Business Development Representative

Business Development RepresentativeFLSA Status: Full-Time ExemptPay: $50,000–$55,000, depending on experienceCompensation: Base salary plus variable compensation tied to qualified opportunities, held discovery meetings, and contribution to closed-won revenue. Final payout details will be defined in the compensation plan.Benefits401(k) with company matchMedical, dental, and health insurancePaid time off13 paid company holidays120 hours / 3 weeks PTO in year 1160 hours / 4 weeks PTO in years 2–5230 hours / 5.75 weeks PTO after year 5Schedule40-hour workweekMonday to FridayIn-person, with hybrid WednesdaysAbout Knowledge CoopFor more than 23 years, Knowledge Coop has delivered engaging, industry-leading mortgage education, from required CE and licensing courses to expert-led masterclasses.We help professionals and organizations learn and collaborate through two platforms: Coop+, our B2C learning and community experience, and our Enterprise platform, which helps teams train employees and organize knowledge.As we expand beyond mortgage into broader SaaS markets, we are evolving our go-to-market strategy to drive new business, grow existing customer relationships, and build a more scalable sales engine.About the RoleKnowledge Coop is seeking a driven, sales-focused Business Development Representative to generate qualified sales opportunities, execute outbound prospecting, support deal progression, and identify growth opportunities across new and existing accounts.This role is ideal for someone who wants to build a long-term career in SaaS sales and grow into a future Account Executive role. You will work closely with sales leadership to engage target accounts, qualify opportunities, coordinate follow-through, and help maintain momentum throughout the sales process.Success in this role will be measured by qualified opportunities created, outbound sales activity, pipeline contribution, follow-through consistency, CRM discipline, meeting quality, and contribution to closed-won revenue.This role is best suited for someone who is proactive, resilient, coachable, highly organized, comfortable with cold outreach, and motivated by revenue growth and performance-based success.Key ResponsibilitiesLead Generation & Outbound SalesBuild targeted prospect lists based on sales priorities and ICP criteriaExecute outbound campaigns across email, LinkedIn, and phoneResearch target accounts and identify relevant buyer personasQualify inbound and outbound leads based on fit, need, timing, and buying potentialBook qualified meetings and discovery calls with target prospectsTrack outbound activity, lead generation performance, and conversion metricsImprove outreach messaging and prospect engagement over timeQualified Opportunity CreationIdentify prospects that align with Knowledge Coop’s ICP, buyer personas, and relevant use casesDocument qualification notes, buyer context, and next steps in the CRMEnsure qualified opportunities are properly documented and accepted by sales leadership before pipeline progressionFollow up with prospects who are not yet ready to buyRe-engage dormant or stalled prospects when appropriateSupport meeting quality, reduce no-shows, and improve pipeline conversion through consistent follow-throughDeal Progression SupportSupport sales leadership in moving active opportunities through the sales processTrack deal progress and ensure next steps are clearly defined, scheduled, and completedHelp prepare proposals, sales materials, and supporting documentationSchedule meetings and support day-to-day sales coordinationIdentify stalled deals and help drive follow-up and re-engagementCRM & Sales Process DisciplineMaintain accurate CRM records for assigned leads, contacts, accounts, activities, and opportunitiesKeep required fields, notes, next steps, and follow-up actions currentFollow established sales processes, pipeline stages, workflows, and documentation expectationsPartner with Revenue Operations to support CRM discipline, pipeline visibility, and forecasting accuracyThis role follows established CRM and sales process standards but does not own CRM architecture, workflow administration, or sales operations governance.Customer Growth & Expansion SupportPartner with Customer Success and sales leadership to identify potential expansion opportunitiesTrack account signals such as renewal timing, engagement trends, seat growth, and customer contextSurface upsell and cross-sell opportunities to sales leadershipHelp ensure growth opportunities are properly tracked and not missed due to process gaps or unclear ownershipThis role supports expansion visibility and coordination but does not independently own renewal strategy, commercial negotiations, or post-sale account management.Ownership BoundariesThis role owns:Outbound prospecting and sales activity executionQualified meeting and opportunity generationProspect follow-up and re-engagementCRM accuracy for assigned sales activity and pipeline movementDeal progression support and pipeline visibilityExpansion signal identification and coordinationIdentifying gaps, stalled follow-up, missing context, or process breakdowns that may affect pipeline progression or customer growthThis role does not own:Final pricing decisionsContract negotiationIndependent closing of net-new businessFinal deal strategyLegal or contract termsFull post-sale account ownershipPassive renewals without expansionCRM administration or workflow governanceSales operations strategy or KPI ownershipDirect management authority over Customer Success or Revenue OperationsKey Performance IndicatorsSuccess in this role will be measured by a combination of sales activity, pipeline creation, pipeline quality, process discipline, and contribution to revenue growth.Core KPIsQualified Opportunities Created: Generate qualified opportunities that meet ICP, persona, and use-case standards and are accepted by sales leadershipSelf-Sourced Pipeline: Create qualified pipeline through outbound prospecting, lead development, and re-engagementHeld Meetings & Pipeline Quality: Support meeting quality, reduce no-shows, improve qualified meeting conversion, and create opportunities with target buyersSales Activity & Follow-Through: Maintain consistent outreach across calls, emails, LinkedIn, follow-up, meeting coordination, and CRM updatesCRM & Process Discipline: Maintain timely follow-through, accurate CRM documentation, organized pipeline management, and strong communication across Sales, Customer Success, and Revenue OperationsQualifications1–3 years of experience in SaaS sales, SDR/BDR, business development, or a similar revenue-focused roleExperience with outbound lead generation across email, phone, LinkedIn, or similar channelsExperience working in a CRM such as HubSpot or SalesforceStrong written and verbal communication skillsAbility to research accounts and personalize outreachStrong organization, follow-through, and attention to detailAbility to manage multiple prospects, tasks, and follow-up sequences at onceComfortable working cross-functionally with Sales, Customer Success, and Revenue OperationsMetrics-driven, accountable, and comfortable with outbound prospecting, cold outreach, and rejectionAble to balance proactive sales activity with CRM discipline and operational consistencyComfortable in a fast-moving, evolving environment with shifting prioritiesInterested in building a long-term career in SaaS sales, business development, or revenue growthProfessional Growth & ImpactThis role offers hands-on experience helping build and scale a modern SaaS sales function inside a growing company.Working closely with sales leadership and cross-functional teams, you will gain experience in outbound prospecting, pipeline generation, opportunity qualification, deal coordination, expansion opportunity identification, CRM process discipline, and revenue operations collaboration.High performers may have opportunities to grow into future Account Executive or broader revenue-focused roles as the company continues to scale.