value enterprise accounts aligned with Dwolla's ideal customer profile (ICP)
• Utilize tools such as LinkedIn Sales Navigator, Apollo.com, Breeze Intelligence and industry-specific databases to build targeted prospect lists
• Partner with the Sr Director of Marketing to develop, track and drive key performance metrics
• Work closely with Sales and Marketing to address process improvement and lead generation opportunities
• Document and refine all Business Development-related processes and procedures to ensure consistency and scalability
• Develop and maintain a deep understanding of Dwolla's core products and API, enabling effective communication of value propositions
• Stay informed about industry trends, competitive landscape, and regulatory changes within the payments and fintech space
• Serve as a key stakeholder for Product and Engineering teams by providing valuable prospect insights and market feedback

Preferred Qualifications

• 2+ years of sales experience within a B2B SaaS company
• Proven track record of converting business development leads to qualified sales opportunities
• Proven track record of working with automation and AI
• Ability to build and foster trust and confidence in relationships
• Ability to embrace change and drive creative solutions to yield expected results
• Ability to work independently under tight timelines with excellent communication to internal stakeholders

Benefits

• Unlimited Paid Time Off (with a mandatory PTO minimum of 5 days every 4 months)
• 12 weeks paid parental leave
• Medical, dental and vision insurance (Health plan options include FSA & HSA options and more…)
• Stock options
• 401k (with 4% company match)
• Long-term disability insurance
• Life insurance
• Our employees can work from anywhere in the US or from our Des Moines office
• You can move anywhere in the US and your compensation won’t change
• Combined with our unlimited PTO, you have the flexibility to enjoy the laptop lifestyle and balance work while traveling
• We actively support a healthy remote-first company culture by frequently providing both in-person and virtual opportunities for collaboration with co-workers
• We never miss a beat… by working both synchronously and asynchronously in our day-to-day interactions we’re able to stay full-steam ahead
• Remote-first home office stipend (and paid parking for our office-loving employees)