Otava, Inc.
We're looking for a results-driven Business Development Representative (BDR) to join our growing marketing team. This role is key to bridging the gap between marketing and sales, helping convert marketing-qualified leads (MQLs) into sales-qualified leads (SQLs) through strategic outreach and qualification efforts.As a BDR, you'll be the first point of contact for many prospective customers. Your focus will be on identifying, engaging, and qualifying leads through a combination of calls, emails, and LinkedIn outreach. You'll collaborate closely with Account Executives to schedule discovery calls and ensure a smooth handoff of qualified opportunities.Role ResponsibilitiesLead Engagement & Qualification•Engage inbound and outbound leads generated by marketing campaigns. •Qualify prospects based on predefined criteria to determine fit and buying intent.•Use a multi-touch, multi-channel approach (email, phone, LinkedIn) to start meaningful conversations.•Building and maintaining Salesloft cadences.•Schedule discovery calls and meetings for the Account Executive (AE) team. •Ensure accurate and timely CRM updates on lead status, activity, and meeting outcomes.Lead Nurturing & Campaign Support•Re-engage dormant or recycled leads in the database.•Reach out to marketing qualified with relevant messaging based on persona or industry.•Execute targeted follow-up cadences for marketing campaigns such as webinars, events, and gated content downloads. •Support account-based outbound efforts and custom outreach to high-priority targets.Market Feedback & Sales Alignment•Capture insights from prospect conversations about common pain points, objections, and competitive mentions.•Provide regular feedback to Marketing and Sales to improve messaging, ICP targeting, and campaign strategy.•Collaborate with AEs to align on outreach strategy, lead progression, and meeting preparation.CRM, Tools & Process Excellence•Maintain accurate records in our CRM (Salesforce) and other tools (e.g., Salesloft, Pardot, LinkedIn Sales Navigator).•Ensure proper tagging, campaign attribution, and stage progression for lead records.•Participate in training to stay current on sales tools, internal processes, and compliance best practices.Product & Industry Knowledge•Continuously learn about OTAVA's solutions in cloud, data protection, security, and compliance.•Understand and communicate OTAVA's unique value proposition, especially as it relates to industry-specific needs (e.g., healthcare, finance, manufacturing).•Stay aligned with company offerings, solution suite, and value propositionsExperience:•1-2 years of experience in a sales, marketing, or customer-facing role (B2B preferred).•Comfortable with high-volume outreach and a fast-paced environment.•Familiarity with CRM and sales engagement tools (e.g., Salesforce, Outreach, HubSpot).Required Experience Knowledge, Skills, and Abilities:•Strong written and verbal communication skills.•Organized, self-motivated, and goal-oriented.•Coachable with a growth mindset and curiosity about cloud, security, and emerging technologies.Key Performance Indicators (KPIs)•MQL to SQL conversion rate•Number of meetings scheduled and held•Total outbound activities (emails, calls, LinkedIn messages)•Opportunity pipeline generated from BDR assistance•Meeting show rate and SQL acceptance rate•CRM accuracy and follow-up speedWhat We Offer:Remote work, compensation package base ($60 - $65K), + Variable Uncapped Commission, 401(k) match, medical, dental, vision, and life insurance, generous PTO, paid volunteer time off, paid parental leave, and working with world-class co-workers who are just as dedicated and as awesome as you are. What about Otava?At Otava, we are people empowering people to enable growth. We are excited for you to join us!As a global leader in secure, compliant, enterprise-class cloud hosting, we deliver a full range of solutions from colocation to private and hybrid cloud computing. We're creative thinkers who love to serve others, automate where possible, and change when required. Above all, we love to help our clients. We aim for superior client service in everything we do and strive to get even better. Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.