Business Development Representative

North America Acquisition

Reports To: Outbound BDR Manager, North America Location: Austin, TX preferred; Remote, USA considered

You're a proactive, curious, and disciplined outbound prospector who knows how to break into target accounts, create meaningful conversations, and generate high-quality new logo pipeline.

In this role, you'll support Accruent's North America Acquisition team by identifying and engaging prospective customers across our priority Win Zones. You'll partner closely with Account Executives, Marketing, and Sales Leadership to execute targeted outbound motions, qualify business needs, and create strong handoffs that convert into real pipeline.

This is a great role for someone with at least two years of BDR, SDR, inside sales, or prospecting experience who is ready to sharpen their enterprise sales skills in a structured, high-performance environment.

Why This Role Matters
Focused outbound motion: You'll prospect into defined target accounts and industries where Accruent has a clear right to win, rather than working a generic or unfocused territory.

Enterprise exposure: You'll engage with business, operations, facilities, real estate, IT, finance, and executive stakeholders across complex organizations.

Strong internal partnership: You'll work alongside Account Executives, Marketing, Solutions Engineering, and Sales Leadership to create and convert pipeline.

Career development: You'll receive coaching, call review, account strategy support, and exposure to the skills required to grow into senior BDR, AE, or other commercial roles.

Win Zone flexibility: Experience in any relevant Win Zone or target vertical is welcome. We value candidates who can learn industries, understand business problems, and tailor outreach to the right buyer context.
Key Responsibilities Create New Logo Pipeline Through Outbound Prospecting

• Build targeted account and contact lists aligned to Accruent's ICP, territory priorities, and Win Zone strategy.
• Execute consistent multi-channel prospecting through phone, email, LinkedIn, events, and approved engagement tools.
• Research accounts and buyers to understand business context, potential pain points, and relevant messaging angles.
• Create personalized outreach that earns attention and opens the door to meaningful sales conversations.
• Maintain a steady operating rhythm of daily and weekly prospecting activity tied to meetings, SALs, and pipeline contribution.

Qualify Prospects and Set Up Strong AE Handoffs

• Conduct initial discovery to understand business needs, current processes, urgency, stakeholder involvement, and potential fit.
• Qualify opportunities based on account profile, buyer role, business pain, timing, and potential value.
• Schedule high-quality meetings for Account Executives with clear context, qualification notes, and recommended next steps.
• Partner with AEs before and after meetings to improve conversion, refine targeting, and increase pipeline quality.
• Support outbound plays tied to strategic accounts, active campaigns, events, and priority growth initiatives.

Build Industry and Buyer Fluency

• Develop a working understanding of Accruent's solutions, value propositions, buyer personas, and target industries.
• Learn how different stakeholders think about operational efficiency, asset performance, facilities management, lease administration, capital planning, compliance, and related business challenges.
• Use industry signals, company news, technology changes, and business triggers to make outreach more relevant.
• Share prospect feedback, objections, competitive insights, and market signals with the BDR Manager, AEs, and Marketing.

Operate With Discipline and Accountability

• Maintain accurate and timely records in Salesforce and sales engagement tools.
• Track calls, emails, meetings, qualification notes, account intelligence, and follow-up activity.
• Participate actively in standups, coaching sessions, call reviews, pipeline reviews, and outbound planning.
• Use performance data and manager feedback to improve messaging, targeting, conversion, and overall execution.
• Take ownership of daily activity, weekly outcomes, and continuous improvement.

Must-Have Experience

• 2+ years of experience in business development, sales development, inside sales, outbound prospecting, or a similar B2B sales role.
• Demonstrated ability to prospect into target accounts using phone, email, social selling, and structured follow-up.
• Strong communication skills with the ability to write clear, relevant outreach and hold confident business conversations.
• Experience qualifying prospects and setting meetings or opportunities for sales teams.
• Comfort working against measurable goals such as activity, meetings booked, SALs, qualified opportunities, or pipeline contribution.
• Strong organization, time management, and attention to detail.
• Coachability, resilience, curiosity, and a willingness to improve through feedback and practice.
• Experience using CRM and sales engagement tools such as Salesforce, Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo, or similar platforms.

Highly Preferred Experience

• Experience prospecting into enterprise or upper mid-market accounts.
• Exposure to B2B SaaS, enterprise software, facilities, real estate, asset management, operations, maintenance, construction, or related markets.
• Familiarity with complex buying groups involving operational, technical, financial, procurement, or executive stakeholders.
• Experience supporting Account Executives with account planning, campaign execution, or territory-based outbound motions.
• Understanding of value-based messaging, business pain discovery, and opportunity qualification.
• Prior success in a role where outbound prospecting was a meaningful part of pipeline creation.

Success Measures

• Consistent achievement of activity, meeting, SQL, and pipeline creation targets.
• High-quality qualification and strong Account Executive feedback on meeting handoffs.
• Improved conversion from outbound engagement to qualified meetings and opportunities.
• Strong CRM hygiene and timely, accurate reporting.
• Clear adoption of ICP discipline, messaging, sales methodology, and coaching feedback.
• Demonstrated growth in prospecting effectiveness, business acumen, and readiness for future sales career progression.

Ideal Candidate Profile
The ideal candidate is a disciplined outbound prospector who is energized by creating opportunity from scratch. They are curious about customer problems, thoughtful in how they research and personalize outreach, and resilient enough to keep going through rejection.

They balance activity volume with quality, take coaching seriously, and are motivated by measurable progress. They want to build a long-term career in enterprise sales and are excited to learn how Accruent helps customers solve real operational and business challenges across a range of priority markets.

Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 80300 - 134100