Business Development Representative (NA)

Location: Atlanta, GA or Audubon, PA – USA – Remote during Covid-19.
Relocation: Relocation will not be provided.
Travel: Minimal as needed for meeting with Global Manager of Business Development and team
Salary: DOE. We offer a competitive total compensation package.

* Candidates must have authorization in place to work in the USA.
* Offer will be contingent on passing a background check.
* Relevant experience preferred
* Demonstrated experience consistently meeting or exceeding daily outbound and inbound activity KPI’s.
* Proficient in lead generation tools (ZoomInfo, SalesNavigator, etc.)

The mission of the Business Development Representative (BDR) is to generate and qualify new business opportunities for our senior sales team. Successful candidates must demonstrate curiosity, passion, drive, and an ability to be coached. Partnering with our Marketing team and Account Executives, the BDR is responsible for initiating the prospecting process, qualifying leads, and building the pipeline for Castellan Solutions’ software products and consulting services. Being “first point of contact” with prospective customers, engaging them over the phone and email with the goal of managing and nurturing those leads, ultimately developing them into sales opportunities for the sales team.

Job Requirements

  • Prospect and qualify potential B2B customers, using pre-defined criteria by leveraging various sales and lead generation tools (ZoomInfo, SalesNavigator, etc.)

  • Consistently meet or exceed daily outbound and inbound activity KPIs.

  • Proactively stay on top of prospect vertical market and company trends.

  • Develop an educated, researched point of view prior to prospecting.

  • Continuously learn the industry in which Castellan operates to demonstrate relevant subject matter expertise to your prospective customers.

  • Following an account-based approach to identify all decision-makers and key influencers within prospects’ organizations.

  • Systematically prospect into leads via email, social media (e.g., LinkedIn) and phone.

  • Collaborate with your team and manager to overcome objections and improve in each aspect of your role (e.g., discovery, time management).

  • Initiate the sales cycle by booking meetings with prospects to discover/demo Castellan Solutions offerings.

  • Prioritize and organize your day using Salesforce, SalesLoft, Sales Navigator, and Microsoft Office.

  • Develop skills necessary for promotion into other roles in the organization.


  • Experience – with CRM software (e.g., Salesforce, SalesLoft, Sales Navigator, ZoomInfo, Drift, etc.) preferred.

  • Experience with cold calling, LinkedIn SalesNavigator, SalesLoft, (or similar tools.) is a plus.

  • Proven – work experience as a Business Development Representative, Strategic Account Executive or similar role is a plus.

  • The ability to prioritize tasks based on the impact they have to colleagues and KPIs.

  • A data-driven mindset, a proactive attitude, and great organization skills.

  • Exceptional problem-solving, strategic, and analytical skills combined with excellent business acumen.

  • Ability to create effective relationships, listen, communicate, influence, and collaborate cross-team at all organizational levels to deliver results.

  • Strong organizational skills, excellent execution, and follow-through skills.

  • Ability to adapt and change with the needs of the organization and business.

  • Enjoys being challenged and stretched and is focused on continuous professional development and career progression.

Who You Are

  • Tenacious: you are determined to succeed, and you are motivated by the success of your colleagues and the community.

  • Curious: you are a lifelong learner and are always seeking ways to make things better.

  • Conscientious: You keep your promises, taking your commitments to others seriously, and you have strong integrity.

  • Humble: You lead with humility and empathy, respecting and learning from the perspectives of others.

  • Team Player: you understand that the team’s success is your own success and share responsibility when their team experiences difficulties along the way.

  • Commitment to Results: consistently achieves results, demonstrating high performance, and challenging self and others to deliver results.

  • Priority Setting: focuses time/energy on the most important issues/opportunities. Clearly understand how to assess the importance of tasks and decisions. 

  • Creativity and Innovation: seeks new and better ways of doing things, generates original and imaginative ideas, products, or solutions.

The following statements are intended to describe the general nature and level of work being performed. This is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel.

All qualified applicants will receive consideration for employment without regard to race, color, religious creed, ancestry, national origin, age, sex or handicap.

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