Role Summary
Modento Group is seeking a driven, disciplined, and highly coachable Business Development Representative to help create qualified sales opportunities for our growing sales team.
This is a pipeline creation role.
The Business Development Representative is responsible for identifying target prospects, initiating conversations, qualifying potential opportunities, and scheduling high-quality meetings for the Closer. The ideal candidate is comfortable with outbound prospecting, persistent without being pushy, organized in the CRM, and motivated by measurable results.
You will not be responsible for managing existing accounts or negotiating final contracts. Your primary responsibility is to consistently create qualified conversations that can become revenue.
Primary Objective
Generate a predictable flow of qualified sales opportunities by:
- Identifying prospects that match Modento Group’s ideal customer profile
- Reaching those prospects through disciplined outbound activity
- Qualifying their fit, needs, timing, and interest
- Scheduling qualified meetings for the Closer
- Accurately documenting all activity and relevant information in the CRM
Key ResponsibilitiesProspecting and Lead Generation
- Build and maintain targeted prospect lists based on Modento Group’s ideal customer profile
- Research prospective companies, decision-makers, industries, and buying triggers
- Conduct outbound prospecting through phone calls, email, LinkedIn, networking, and other approved channels
- Follow established outreach cadences while personalizing communication when appropriate
- Respond quickly and professionally to assigned inbound leads
- Consistently follow up with prospects until a clear next step or disposition is established
Qualification
- Conduct initial discovery conversations to determine whether a prospect is a strong potential fit
- Identify the prospect’s current situation, needs, pain points, priorities, and desired outcomes
- Confirm relevant qualification factors, including:
- Company and industry fit
- Decision-making authority or access to the decision-maker
- Current problem or unmet need
- Existing solution or vendor
- Urgency and timing
- Willingness and ability to invest
- Reason for considering a change
- Disqualify prospects who do not meet established criteria
- Avoid booking meetings simply to hit an activity number; meeting quality matters
Appointment Setting and Sales Handoff
- Schedule qualified discovery or sales meetings for the Closer
- Clearly communicate what the prospect should expect during the next meeting
- Confirm meetings through approved email, phone, and calendar processes
- Reduce no-shows through timely confirmation and reminder activity
- Provide the Closer with complete handoff notes, including:
- Prospect background
- Primary problem or opportunity
- Desired outcome
- Current solution
- Relevant stakeholders
- Timing and urgency
- Objections or concerns
- Why the prospect agreed to meet
CRM and Pipeline Management
- Record all prospecting activity, conversations, outcomes, and next steps in the CRM
- Maintain accurate lead statuses, contact information, qualification notes, and follow-up tasks
- Ensure every active lead has a clear next action and due date
- Prevent leads from being lost, ignored, or left without follow-up
- Maintain a high standard of CRM accuracy and data completeness
Sales and Marketing Collaboration
- Share recurring objections, prospect feedback, and market insights with sales leadership
- Provide feedback on messaging, campaigns, lead quality, and target-market response
- Participate in call reviews, role-play sessions, sales training, and coaching
- Test approved messaging and report which hooks, offers, and outreach approaches generate the strongest response
- Collaborate with marketing to improve lead quality and campaign relevance
Key Performance Indicators
Success in this role will be measured through a combination of activity, quality, and pipeline outcomes.
Core metrics may include:
- Outbound calls completed
- Personalized emails and messages sent
- New prospects added to the pipeline
- Lead response time
- Live conversations generated
- Contact-to-conversation rate
- Conversation-to-meeting-booked rate
- Qualified meetings booked
- Qualified meetings held
- Meeting show rate
- Sales-accepted opportunities created
- Pipeline value sourced
- Closed-won revenue sourced or influenced
- CRM completion and accuracy rate
Specific weekly and monthly targets will be established by sales leadership.
Qualifications
- Previous experience in business development, sales development, inside sales, outbound sales, lead generation, or a similar role is preferred
- Demonstrated comfort with cold calling and proactive outreach
- Strong verbal and written communication skills
- Ability to ask thoughtful questions and listen for underlying needs
- Strong organization and follow-up discipline
- Comfortable working toward clear activity and performance targets
- Experience using a CRM such as Salesforce, HubSpot, or a similar platform
- Ability to receive feedback, follow a defined process, and continuously improve
- Experience in [target industry or market] is a plus but not required
Required Traits
The right candidate is:
- Resilient: You do not allow rejection to reduce your effort or professionalism
- Coachable: You actively seek and apply feedback
- Curious: You ask questions instead of rushing into a pitch
- Disciplined: You follow the process even when no one is watching
- Persistent: You follow up professionally and consistently
- Competitive: You enjoy having a clear scoreboard
- Organized: You understand that incomplete CRM data creates incomplete revenue
- Accountable: You own your activity, outcomes, and improvement
- Customer-focused: You create value in the conversation rather than forcing an appointment
What This Role Is Not
This is not primarily:
- An account management role
- A customer service role
- A contract negotiation role
- A closing role
- A passive inbound lead-response position
This is a proactive pipeline creation role for someone who enjoys opening doors, creating conversations, and producing measurable sales opportunities.
Operating Rhythm
The Business Development Representative will participate in:
- Daily prospecting and follow-up blocks
- Daily CRM updates and pipeline management
- Weekly BDR scorecard reviews
- Weekly pipeline and handoff meetings
- Regular call reviews and role-play training
- Monthly performance and development reviews
Compensation
The compensation structure may include:
- Base salary: [Insert]
- Performance-based variable compensation: [Insert]
- On-target earnings: [Insert]
Variable compensation should primarily reward qualified meetings held, sales-accepted opportunities, pipeline created, and/or closed-won revenue sourced—not meetings booked regardless of quality.
Growth Opportunity
High-performing Business Development Representatives may have opportunities to advance into roles such as:
- Senior Business Development Representative
- Account Executive or Closer
- Business Development Manager
- Sales Team Lead
Why Join Modento Group?
At Modento Group, you will have the opportunity to contribute directly to company growth, develop valuable sales skills, receive coaching, and build a clear career path based on performance.
We are looking for someone who does not merely want a sales job. We are looking for someone who wants to become exceptional at creating opportunities and driving measurable growth.
Pay: From $30,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Health insurance
- Paid time off
Work Location: Remote
