Business Development Representative

SmartBug Media is the full service digital agency of choice for organizations looking to create resilient growth across the entire customer lifecycle. From marketing to sales, revenue operations to customer success, and e-commerce to integration, SmartBug combines sound strategies and technology with top talent to de-risk the future and set the course for continued success. As a fully remote team of over 300 professionals, we believe in delivering exceptional work without compromising work/life balance, no matter where you are. Recognized globally, we've made the Inc. 5000 list seven times, the Adweek 100 four years running, and won numerous Comparably awards for our culture and leadership. We're not just HubSpot's highest-rated partner worldwide but also a two-time HubSpot NA Partner of the Year and proud Elite Partner. Add to that our Master Elite partnership with Klaviyo and our proud partnerships with Shopify and Google.

We are looking to add a Business Development Representative to our dynamic, dedicated, and talented sales team. Seeking someone with a top-notch work ethic who thrives in organizations that are evolving and leading the way we do marketing.

Job Summary: As a vital part of our business growth strategy, the Business Development Representative is responsible for generating opportunities for our sales team related to SmartBug’s services. This role is a prospecting role. It is not a full sales cycle sales role. 

• Deep understanding and desire to help businesses grow better
• Prospecting sales expertise
• Develops, cultivates, and nurtures self-generated leads to strengthen outbound activity using a combination of outreach tools and systems including phone, email, social media, and CRM
• Manage the top of the sales funnel, to qualify prospects 
• Close new qualified opportunities consistently at or above quota level
• Have the desire and commitment to do what it takes to be successful in sales
• Can effectively communicate with internal teams while being remote and working autonomously
• Have exceptional consultative selling and closing skills
• Effectively manage self-sourced leads in pipeline using tools like LinkedIn Navigator, Zoominfo, and Apollo
• Building partnership relationships with HubSpot and other channel partners
• Working on a team to drive a fun and competitive environment
• Demonstrate top-tier organizational skills and a repeatable sales process
• Are Top Producers in their current role
• Have a sharp focus on their goals and a belief that their daily, weekly and monthly activities will help achieve them

• Qualifying and identifying target audiences through research and data
• Building lists of potential leads using various tools such as LinkedIn Sales Navigator, HubSpot & Apollo
• Segment target markets based on industry, company size, pain points, and stakeholders. 
• Multi-channel outreach: Using phone calls, email campaigns, LinkedIn  messaging, and social media outreach to initiate conversations
• Crafting personalized and compelling messages/concepts designed to catch  the prospect’s attention
• Following up consistently and persistently, but with tact, balancing persistence  and respect for the prospect’s time
• Conduct outreach to determine if the lead fits the company's Ideal Customer Profile (ICP). 
• Asking qualifying questions during discovery calls or email threads to identify business goals, challenges, and marketing needs. 

• Building trust by showcasing empathy and maintaining transparent communication with prospects. Be honest. 
• Delivering value by sharing relevant content, insights, or follow-up materials from your marketing company (case studies, blog posts, success stories, use AI to create it, be creative). 

• Once a lead is qualified, pass them efficiently to the Account Executive or Sales Rep for deep-dive presentations or product demos. 

• 1+ years of sales experience
• HubSpot CRM experience
• Marketing experience preferred, not required
• Understanding of agency operations experience 
• Prospecting and closing net new business
• Multi-approach outbound methodologies

• Health insurance with company contribution
• Paid maternity and paternity leave
• Paid vacation
• Paid time off
• 4-week paid sabbatical every 5 years of employment
• Monthly remote work allowance
• 401(k) with employer matching
• Flexible spending plan
• Company-funded short-term disability and life insurance
• Long-term disability
• Annual leadership conference, SmartBugaPalooza
• Training budget
• The flexibility of working remotely
• MacBook Air issued to you at time of hire