Business Development Representative

Company Description VeloticTM is a leading independent industrial software company providing data-driven solutions that improve manufacturing efficiency, productivity, and operational insight. Serving customers across manufacturing, oil & gas, utilities, and infrastructure, the company generates more than $300 million in revenue. Velotic's portfolio, anchored by Proficy, Kepware, and ThingWorx, supports the growing data and performance requirements of industrial operators globally, with an emphasis on AI-enabled manufacturing and industrial software. We're building our People Operations function from the ground up, and we're looking for exceptional talent who want to shape the future of our culture, systems, and global operating model during one of the most exciting transformation moments in the industrial technology space. Job Description Under the leadership of the Kepware Inside Sales & Business Development Manager, we are hiring an Business Development Representative (BDR) to drive outbound pipeline creation and revenue growth across the Kepware and ThingWorx product lines. This role is critical to scaling Velotic's growth by generating new opportunities, expanding existing customer relationships, and owning the full sales cycle for mid-tier opportunities. The role blends outbound prospecting with direct revenue ownership and serves as a key bridge between transactional sales and enterprise account execution. Key Responsibilities • Outbound Pipeline Creation & QualificationExecute structured outbound prospecting across Kepware and ThingWorxEngage prospects via email, phone, social, events, and targeted campaignsFollow up on marketing-generated leads, partner referrals, and product usage signalsIdentify, qualify, and advance opportunities aligned to ICPs and sales playsBuild and maintain a consistent, high-quality outbound pipeline Opportunity Ownership & Closing (Mid-Tier Accounts)Own the full sales cycle for mid-tier and non-strategic opportunitiesLead discovery, solution positioning, pricing, and deal executionProgress deals efficiently while adhering to pricing and approval guidelinesMaintain accurate forecasting, pipeline tracking, and CRM hygieneDeliver a professional and consistent customer buying experience Kepware Expansion & Enterprise Signal IdentificationEngage existing Kepware customers to identify expansion opportunitiesRecognize enterprise signals (multi-site deployments, standardization, transformation initiatives)Position Kepware as the foundation for industrial data connectivityRetain ownership of mid-tier expansions while escalating strategic opportunities to Account Executives Cross-Sell & "Better Together" ExecutionIdentify opportunities to introduce ThingWorx based on customer needsArticulate integrated use cases across IIoT, analytics, and application workflowsExecute cross-sell motions independently and in partnership with Account ExecutivesDocument use cases, stakeholders, and buying criteria Partnering with Account ExecutivesSupport Account Executives on strategic enterprise opportunitiesDeliver well-qualified, sales-ready opportunities with strong discoveryEnsure seamless handoffs for larger or more complex dealsMaintain alignment throughout the opportunity lifecycle Sales Process, Tools & DisciplineFollow defined outbound cadences and qualification frameworksMaintain accurate CRM data including activities, pipeline, and forecastsUtilize sales engagement and enablement tools consistentlyParticipate in onboarding, training, and coaching sessionsProvide feedback on messaging, lead quality, and performance Success MetricsPipeline generated across Kepware and ThingWorxRevenue closed on owned mid-tier opportunitiesQualified meetings delivered to Account ExecutivesConversion rates from outreach to closed dealsForecast accuracy and CRM data quality Qualifications Required Qualifications2-5 years of business development, outbound sales, or account management experienceDemonstrated success generating qualified pipeline and closing mid-market B2B dealsStrong discovery, qualification, and deal management capabilitiesExperience in a team-based or overlay sales model with clear accountability for pipeline and revenueProficiency with CRM platforms and sales engagement toolsAbility to thrive in a metrics-driven environment with consistent forecasting and pipeline managementBachelor's degree or equivalent professional experiencePreferred QualificationsBackground selling B2B software, SaaS, or industrial technology solutionsKnowledge of manufacturing, industrial automation, or Industrial IoT (IIoT) marketsProven track record executing expansion and cross-sell sales motionsHands-on experience with Salesforce or comparable CRM platformsFamiliarity with sales methodologies and structured outbound prospecting frameworksAdditional Information Why This Role Matters The Business Development Representative role is a critical driver of Velotic's growth strategy. By combining outbound pipeline creation with ownership of mid-tier opportunities, this role increases sales velocity, expands revenue coverage, and ensures customers are effectively developed into larger opportunities-while enabling Account Executives to focus on strategic enterprise deals. Why Join Velotic Velotic is uniquely positioned at the intersection of industrial operations, advanced connectivity, and AI. Joining now means you can help shape: Culture & GrowthBuild foundational People Ops systems, processes, and culture from day one.Work within a team defined by ambition, collaboration, authenticity, and speed.Influence global operating models and employee experience at scale. Work-Life BalanceFlexible work arrangementsDiscretionary Time Off (DTO)Global paid parental leaveEmployee Assistance Program (EAP) Financial & Health BenefitsCompetitive compensation401(k) with employer match (50% up to 8%)Medical, dental & visionHSA with company contributionLife and AD&D (2x salary up to $1M) Join Us Help build the People Operations foundation for a global industrial tech leader-and play a direct role in shaping the future of modern manufacturing. Learn more at: www.velotic.com Apply today to be part of the transformation.