Job overview

Medius builds AI-powered accounts payable and spend management software for finance teams. We help organizations replace manual invoice processing with automation that captures, matches, approves, and pays catching errors and fraud along the way. Our customers are finance and accounting leaders at companies between $50M and $1B in revenue, running ERPs including NetSuite, SAP, Microsoft, and Oracle.

The Business Development Representative II role is for someone who has already learned the fundamentals of outbound and is ready to work in a territory with real ownership. This is a quality-first team. We care more about your conversation-to-meeting conversion and the durability of the pipeline you create than about your raw dial count. You will be measured at the meetings that get accepted and progress, not on activity for its own sake.

The role is also a genuine step on a path. BDR IIs at Medius are the pool we promote from into Senior BDR, Account Executive, and Business Development Manager roles, and we will tell you plainly what must be true for you to get there.

Responsibilities and duties

Own and develop a territory
• Own a defined book of named of mid-market or enterprise accounts within an assigned segment, industry, or region, and build a working plan for how you will penetrate it.
• Research target accounts using ZoomInfo, Cognism, 6sense, LinkedIn Sales Navigator, and public sources to build a hypothesis of need before you make contact.
• Prioritize accounts by fit and intent rather than working the list top to bottom and be able to explain your prioritization.
• Maintain a live view of your territory who you have engaged, what you learned, when to go again so nothing worth pursuing goes cold by accident.

Generate qualified pipeline
• Run multi-channel outbound across phone, email, LinkedIn, and video to Controllers, AP Directors and Managers, Accounting leaders, and IT decision-makers.
• Personalize outreach around a real business reason an ERP migration, an acquisition, an open AP headcount, a stated working-capital target not around surface-level detail.
• Hold credible discovery conversations with finance leaders: understand how they buy and pay today, where the process breaks, and what it is costing them.
• Handle objections around timing, budget, incumbent tools, and recent ERP change without pitching past the prospect.
• Qualifying against our criteria and converting qualified leads into opportunities, with notes complete enough that the AE can walk into the meeting prepared.
• Respond to inbound MQLs within our service level and qualify them with the same rigour applied to outbound.

Partner with Account Executives
• Work as a genuine partner to your aligned AEs joint account planning, agreed target lists, and a shared definition of what qualified means.
• Run clean handoffs: confirmed time, confirmed attendees, agreed agenda, and context transferred before the call.
• Take feedback on meeting quality directly and act on it and give feedback back where the handoff is not working.
• Follow up on meetings that did not convert and keep those accounts in a deliberate nurture rather than dropping them.

Operate with rigor
• Keep Salesforce accurate and current accounts, contacts, activity, disposition reasons, and next steps. Pipeline decisions get made on this data.
• Build and manage sequences in Outreach and adapt them based on what your own results tell you rather than running them unchanged.
• Track your own conversion metrics through the funnel and come to your one-to-one able to say where the drop-off is and what you are testing.
• Use AI tools in your workflow with judgment as a drafting and research accelerator you edit, not as a send-button.

Qualifications

What you need
• One to three years in a sales development, business development, or comparable outbound role, with a track record of consistently meeting or exceeding a meetings-based target.
• Demonstrated experience with cold outbound you are comfortable on the phone with someone who did not ask to hear from you, and you can point to results from it.
• Strong written communication. You can write a short, specific, credible email to a senior finance leader without relying on a template.
• Working knowledge of a CRM (Salesforce preferred) and a sales engagement platform (Outreach, Salesloft, or similar).
• Genuine curiosity about how businesses operate financially. You do not need an accounting background, but you do need to want to understand what an AP team does.
• Evidence of coachability you can describe critical feedback you have received and what you changed as a result.
• Resilience with a specific recovery pattern. This role involves being told no at volume, and we want to know how you handle a week where nothing lands.
• Deliberate time management. You can protect the work that compounds when the day is trying to pull you elsewhere.

What helps
• Experience selling into finance, accounting, or procurement audiences.
• Background in fintech, ERP, procure-to-pay, source-to-pay, or adjacent B2B SaaS.
• Familiarity with ZoomInfo, Cognism, 6sense, LinkedIn Sales Navigator, Vidyard, or comparable prospecting and intent tools.
• Understanding of ERP ecosystems NetSuite, SAP, Microsoft Dynamics, Oracle - and what ERP migration means for a finance team.
• Experience mentoring or onboarding new team members.

Medius is committed to fair and equitable compensation practices.

The estimated-On Target Earning range for this role is $80,000 to $95,000 USD, which represents a good-faith estimate of the compensation for this position.

Actual compensation will be determined based on several factors, including but not limited to relevant skills, experience, qualifications, certifications, internal equity, and the geographic location in which the role is performed. Compensation may vary for roles performed in different locations due to differences in the cost of labor.

The total compensation package for this position may also include eligibility for variable compensation (such as a performance bonus or commission), benefits, and/or participation in other incentive or benefit plans, in accordance with the terms of the applicable plans. Benefits may include medical, dental, and vision coverage, paid time off, and retirement benefits, subject to eligibility requirements.

#LI-REMOTE

Department Sales Locations Jacksonville, USA - REMOTE Remote status Fully Remote Employment type Full-time