Business Development Representative - Strategic, West

Exterro is seeking a driven, dynamic, and motivated Business Development Representative (BDR) to join our growing SaaS company. In this high-impact role, you’ll help expand Exterro’s presence by generating pipeline through personalized, account-based outreach. Ideal for someone who thrives in a consultative, innovative sales environment and is eager to accelerate their sales career. This role goes beyond lead generation – it bridges Sales, Marketing and Strategy to accelerate sustainable growth. This position will report directly into the Manager, Business Development. 

Location/Hours: This role is a permanent work from home position, and we are currently accepting applications from candidates who can work the US Western Time Zone. 

Key Responsibilities:

Lead Generation and Prospecting:

• Identify and research potential clients and key decision-makers using tools such as

LinkedIn, Salesforce, ZoomInfo etc.

• Conduct strategic outbound prospecting to identify, engage and qualify high-value accounts via email, phone, and social platforms to build awareness and interest.

• Develop and maintain a territory pipeline of qualified leads.

• Meet and/or exceed individual quota, responsible to stay targeted to metrics.

• Meet weekly KPIs: cold calls, emails, LinkedIn messages, etc.

Qualifying Leads:

• Assess the suitability of prospects based on predefined qualification criteria (BANT).

• Schedule meetings for the sales team with qualified leads.

Relationship Building:

• Partner with Account Executives and the Sales Leader to align on territory plans, account mapping, and outbound plays.

• Build rapport with potential clients by understanding their industry challenges and

offering tailored solutions.

• Act as a trusted advisor to prospects, ensuring a positive and professional experience

providing product information and success stories.

Collaboration with Sales and Marketing:

• Work closely with the sales team to ensure a seamless handoff of qualified leads.

• Act as a feedback loop between market conversations and internal teams to drive continuous improvement in the GTM strategy.

• Stay aligned with sales targets and company objectives.

• Co-develop account-based outreach strategies with Account Executives for strategic targets.

Data Management and Reporting:

• Maintain accurate and up-to-date lead records, activity and reporting in the CRM system

(Salesforce).

• Track and report on key performance metrics, such as outreach volume, conversion

rates, and pipeline growth.

• Analyze and refine outreach strategies to improve effectiveness.

Requirements:

• 1-2 years of experience in a B2B sales, lead generation or customer facing role

(preferably in the SaaS industry with enterprise experience).

• Proficient with modern sales tech stack: Salesforce, Gong, ZoomInfo, Sales

Navigator, AI Tools, etc.

• Bachelor’s degree in Business, Marketing or a related field preferred.

• Understanding of SaaS solutions and industry trends is preferred.

• Ability to travel as needed (10-20%) to attend events including the Annual Sales Kick-Off event.

Skills:

• Excellent verbal and written communication skills. 

• Demonstrated ability to think critically about market opportunities, not just follow a script.

• Strong interpersonal skills with the ability to build relationships and handle objections

effectively.

• Self-motivated, results-driven; thrives in a remote, independent work environment.

• Ability to handle stress.

• Excellent time management and organizational skills.

• Highly process-oriented, with a focus on consistency and improvement.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.

• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.

• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.

We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The salary range for this remote position is $60,000-$75,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.

Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.

All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.