Business Development Representative

Description

Join Our Team

At Onward Robotics, we are a bold, gritty, and purposeful team with an ambitious mission to revolutionize fulfillment. Our team is driven by a client-first mentality: we aim to solve hard problems and fuel our clients’ growth with innovation. We are seeking talented individuals who will have a huge impact on both our business and our team. Join us on our mission as we move fast, think big, and have fun!

About Us

Onward Robotics delivers innovative automation technology that coordinates humans and robots as a cohesive system to revolutionize fulfillment. Our Meet Me solution combines proprietary software with person-to-goods mobile robots to increase efficiency in warehousing, distribution, and e-commerce operations. Onward Robotics provides the boost in productivity, flexibility, and speed that companies need to remain competitive and grow. Learn more at onwardrobotics.com.

Job Summary

The Business Development Representative is a dynamic lead generating role in our fast-growing organization with a career path to Field Sales.

As a core team member, your focus will be on pipeline lead generation, identifying and engaging new prospects, uncovering prospects' business needs, while communicating the Onward Robotics value proposition, and partnering with Enterprise Account Executives to initiate the sales process for Enterprise level customers.

This position will also be responsible for responding to and qualifying marketing generated leads and outbound prospecting.

Duties and Responsibilities:

• Research Target Accounts to identify business needs and personalize outreach with content across multiple channels to achieve high response rates.
• Cold calling into targeted accounts calls to understand each prospect’s business needs and determine whether Onward Robotics would be able to provide significant business value - with the goal of setting an appointment with and for Enterprise Account Executives.
• Maintain and grow a pipeline of prospects and opportunities across multiple market segments.
• Collaborate with the Marketing and Sales teams on demand generation, lead qualification and ABM strategies.
• Provide feedback to Onward Robotics on market trends, competitive threats, and unmet market needs.
• Build relevant domain knowledge in order to have meaningful conversations with prospects.
• Conduct all prospecting activities with the highest degree of professionalism and integrity.

Core Competencies:  

• Mastery of multiple outreach channels - generating leads and qualifying opportunities
• Proficient with HubSpot and Salesforce.com
• Intelligent - fast learner and very capable of articulating value

Typical Day:  

• Start the day by researching target accounts, identifying key stakeholders and pain points specific to their business and industry.
• Personalize outbound messaging across email, phone, and LinkedIn—leveraging tools like HubSpot and Salesforce to track your outreach efforts.
• Begin calling into targeted accounts, conducting discovery conversations, and gauging potential fit and interest in Onward’s automation solutions.
• Document lead activity and notes in Salesforce, ensuring everything is current and visible for the sales team.

• Review and respond to inbound leads from marketing campaigns—qualifying them using established criteria and determining next steps.
• Schedule meetings between qualified leads and Enterprise Account Executives.

• Follow up with earlier calls and emails, nudging warm leads toward booking a discovery session.
• Update and organize your pipeline, tracking lead status and identifying areas to re-engage or prioritize.
• Dive into market research and competitor analysis to stay informed and ready for high-level conversations with prospects.
• End the day with strategic planning—identify high-potential accounts for the next day’s outreach and reflect on what’s working well (and what can improve).

Qualifications

 Required Skills:

• A growth mindset and an interest to grow your career in Sales
• Tenacity, persistence, drive to win, and a commitment to continuous improvement
• Ability to work as part of a team and be coachable to IAM Robotics sales process
• Strong qualification and discovery skills
• Strong listening and communication skills
• Aggressive, self-starter, hunter mentality, comfortable in fast-paced environment
• Proficient with HubSpot and Salesforce.com

Minimum Experience Requirements:

• 1+ years of applicable experience generating and qualifying leads and building a sales pipeline

Preferred Experience Requirements:

• 3+ years of applicable experience generating and qualifying leads and building a sales pipeline
• Previous inside sales or telesales experience a huge plus

Minimum Education Requirements:

• Bachelor’s Degree in Business, Engineering, Operations, or a related field