Enterprise Outbound Business Development Representative

At Fullbay, our mission is simple — to create safer roads for our families and yours. As leaders in the heavy-duty repair industry, we power shops with technology that helps them run smarter and more efficiently. As an AI-First company, we invite artificial intelligence to eliminate friction, spark innovation, and drive efficiencies in every conversation— for our teams and our customers.

The Enterprise Business Development Representative (BDR) takes a strategic, research-driven approach to identifying and engaging high-value target accounts and key stakeholders within the heavy-duty repair industry. This position requires deep prospecting and leveraging tools like ZoomInfo, LinkedIn Sales Navigator, and other intelligence platforms to uncover decision-makers, map organizational structures, and build multi-threaded outreach strategies that reach the right people at the right time.

Enterprise BDRs take full ownership of their target accounts from research and contact discovery through qualified demo completion. High performance comes from quality over quantity and prioritizing strategic outreach to high-level stakeholders, crafting personalized messaging, and aligning closely with Fullbay's enterprise sales motion. Enterprise BDRs are accountable for meeting monthly targets for completed qualified demos, with targets resetting month to month.

Primary Duties & Responsibilities:

• Conduct strategic outbound prospecting through phone, email, LinkedIn, and multi-touch cadences targeting enterprise-level accounts and high-level stakeholders (owners, VPs, directors, fleet managers, etc.).
• Maintain a minimum of 50 unique dials daily, focused on quality conversations with key decision-makers and influencers.
• Perform deep-dive prospecting and account research using ZoomInfo, LinkedIn Sales Navigator, and other intelligence tools to identify, verify, and build contact lists of high-value targets.
• Map account org structures to identify multiple stakeholders and entry points within target organizations.
• Qualify prospects based on Fullbay's enterprise criteria and schedule demos with Enterprise Account Executives.
• Own the full prospecting lifecycle from account research and contact discovery through completed qualified demo.
• Develop and execute personalized, account-specific outreach strategies tailored to each prospect's business challenges, industry role, and organizational needs.
• Enrich and maintain account and contact data in Salesforce with accuracy, ensuring all research, notes, and next steps are documented.
• Use automation tools, sequences, and cadences (e.g., Outreach, Salesloft) to support structured yet personalized outreach workflows.
• Collaborate closely with Enterprise Account Executives to align on target accounts, ensure strong demo handoffs, and maintain pipeline consistency.
• Meet or exceed monthly targets for completed qualified demos; targets reset month to month.
• Attend weekly coaching sessions, 1:1s, floor syncs, and training with the methodology coach.
• Track personal performance metrics — including prospecting activity, contact discovery, and conversion rates — and ensure CRM data is accurate and up to date.
• Stay informed on Fullbay product updates, enterprise customer pain points, and industry trends to drive relevant, consultative conversations with senior stakeholders.
• Participate in training, process improvements, and team meetings.
• Demonstrate strong product knowledge and clearly articulate Fullbay's value proposition in the context of enterprise-level operations and pain points.
• Adhere to Fullbay's rules of engagement and lead SLAs.
• Adhere to all confidentiality and compliance regulations.
• Performs other duties as assigned.

Primary Duties & Responsibilities:

• Minimum GED or High School Diploma or equivalent.
• Bachelor's degree in Business Administration Preferred.
• One(1) to Two (2)+ years of prior hands-on work experience in a similar sales or sales development role.
  

Key Skills and Qualifications:

• Good communications skills, both written and verbal. (includes effective and persuasive communications skills over the phone, via email or in person).
• Computer Savvy with solid knowledge of MS Office Products (Excel, Word, Powerpoint) and technically proficient with experience with various web technologies (able to present pros/cons, use cases/examples, trends, and all that good stuff).
• Must be proficient with online meeting software, web conferencing tools, CRMs and Sales Engagement tools (Salesforce and Sales acceleration tools, such as Zoom Accelerated Revenue, Salesforce, or Chilipiper.)
• Strong organization and time management skills and ability to work independently while being results driven in a fast paced SaaS Environment.
• Proven track record of success and over-achievement (in work or school-based setting).
• Ability to think on one's feet to creatively solve our prospects’ business needs.
• Numerically literate and data driven, comfortable working with numbers, making sense of metrics and comfortable meeting and exceeding monthly quotas and handling rejections.
• Must be a self starter with a positive attitude, confidence, and desire to be the best.
• Team player who enjoys and comfortable wearing many hats and juggling multiple tasks , while inspiring everyone around you to do great work.
• Must be able to travel up to 25%

Physical Demands and Work Environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

• Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds.
• Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
• Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.
• Noise level in the work environment is usually moderate.
• Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone.