Senior Business Development Representative

About ROCK and the Role

This position is part of ROCK, our managed service provider (MSP) division that delivers proactive IT support, cloud services, and modern workplace solutions. You will join a growing team in a proactive front-line outbound role supporting new business growth by generating pipeline and shaping initial engagements with potential customers.

Key Responsibilities

• Identify and connect with target organisations within specific SME sectors.
• Conduct structured outbound activities via phone calls, LinkedIn, and email.
• Schedule qualified discovery meetings for our Account Managers.
• Research prospects thoroughly to personalise outreach and improve engagement.
• Qualify inbound enquiries according to predefined standards.
• Maintain prospect records, lead activity, and sales stages in HubSpot CRM diligently.
• Cultivate early-stage sales pipeline through ongoing follow-up and relationship-building.
• Assist Account Managers by providing account insights, contact mapping, and seamless handovers.
• Collaborate closely with marketing on campaigns, account-based marketing (ABM), and outbound follow-ups.
• Preserve clean CRM data and provide accurate reporting metrics.
• Report common objections, effectiveness of messaging, and evolving market trends.

Performance Metrics

• Number and quality of meetings booked.
• Conversion rate from meetings to qualified new business opportunities.
• Timeliness in responding to inbound leads.
• CRM data accuracy and consistency of sales activities.
• Overall contribution to pipeline development.

Initial Focus and Career Path

The first three months prioritize learning about ROCK’s MSP service offerings, mastering outreach messaging, establishing a pipeline, and consistently arranging meetings. High performers often transition into Account Management roles within 12 to 24 months.

What This Role Is Not

• Passive waiting for inbound leads.
• Rigid script reading or call-centre style outreach.
• Booking unqualified meetings solely to meet activity quotas.
• Lack of structured coaching and support.
• Ignoring lead quality and CRM maintenance.
• Operating within strict, inflexible corporate environments.

Candidate Profile

• At least two years of experience in B2B sales development, outbound prospecting, or lead generation.
• Comfort and confidence in engaging business stakeholders via phone and video calls.
• Methodical approach to outreach and follow-up tasks.
• Familiarity with CRM platforms, preferably HubSpot.
• Strong written and verbal communication capabilities.
• Balance between activity volume and lead quality.
• Resilience and consistency in outbound outreach efforts.
• Professional handling of objections.
• Attention to detail in CRM and lead management.
• Motivation driven by learning and career advancement within sales.
• Collaborative spirit when working with Marketing and Account Managers.
• Receptive to coaching and constructive feedback.

Deep technical expertise is not expected initially, but curiosity, quick adaptation, and clear communication are essential.

Benefits and Support

• Transparent commission plans with clear targets.
• Access to modern sales tools including HubSpot, Halo PSA, Cognism, and Lead Forensics.
• Direct collaboration with Pre-Sales Consultants.
• Marketing-driven ABM campaigns and warm lead opportunities.
• Dedicated budget for ongoing training and professional development.
• Performance-based incentives such as quarterly rewards and annual top achiever trips.
• A culture focused on support and growth.