Business Development Representative

The Position: Reporting to the Director of Marketing, The Business Development Representative (SMB) is responsible for generating qualified sales opportunities for F12's Small and Medium Business market segment. Working closely with Marketing and Sales, this role focuses on engaging prospective customers, nurturing targeted accounts, qualifying inbound and outbound leads, and booking meetings for Business Innovation Managers (BIMs).
This is a highly metrics-driven inside sales position focused on creating Sales Qualified Leads (SQLs), generating appointments, and building meaningful relationships with prospective customers. Success in this role comes from consistency, curiosity, strong communication skills, and a disciplined approach to prospecting and lead qualification. The ideal candidate is energized by connecting with business leaders, uncovering business challenges, and creating opportunities that help organizations improve productivity, security, and operational performance through technology.

Responsibilities:
Lead Generation & Prospecting

Generate qualified opportunities through outbound prospecting activities including phone, email, social media, and marketing-driven campaigns.

Nurture and build relationships with target accounts identified through F12 marketing initiatives.

Conduct outreach to prospective customers to identify business needs, challenges, and potential opportunities.

Qualify inbound and outbound leads against established criteria and sales processes.

Research organizations, industries, and stakeholders to personalize outreach and improve engagement effectiveness.
Serve as a first point of contact for prospective clients engaging with F12 through phone, web, email, and marketing channels.

Sales Development

Schedule and coordinate meetings, discovery calls, demonstrations, and presentations for Business Innovation Managers.

Build and maintain a pipeline of qualified opportunities aligned with sales targets and growth objectives.

Effectively communicate F12's value proposition and business outcomes without advancing into solution design or proposal development.

Develop trusted relationships with prospective customers and key decision-makers within SMB organizations.

Consistently meet or exceed activity, appointment-setting, and SQL generation objectives.

Marketing Collaboration

Partner closely with Marketing to execute lead generation campaigns and account-based marketing initiatives.

Provide feedback on campaign effectiveness, market trends, and prospect engagement.

Support event follow-up activities and marketing-generated lead nurture programs.

CRM & Pipeline Management

Maintain complete and accurate records of prospect interactions and activities within CRM systems.

Ensure timely documentation of lead status, engagement history, and opportunity progression.

Track personal performance metrics and contribute to sales development reporting.

Market Awareness

Stay informed on industry trends, emerging technologies, market conditions, and competitive offerings.

Continuously develop knowledge of F12 services, cybersecurity solutions, cloud offerings, and managed IT services.

Identify new opportunities and market insights that contribute to business growth.

What This Role Is Not
This role is intentionally focused on business development and opportunity creation.

No quote generation.

No order processing.

No technical solution design.

No customer issue resolution.

No travel requirements.

No face-to-face sales expectations.

This allows you to focus on what you do best: building relationships, generating opportunities, and creating conversations between prospective customers and F12's sales team.

Requirements:

Previous experience as a Business Development Representative, Sales Development Representative, Inside Sales Representative, or similar role.

Technology, managed services, SaaS, cybersecurity, telecommunications, or related B2B sales experience is considered an asset.

Strong verbal and written communication skills.

Exceptional interpersonal and relationship-building abilities.

Comfortable conducting a high volume of phone-based prospecting activities.

Experience using CRM and sales engagement platforms such as HubSpot, Salesforce, Salesloft, Outreach, or similar tools.

Understanding of account-based marketing principles and lead nurturing strategies.

Experience using LinkedIn and other professional networking platforms for prospect engagement.

Strong organizational and time management capabilities.

Ability to prioritize effectively in a fast-paced environment.

Self-starter with strong personal accountability and a results-oriented mindset.

Interest in business technology and helping organizations solve operational challenges through IT solutions.