Business Development Representative

Business Development Representative (Inside Sales)

Reports to: Inside Sales Manager

Location: Oakdale, MN

Role Summary

The Business Development Representative (BDR) is responsible for generating new business opportunities for the Outside Business Development Managers (BDMs). This role focuses on outbound prospecting, qualifying fleet opportunities, booking meetings with key decision makers, and producing accurate information in the CRM to support sales execution.

You get to set up fleet managers for success by introducing them to a product that lowers their total cost of ownership and increases their return on investment. There is no gimmicks.

You have to love the hunt and be OK with cold-calling and getting creative with outbound to succeed in and enjoy this role.

Key Responsibilities

Outbound Prospecting & Lead Generation

• Make high-volume outbound calls daily to fleets of 200+ vehicles.

• Use ZoomInfo, Microsoft Sales Hub CRM, LinkedIn, Badger Maps  and more to identify and pursue qualified targets.

• Generate meaningful conversations, leave professional voicemails, and send follow-up messages.

• Secure meetings for Outside BDMs with key decision makers (e.g., Fleet Managers, Equipment Managers, Fleet Directors).

Qualification & Discovery

• Gather baseline information: fleet size, vehicle mix, locations, replacement cycles, and upfitting processes.

• Capture estimated opportunity size when booking meetings.

Scheduling & Handoff

• Book in-person or video meetings with qualified decision makers.

• Provide BDMs with context, notes, intent, and qualification data.

• Ensure meetings are entered into the CRM with key details

Pipeline Accuracy & CRM Discipline

• Maintain clean CRM records with only essential information.

• Log activity according to the point system

Performance Expectations

• Consistently book high-quality meetings with fleets 200+ units.

• Make 40+ dials per day.

• Achieve weekly activity point targets.

• Maintain a predictable pipeline of meetings for the outside BDM team.

Required Skills & Experience

• 1–3 years of inside sales, BDR, or SDR experience preferred.

• Ability to prospect relentlessly and manage high outbound volume.

• Strong listening, qualification, and data-gathering skills.

• Able to communicate professionally with mid-to-senior fleet leaders.

• Organized, reliable, and comfortable working with significant autonomy.

Success Traits

• Hunter mindset

• Resilient and self-motivated

• Strong business sense and problem-solving mentality

• Team-oriented, supports BDMs with accuracy and urgency