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After years in SaaS, sales hiring jargon comes naturally to me, but there was a time when I didn’t know an account rep from an accountant.
This blog series: Get a Job in Sales will define specific sales jobs and roles that are common in today’s tech companies. This is what you can expect in Business Development Rep role, I hope it helps you in your job hunt!
We are certainly entering a great era for salespeople at cloud technology companies. Software-as-a-Service is finally being fully accepted and it’s opening new sales roles and opportunities. Look at companies like ConstantContact, Netsuite, Salesforce.com and Marketo, all four (and many more) have built huge sales teams to drive growth. With this growth comes job openings, especially in Business Development.
Business Development Representatives Defined
This sales job is a hunting role typically for new grads or salespeople with 1-3 years of experience. You will not close business in this role. Compensation is a mix of base + commission.
Think of a Business Development Rep (BDR) as the point of first contact. In most cases, they do not close business, but pass a qualified lead on to an Inside Sales Rep. Basically the point of a BDR is to qualify leads, whether they are inbound (leads that come through someone submitting a form online or calling in) or outbound (cold calling a list of names for example). The BDR qualifies the lead, fills in as much information about the lead as they can, and passes it along. In many cases, the BDR might even schedule a meeting with an inside sales rep and pass it along that way.
This job is typically the entry point into SaaS sales. If you are a new grad trying to get into tech sales or just a salesperson in another industry, this is the place to start.
Business Development Representative Salaries
Compensation is typically a base + commission.
The commission can either be based on:
- Activity, such as the number of meetings set or qualified leads passed to a more senior sales,
- A percentage of any deal that was closed that they passed along
Glassdoor reports 2015 US BDR salaries to average around $50k, but make note of the huge range—strong BDRs can rake in commissions quickly or advance (typically to Inside Sales Rep).
Not all companies have BDRs as you need to have a pretty big sales team and inbound lead flow to sustain one. Well established and sophisticated sales organizations use BDRs. A prime example of a company that employs BDR is Salesforce.com.
Are you looking for a Business Development Rep role? Use Ideal and let the employers come to you. Find your match and make more money. Sign up now!
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