Description:
As our Mid-Market Business Development Representative (BDR), you'll be a critical part of our revenue engine, focused on generating new business opportunities with Mid-Market and Enterprise CPA firms, in the US & Canada.
You’ll take a strategic and tailored approach to outbound prospecting; researching, identifying, and engaging decision-makers at high-potential accounts. Your work will drive pipeline creation for our Mid-Market Account Executives, and your ability to uncover deep customer insights and articulate Ignition’s value will be key to success.
This role is ideal for someone who thrives in outbound sales, enjoys crafting smart outreach strategies, and is ready to play a high-impact role in a growing company.
Outcomes
- Own Outbound Pipeline Generation: Proactively identify and engage mid-market prospects using a multi-channel outbound approach (cold calling, personalized emails, LinkedIn outreach etc).
- Strategic Targeting: Conduct account research and segmentation to identify ideal customer profiles and craft messaging that speaks directly to their needs and pain points.
- Qualify and Discover: Lead in-depth discovery conversations to understand business challenges and qualify opportunities based on budget, authority, need, and timeline.
- Collaborate with AEs: Work closely with Mid-Market Account Executives to align on target accounts, hand off qualified opportunities, and continually refine your strategy, messaging and approach.
- Track and Measure Performance: Consistently meet and exceed KPIs for outbound activity, meetings booked, and opportunity generation.
- Leverage Sales Tools: Use platforms like Hubspot, Gong, Outreach, and LinkedIn Sales Navigator to manage workflows, track engagement, and optimize outreach.
- Learn and Improve: Take feedback from the AEs you will be working with along with sales leaders and peers to continuously sharpen your messaging, objection handling, and discovery skills.
About You
- Outbound Expert: You have experience with outbound prospecting and know how to develop tailored approaches that generate interest with mid-market prospects. Mainly at the C-Suite level.
- Consultative Communicator: You’re comfortable speaking with multiple stakeholders, asking the right questions, and uncovering business needs in complex organizations.
- Self-Motivated & Goal-Oriented: You bring energy to your outreach and are driven to exceed KPIs and generate high-quality pipeline and opportunities.
- Highly Organized: You manage your time effectively, handle follow-ups like a pro, and keep your CRM spotless.
- Collaborative by Nature: You work well with your peers and AEs, share knowledge, and take pride in team success.
- Coachability: You’re open to feedback and always looking to improve your process and results.
Qualifications
- 1-2 years of outbound sales experience in a B2B SaaS, ideally selling to mid-market or larger organizations
- Highly preferred: Previous experience selling to accounting firms, or experience having worked in an accounting firm
- You come with a defined process that you can articulate and link your past successes to.
- Proven track record of exceeding pipeline or opportunity creation targets.
- Comfortable engaging senior decision-makers
- Proficient with modern sales tech stack (e.g., Salesforce, Gong, Outreach, Sales Navigator).
- Familiarity with sales methodologies like GAP Selling, SPIN, or MEDDICC