Business Development Representative
Reports To: VP of Sales
Department: Sales & Alliances
Type: Full-Time, Hybrid
Position Summary
The Business Development Representative marks the entry point into the sales function at North Atlantic Networks. At this level, the BDR is responsible for outbound prospecting, lead qualification, and setting qualified meetings for the VP of Strategic Accounts. The role is digital-first, with email and LinkedIn as the primary channels and focused phone calling as part of the daily mix.
This is a foundational role for professionals building a sales career, with a defined advancement path toward quota-carrying seats within Sales and Alliances. The BDR is mentored directly by the VP of Sales and the VP of Alliances, receives weekly coaching, and gains structured cross-training exposure into how deals progress after the meeting is set. Prior B2B sales experience is not required; drive, coachability, and daily activity discipline are.
Key Responsibilities
Outbound Prospecting
- Run daily outbound sequences through email and LinkedIn to priority accounts and contacts
- Execute a focused block of outbound phone calls to warm and priority accounts
- Engage prospect posts and send connection requests as part of a coordinated social-selling motion
- Position NAN's in-house managed services first, including managed security/SOC and managed network; when an in-house service is not the right fit, position an Alliances solution to keep the opportunity moving
Qualification and Meeting Hand-off
- Apply NAN's discovery questions and qualification criteria before booking any meeting
- Set and confirm discovery meetings on the VP of Strategic Accounts' calendar and reduce no-shows with structured reminders
- Produce clear meeting-prep notes for each hand-off, covering contact, context, pain points, and next step
Pipeline and CRM Discipline
- Log every touch in HubSpot and keep sequences, lead statuses, and account records current
- Work warm leads, replies, and no-answers through the full multi-touch cadence
- Maintain accurate, well-researched target lists to feed each day's outreach
Coaching, Learning, and Cross-Training
- Participate in weekly 1:1s, outreach reviews, and skills training with the VP of Sales and VP of Alliances
- Continually sharpen product knowledge across NAN's in-house managed services and Alliances solutions
- Shadow the Alliances and Strategic Accounts functions to build exposure to the full sales cycle
- target
What This Role Is Accountable For
- Daily execution of outbound prospecting activity across email, LinkedIn, and phone
- Consistent delivery of qualified meetings on the VP of Strategic Accounts' calendar
- Clean, complete CRM hygiene and meeting-prep hand-offs
- Progressive development of qualification and discovery skills through weekly coaching
What This Role Is Not
- Not a closing role: commercial ownership, deal negotiation, and quota carry remain with Sales
- Not an inbound-only role: the majority of pipeline is generated through daily outbound activity
- Not a marketing role: campaign strategy, content, and demand generation remain with Marketing
- Not a role that requires prior B2B sales experience: drive, coachability, and daily activity discipline are the entry requirements
What This Role Owns
The Business Development Representative owns independently:
- Daily outbound prospecting activity through email, LinkedIn, and phone
- Lead qualification against NAN's defined criteria
- Meeting confirmation, reminders, and hand-off documentation
- CRM accuracy and pipeline hygiene within HubSpot
What This Role Does Not Own
The Business Development Representative does not own:
- Deal negotiation, closing authority, or quota carry — these remain with the Sales team
- Account architecture, pricing decisions, or contract terms
- Marketing campaigns, content development, or brand messaging
Position Boundaries
To be successful, this role must operate with clear boundaries:
- Prospecting activity is delegated up to Sales for closing; the BDR does not carry a closing quota
- In-house managed services are positioned first; Alliances solutions are positioned when in-house is not the right fit
- Daily activity targets, qualification standards, and CRM discipline are non-negotiable expectations at this level
Required Qualifications
- Strong written and verbal communication; comfortable on email, LinkedIn, and the phone
- Organized and self-disciplined enough to sustain high daily prospecting activity
- Coachable, resilient, and willing to work through feedback iteratively
- Genuine interest in a sales career and in technology and managed services
- Reliable for a hybrid schedule at NAN's New England office with occasional travel for events and trainings
Preferred Qualifications
- Internship or early experience in sales, customer service, or a quota or goal-based role
- Exposure to CRM or sales-engagement tools such as HubSpot, SalesHandy, or similar
- Bachelor's degree or equivalent practical experience
Core Competencies
- Outbound prospecting discipline
- Written and verbal communication
- Digital and social selling
- Lead qualification
- CRM hygiene
- Coachability and continuous development
- Time management
- Product knowledge
Success in This Role Looks Like
- Daily prospecting targets are met consistently across email, LinkedIn, and phone
- Qualified meetings are delivered on schedule with complete hand-off documentation
- HubSpot is accurate, sequences are current, and pipeline reporting is trustworthy
- Product knowledge across in-house managed services and Alliances solutions is proficient
- The BDR is viewed as reliable, coachable, and progression-ready toward a closing seat
Path to Closing
Advancement from BDR into a closing, quota-carrying role is a defined progression at NAN, based on performance, readiness, and business need. Development along this path includes:
- Structured coaching from the VP of Sales and VP of Alliances on discovery, objection handling, and opportunity progression
- Hands-on exposure to the full sales cycle by working alongside the VP of Strategic Accounts
- Cross-training with the Alliances function to understand partner and channel dynamics
- Progression earned through consistent achievement of meeting targets and demonstrated readiness for larger scope
Pay: From $60,000.00 per year
Benefits:
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Parental leave
- Professional development assistance
- Retirement plan
- Vision insurance
Experience:
- Fortinet ecosystem design and deployment: 2 years (Preferred)
- enterprise or mid-market, complex tech solution design: 5 years (Preferred)
- sales engineering or solution architecture: 2 years (Preferred)
- MSP or MSSP: 2 years (Preferred)
- network architecture (firewalls, routing/switching, etc.) : 10 years (Preferred)
Work Location: Hybrid remote in North Attleboro, MA 02760
