POSITION SUMMARYAs a Business Development Representative, you will drive pipeline growth across both inbound and outbound channels. You are responsible for engaging inbound leads from marketing programs (free trials, events, webinars, and content downloads) and proactively prospecting into target accounts through strategic outbound motions. Your primary objective is to generate Sales Accepted Opportunities (SAOs) by setting Product Qualified Opportunities (PQOs) through identifying, researching, qualifying, and converting prospects into qualified meetings for Account Executives. You'll serve as the first point of contact for many prospective customers, building UpKeep's brand and creating meaningful first impressions that accelerate the sales cycle.
This is a hybrid role where the employee will be in office Tuesday through Thursday.This is a quota-carrying role. The expectation is to consistently meet and exceed your SAO targets month over month.ESSENTIAL FUNCTIONS AND RESPONSIBILITIES - Inbound Pipeline Development
- Respond to and qualify inbound leads from free trials, events, webinars, content downloads, and marketing campaigns
- Engage prospects via email, phone, and chat to assess fit, understand pain points, and determine alignment with UpKeep's ideal customer profile
- Maintain active engagement with leads through informed, strategic, and creative follow-up sequences
- Partner with Marketing and Product to deliver effective messaging and identify the best-converting customer profiles
Outbound Pipeline Development
- Identify, research, and prospect into target accounts aligned with UpKeep's ideal customer profile
- Build and execute personalized outbound campaigns via cold calling, email sequences, LinkedIn, and other strategic channels
- Create account plans that reflect a comprehensive understanding of the prospect's business, maintenance challenges, and how UpKeep delivers value
- Strategically partner with Account Executives to develop and run playbooks for winning prioritized accounts
Pipeline Management & Execution
- Set Product Qualified Opportunities (PQOs) from both inbound and outbound prospects, converting them into qualified meetings for Account Executives
- Consistently meet and exceed monthly and quarterly SAO quotas by generating a strong volume of PQOs across inbound and outbound channels
- Efficiently screen and qualify prospects based on need, authority, timeline, and budget to ensure PQOs convert to SAOs
- Coordinate with Account Executives on account status, deal progression, and feedback loops
- Update and maintain Salesforce (CRM) with accurate activity logging, lead status, and opportunity data
- Participate in and travel to industry events to generate pipeline through in-person engagement
- Perform regular follow-up with existing prospects and customers to surface expansion and upsell opportunities
EXPERIENCE - 1-2+ years of B2B software / SaaS sales development experience (inbound, outbound, or both)
- Bachelor's degree in Business or related field a plus
- Even if you don't meet all requirements listed here, we still encourage you to apply. Your personal and professional experience may be relevant beyond what a list of requirements will capture.
KNOWLEDGE- Demonstrated ability to generate SAOs through both inbound qualification and outbound prospecting
- Experience interacting with director-level executives and above
- Proficiency with Salesforce.com or a similar modern CRM tool
- Comfortable making 150+ phone calls per day (with a parallel dialer) and managing high-volume outreach
- Ability to self-generate leads through creative strategies including research, social selling, and event follow-up
- Strong written and verbal communication skills with the ability to tailor messaging to different personas and industries
- High level of energy, drive, enthusiasm, initiative, commitment, and professionalism
- Passion for technology and a desire to make a major impact at a high-growth company
- Results-oriented with a competitive nature and a relentless pursuit of goals
DESIRED BEHAVIORS- Receptive to change - is flexible. Seeks and adopts improved approaches and processes.
- Initiates action - is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance.
- Manages the workload - makes timely decisions, prioritizes effectively, solves problems, monitors results, and takes remedial action where necessary.
- Technically proficient - leverages AI tools, sales technology, and UpKeep's tech stack to maximize efficiency, personalize outreach, and stay ahead of the competition.
- Takes responsibility for own learning - knows personal strengths and recognizes development needs. Is open to feedback and always seeks to learn.
- Communicates ideas - strong facilitation and written communication, proposes a way forward. Listens to views of colleagues and takes in diverse perspectives.
- Works collaboratively - shares information, fosters teamwork, and contributes to a positive work environment where people want to come to work.
- Displays ethical character and competence - acts with integrity and intent, is accountable for own actions, behaves according to the company values.
- Demonstrates UpKeep's Core Values and Beliefs - We choose people over profit, we choose progress over perfection, and we choose grit over prestige.
- Acts as a good citizen of UpKeep.
COMPENSATION This role will receive a competitive base salary + benefits. A variety of factors are considered when determining someone's compensation-including a candidate's professional background, experience, and location. Final offer amounts may vary from the amounts listed below.
The pay range for this role is $32.45/hr ($67,500/$96,500 USD OTE).
