Business Development Representative - REMOTE

Business Development Representative  

ACLIVITI Consulting Group (ACG) 

We are is seeking a dynamic, self-motivated and results driven Business Development Representative (BDR) with experience selling advisory consulting. The BDR will play a crucial role working to expand our client base and secure new business opportunities in the CCaaS Transformation (“Contact Center as a Service”) and UCaaS (“Unified Communication as a Service”) spaces.  

This role will report to the VP of Sales & Marketing. 

While the role is remote, it will require occasional travel (10-15%), both for internal team meetings/strategic sessions as well as trade shows & conferences 

Key accountabilities: 

• Prospecting for net new contacts and setting first meetings
• Qualifying marketing generated leads
• Actively seeking new business leads in the market
• Owning the ABM (account based marketing) campaign and sequences
• Updating sales decks and other sales enablement materials

Why We’re Different: 

At ACG, our purpose is to Create Surprisingly Positive Experiences. We enable leaders to shift paradigms and deliver transformational results. Our vision is to be how business gets done in the modern enterprise. We accomplish this through a zealous commitment to our core values and an enduring belief in making an impact. 

We are: 

• A groundbreaking, profitable, IT consulting & professional services firm headquartered in Chicago, IL with a fully remote workforce.
• Experts in helping clients find cloud-based Contact Center capabilities that enable client and agent experiences while helping provide cost savings.
• Passionately focused on solving client issues and building relationships.
• Striving to work with cutting edge CCaaS and AI technologies.
• A close-knit, professional, fun, hard-working team dedicated to continuous improvement.

Our Clients Are: 

• Global $1-$10B annual revenue companies committed to managing their IT organizations as successful, customer-focused businesses.
• Interested in a better approach to making decisions and maximizing IT-spend and technology value across their organizations
• Diverse – our team works with all client stakeholders across many markets involved in making large transformational IT decisions, not just one decision maker.

How we solve: 

• Our unique continuous improvement cycle includes Health Checks, CX Roadmaps, APEX™, and ongoing Advisory services to align stakeholders, plan realistic goals, ensure the work gets done, and guarantee outcomes.
• We Align Stakeholders by engaging IT, Operations, Business, and Finance Executives to ensure complete cross-functional buy-in of the solution, timeline, and outcomes.
• We provide a true partner-centric approach that ensures we support our clients before, during, and after their vendor selection and implementation process
• We create client-side plans focusing on outcome achievement that accelerates the decision process, and subsequently guides clients through what can be complex, long-cycle deployment programs.
• Build board-ready business case models for CCaaS and UCaaS transformation programs that includes 5-year cash flow projections, and thorough ROI analysis and program justification.

Our Business Development Rep Will: 

• Research and Maintain Target Contact Lists 
  • Develop and maintain target contact lists of decision makers and stakeholders within prospective clients
  • Maintain account and contact information in Salesforce and Salesloft
  • Maintain accurate records of all touch points, interactions and deal statuses in Salesforce; ensuring cleanliness accuracy and timeliness of the notes, tasks and next steps
  • Decipher what’s “real” from intel and conduct research on strategy through building org charts

• Generate First Meetings 
  • Initiate and maintain contact with key decision makers while fostering strong relationships to position ACLIVITI as a trusted advisor and partner 
  • Perform introductory calls and set up first meetings for Principal Sales Executives that ultimately lead to opportunities and consulting engagements
  • Collaborate with internal teams to resolve obstacles and support the facilitation of seamless transitions from origination to closed-won
  • Maintain a pulse on addressing concerns and objections to guide deals to next steps
  • Develop and execute an aggressive outbound calling, emailing and social engagement outreach plan to reach the targeted BDR goals of
    • 10 first meetings per month
    • 3 engagement opportunities per month
  • Meet and strive to exceed aggressive monthly lead generation goals

• Develop Sequence for BD Automation and ABM Campaigns
  • Collaborate with Sales & Marketing to develop a comprehensive strategy for automating outreach and crafting personalized campaigns
  • Create sequences for outreach 
  • Craft compelling messaging and content tailored to the pain points of prospective clients 
  • Configure and manage automation workflows (sequences) to streamline and optimize outreach efforts 
  • Continuously monitor the performance of campaigns and analyze key metrics 
  • Ensure effective follow up on originated deals and maintain a sense of urgency and commitment from potential clients
  • Document organized records and reports to refine future strategies 

• Support Business Development Documentation & Sales Enablement Materials
  • Conduct ongoing research of industry trends, competitor activities, and emerging technologies to support the development of sales documentation 
  • Collaborate with Sales & Marketing to develop and maintain an organized library of business development materials 
  • Support Principal Sales Executives in creating tailored sales documentation 
  • Create high-quality customized client presentations 
  • Implement a process to archive older versions of documentation while tracking changes and updates 
  • Collect relevant feedback from team members to ensure refinement 

• Manage BD Hunting Tools & Technologies
  • Support the research and evaluation of business development tools that enhance the effectiveness of lead generation efforts 
  • Continuously optimize tool settings and features to optimize efficiency and results 
  • Ensure seamless integration of sales tools with existing platforms 
  • Ensure that all business development tools adhere to data privacy regulations and implement safeguards to protect sensitive customer information

Our ideal candidate will:  

• Have 2-4 years of sales experience in a competitive and metric driven organization
• Have a Bachelor’s Degree or higher 
• Proven work experience as a Business Development Representative or similar sales role
• Hands-on experience with various sales techniques, including cold calls
• Strong communication, negotiation, and presentation skills
• Possess a “hunter” mentality and a track record of exceeding BDR quotas 
• Be comfortable tracking sales metrics and reporting on your activity weekly
• Be highly skilled at using a CRM to stay organized and report on activity (Salesforce experience is a plus)
• Possess knowledge of outreach tools such as Salesloft
• Possess a strong knowledge of email marketing tools and automation platforms 
• Have excellent written and verbal communications skills for crafting effective outreach messaging
• Be extremely organized with meticulous attention to detail 
• Exhibit strong business acumen and be comfortable communicating with C-suite executives
• An understanding of Enterprise IT Org. chart selling
• Not be afraid to pick up the phone to land first meetings and hold tension on deals
• Have a proven track record of creatively sourcing and qualifying new client relationships
• Have digital transformation and managed service experience (CCaaS, SD-WAN, and UCaaS and other collaboration technologies is a plus)
• Be proficient in Microsoft Office: Outlook, PowerPoint, Word

You will love our culture if you are: 

• An ambitious intrapreneur who loves building new things.
• Someone that loves technology, process as well as numbers – and all the space in between – to figure out the right balance of features, functionality, and affordability for each client
• Comfortable communicating through a variety of mediums with many different audiences and objectives
• Great at anticipating and solving problems – individually, internally, and for our clients
• An organized self-starter who is always eager to learn something new
• Comfortable adapting to new situations and solving new problems with the pace and occasional ambiguity that occurs in high-growth businesses
• A positive force who enjoys working closely with new people and exploring new ideas

• Driven by seeing your work have a direct impact

ACG has a competitive benefits package including: 

• 100% coverage of employee health care, vision, and dental insurance
• HSA & FSA plans available
• Disability & Voluntary Benefits available
• 401(k) plan with a 4% employer match
• Generous variable comp opportunity
• Work-from-home monthly incentive
• Inclusive remote working environments
• Team Lunch-n-learns, monthly events & happy hours