Lead Inbound 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 Lead, Inbound Business Development Representative (BDR) is a senior, high-performing individual contributor who sets the standard for the inbound BDR team. In addition to owning their own pipeline of warm & inbound leads, the Lead serves as a player-coach — supporting ramp, sharing best practices, monitoring team-level SLA adherence, and acting as a go-to resource for the team. This is a peer leadership role, not a people-management role: the Lead does not hire, fire, set compensation, or conduct formal performance reviews. They lead by example and influence, partnering closely with the Sr Director of Business Development.

The Right Wrench for the Job

In a heavy-duty shop, the lead technician isn't just the best wrench-turner in the bay — they're the one the newer techs watch when they don't know what to do next. They set the pace, share the trick that saves an hour, and still close more tickets than anyone else by end of shift. That's exactly the standard this role holds.

You're the right fit if you're a top performer who genuinely wants to make the people around you better — not because it's required, but because it's who you are. You can jump off a call, help a teammate work through a tricky qualification, and get back to your own pipeline without missing a beat.

This isn't the role for someone who wants the title without the grind, or the coaching without the quota. If you're looking to step away from individual contribution and into pure management, this isn't your shop. But if you're the person who already answers teammates' questions before anyone asks, hits their numbers consistently, and is ready to formalize what comes naturally — we'd like to talk.

Primary Duties & Responsibilities:

Individual Contributor (still owns a pipeline)

• Conduct outbound outreach through phone and email
• Qualify prospects based on Fullbay's criteria and schedule demos with Account Executives
• Own lead follow-up and lead management once assigned
• Maintain lead status notes and next steps in Salesforce
• Manage inbound channels including the inbound phone line, Facebook leads, and demo request submissions
• Use automation tools and cadences to follow structured outreach workflows
• Maintain a minimum of 50 unique dials with prospects (reduced from the standard BDR target to account for team lead responsibilities)
• Meet or exceed monthly targets for completed qualified demos
• Respond to assigned leads within defined SLA windows to maximize conversion potential
• Track personal performance metrics and ensure CRM data is accurate and up to date
  

Team Lead (peer leadership - no direct reports)

• Serve as a player-coach and go-to resource for the inbound BDR team
• Support onboarding and ramp of new BDRs through shadowing, call reviews, and best-practice sharing
• Provide peer coaching and real-time feedback (not formal performance reviews)
• Monitor team-level lead SLA and rules-of-engagement adherence; surface gaps and trends to the Director of Business Development
• Co-lead floor syncs, daily huddles, and team training alongside the methodology coach
• Act as a first point of contact for lead-routing questions, escalations, and tactical roadblocks
• Partner with the Director and RevOps on team reporting, dashboards, and pipeline consistency
• Help refine and document rules of engagement, cadences, and outreach playbooks
• Model best practices and consistently hit personal targets to set the bar for the team
• Collaborate closely with Inbound Account Executives to ensure strong handoffs, demo alignment, and pipeline consistency
  

Minimum Education & Work Experience:

• Minimum GED or High School Diploma or equivalent
• Bachelor's degree in Business Administration preferred
• Two+ years of hands-on experience in a sales or sales development role, with a proven track record as a top performer
• Demonstrated experience mentoring, coaching, or leading peers (informal team lead, ramp buddy, or similar) preferred
  

Key Skills and Qualifications:

• Good communication skills, both written and verbal (includes effective and persuasive communication over the phone, via email, or in person)
• Proven ability to coach, mentor, and influence peers without formal authority
• Computer savvy with solid knowledge of MS Office products (Excel, Word, PowerPoint) and technically proficient with various web technologies (able to present pros/cons, use cases/examples, and trends)
• 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 Chili Piper)
• Strong organization and time management skills, with the 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 prospects' business needs
• Numerically literate and data-driven; comfortable working with numbers, making sense of team-level metrics, and meeting/exceeding monthly quotas while handling rejection
• Must be a self-starter with a positive attitude, confidence, and a desire to be the best — and to help others get there
• Team player who enjoys wearing many hats and juggling multiple tasks while inspiring everyone around them 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.