Outbound Business Development Representative II

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 Outbound Business Development Representative II (BDR II) is a senior individual contributor responsible for high-volume outbound prospecting paired with advanced qualification, multi-threaded outreach, and ownership of strategic and named accounts. Building on the foundation of the Outbound BDR role, the BDR II consistently exceeds activity and pipeline targets, executes more sophisticated outreach motions, and delivers higher-quality, better-qualified opportunities to Account Executives.

BDR IIs are expected to operate with greater autonomy and judgment, lead complex prospecting campaigns, and produce cleaner, deeper handoffs that accelerate AE conversion. High performance comes from disciplined daily outreach, creative messaging, advanced discovery skills, and relentless consistency in executing Fullbay’s proven sales motion at an elevated standard.

The Right Wrench for the Job

In a heavy-duty repair shop, the best technicians don’t wait for a job to roll in — they’re already prepped, already moving, already thinking three steps ahead. That’s the energy this role runs on.

You’re the right fit if picking up the phone is something you genuinely want to do — not something you have to talk yourself into. You understand that pipeline doesn’t build itself, and you’re motivated by the discipline of daily outreach just as much as the win at the end of it. Rejection doesn’t derail you; it sharpens you. You treat every cold call as a craft, every cadence as a system worth optimizing, and every conversation as a real opportunity to connect with someone who needs what Fullbay offers.

At the BDR II level, we’re looking for someone who doesn’t need to be reminded to dial. You own your numbers, you hold yourself accountable before your manager does, and you bring the same energy to call 80 that you brought to call 1. If you’re driven by competition, motivated by metrics, and energized by the idea of opening doors that others couldn’t — this is your shop.

Primary Duties & Responsibilities:

• Conduct high-volume outbound prospecting via phone calls, emails, LinkedIn, and multi-touch cadences to engage cold and net-new prospects.
• Maintain a minimum of 115 unique dials daily to drive top-of-funnel activity and pipeline generation.
• Lead advanced prospecting campaigns and pilot new outbound plays, channels, and messaging in partnership with sales leadership.
• Conduct deeper discovery to fully qualify prospects against Fullbay’s Ideal Customer Profile (ICP) and qualification framework — covering pain, impact, decision process, timing, and budget.
• Deliver high-quality, well-documented demo handoffs to Account Executives with complete context, discovery notes, and next steps to accelerate deal velocity.
• Own the full prospecting lifecycle from initial outreach through completed qualified demo.
• Research and identify target accounts, buying committees, and key decision-makers across multi-location and enterprise heavy-duty repair operations.
• Maintain accurate lead and prospect status, notes, next steps, and account intelligence in Salesforce.
• Use automation and sales engagement tools to build, refine, and execute structured outreach workflows.
• Partner closely with Account Executives, Marketing, and RevOps to ensure pipeline consistency and feedback loops on messaging and ICP.
• Attend weekly coaching sessions, 1:1s, floor syncs, and training with the methodology coach; serve as a positive example of the sales motion on the floor.
• Track personal performance metrics and use data to self-diagnose, adjust strategy, and improve conversion at each stage of the funnel.
• Stay informed on Fullbay product updates, the competitive landscape, industry trends, and customer pain points.
• Demonstrate advanced product knowledge and clearly communicate Fullbay’s value proposition to cold prospects across multiple personas.
• Adhere to Fullbay’s rules of engagement, lead SLAs, and all confidentiality and compliance regulations.
• Must be able to commute to the Phoenix office a minimum of 3 days per week in accordance with Fullbay’s hybrid work schedule.
• Participate in ongoing product and sales training to maintain up-to-date knowledge of Fullbay’s platform.
• Contribute to team workshops, role-play exercises, and skill-building sessions; share best practices and proven outreach tactics with peers.
• Provide structured feedback to leadership on messaging, cadences, and ICP based on field intelligence.
• Attend scheduled 1:1s with direct manager to review performance, pipeline activity, and development goals (including a path toward AE readiness where applicable).
• Engage in team meetings and floor syncs to stay aligned on sales priorities and messaging updates.
• Support and help lead team campaigns, blitzes, and outreach initiatives as directed by sales leadership.
• Perform other duties as assigned.
  

Minimum Education & Work Experience:

• Minimum GED or High School Diploma required; Bachelor’s degree in Business Administration preferred.
• Minimum 2+ years of experience in an outbound sales or sales development role (cold calling and net-new prospecting required), or equivalent experience working at a heavy-duty repair shop.
• Demonstrated track record of consistently meeting or exceeding monthly outbound activity and qualified demo/pipeline quotas.

Key Skills and Qualifications:

• Advanced written and verbal communication skills, including persuasive phone, email, and LinkedIn outreach across multiple personas.
• Strong discovery and qualification skills; experience applying a structured qualification framework.
• Proven ability to multi-thread within accounts and engage senior decision-makers in mid-market and enterprise environments.
• Proficient in MS Office (Excel, Word, PowerPoint) and comfortable with web-based technologies.
• Strong experience with CRMs and sales engagement tools (Salesforce, Outreach, Salesloft, Chilipiper, or similar), including building and optimizing cadences.
• Proficient with online meeting and web conferencing software.
• Strong organization and time management skills; ability to work independently and prioritize effectively in a fast-paced SaaS environment.
• Numerically literate and data-driven; uses pipeline and activity metrics to self-coach and consistently exceed quota.
• Proven track record of success and over-achievement in an outbound sales setting.
• Self-starter with a positive attitude, confidence, an ownership mindset, and a drive to be the best.
• Creative problem-solver who can think on their feet to address prospect needs and objections.
• Collaborative team player who thrives juggling multiple priorities and elevates the performance of those around them.
• Ability 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.