Business Development Representative

Job Description:

• Generate and qualify pipeline by identifying enterprise organizations with fragmented digital ecosystems
• Identify organizations underserved in lifecycle and data strategy, marketing automation, web experience, and revenue operations
• Connect operational gaps to SHIFT’s consulting and implementation capabilities
• Craft relevant cold outreach messages to points of contact within target accounts
• Partner with GTM and Client Partner team members to build pipeline and develop targeted campaigns
• Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails
• Listen for client buying signals and engage in business conversations with CMOs, CTOs, and VPs of Marketing
• Route qualified opportunities to the appropriate Client Partner for further development and closure
• Achieve monthly and quarterly quotas
• Research accounts, identify key players, and generate interest
• Maintain and expand the prospect database
• Support pre-meeting preparation with Client Partners and Delivery Leads
• Collaborate with technical and delivery teams to communicate the consultancy’s experience and scope hours against client requirements
• Conduct and facilitate effective first-call meetings to validate opportunities and qualify them to the next sales-cycle stage

Requirements:

• 2-4 years of sales experience specifically within a professional services agency or consultancy
• Ability to research an organization’s tech stack and identify specific pain points where a consultancy can add immediate value
• Experience using 6sense or similar intent platforms to identify in-market accounts and prioritize outreach based on buying signals
• Proficient in Salesforce.com for pipeline management
• Proficient in Chorus for call analysis, coaching, and deal tracking
• Demonstrated success using LinkedIn Sales Navigator and other social selling platforms
• Experience managing high-intent leads from real-time sources, specifically Adobe Dynamic Chat or similar conversational marketing bots
• Proven experience working within a fast-paced agency or professional services consultancy environment, especially within the Adobe or Salesforce ecosystems
• Understanding of selling hours and outcomes rather than seats and licenses
• Familiarity with enterprise ecosystems and martech stacks, such as Adobe or Salesforce
• Proven track record of identifying, engaging, and navigating long sales cycles of Fortune 500/Enterprise organizations across VP and C-level decision-makers
• Ability to pivot quickly from outbound tasks to engage internally identified high-intent leads
• Ability to translate 6sense intent data into personalized messaging
• Ability to utilize Chorus insights to self-coach, refine scripts, and improve discovery questions
• Ability to orchestrate outreach across phone, email, LinkedIn, and other channels
• Ability to manage inbound leads, outbound warm accounts, and administrative CRM hygiene
• Comfortable balancing deep-work prospecting with the urgency of live chat requests
• Open to feedback and continuous performance improvement
• Early adopter mindset toward sales technology
• Consultative approach to understanding complex Adobe and Salesforce ecosystems
• Candidates must have current US or Canada work authorization
• No relocation assistance is offered

Benefits:

• Competitive compensation aligned with your experience and impact
• Remote flexibility
• Collaborative culture that values diverse perspectives and innovative thinking
• Work that makes a measurable difference for your clients
• Medical
• Dental
• Vision
• STD/LTD
• Life/AD&D
• Flexible Paid Time Off
• Various other ancillary benefits and perks
• No relocation assistance can be offered at this time