Business Development Representative (ITSM)

Role Overview

At SolarWinds, we’re a people-first company on a mission to enrich lives by helping customers accelerate business transformation. As an Outbound BDR, you are the engine of our growth. Unlike inbound roles, you don’t wait for the phone to ring—you create the opportunity. You will proactively identify, research, and engage key stakeholders within targeted enterprise and mid-market accounts.

You will utilize a cutting-edge tech stack (AI, Outreach, Salesforce) to spark curiosity in our solutions, acting as a strategic partner to our global sales teams while maintaining a high standard of accountability and empathy.

Key Responsibilities

• Strategic Prospecting & Discovery: Execute high-volume, high-quality outbound campaigns using a multi-channel approach (phone, email, social). Leverage AI-driven prospecting tools to identify “intent signals” and tailor your outreach to specific customer pain points.
• Account Mapping & Research: Deep-dive into targeted accounts to identify key decision-makers (IT Managers, DBAs, DevOps Leads). Understand their current tech stack and business challenges before making the first contact.
• Technical “First-Touch” Demos: Conduct high-impact, 5-minute product demonstrations. You must be able to quickly show value to technical audiences, proving that SolarWinds can solve their specific infrastructure or database headaches.
• Lead Qualification: Rigorously qualify prospects using established frameworks (e.g., BANT or MEDDIC) to ensure every meeting handed over to the Sales Representatives has a high probability of closing.
• Pipeline Orchestration: Maintain 100% CRM hygiene in Salesforce. Submit weekly and monthly “pipeline commits” and collaborate closely with the sales team to ensure a seamless transition of opportunities.
• Market Intelligence: Act as a “boots on the ground” resource, providing Marketing and Product teams with feedback on recurring customer objections and emerging market trends.
• Success Metrics & KPIs
• Sales Qualified Leads (SQLs): Number of qualified opportunities accepted by Sales Representatives per month.
• Outbound Activity: Daily and weekly volume of cold calls, personalized emails, and social touches.
• Meeting Conversion Rate: The percentage of initial conversations that result in a scheduled and completed meeting.
• Pipeline Value: The total dollar value of the “pipe” generated for the sales organization.

Basic Qualifications

• Experience: 1–3 years of experience in outbound sales, lead generation, or business development, preferably within the SaaS or IT infrastructure space.
• The “Hunter” Mentality: A self-starter who is energized by the challenge of cold outreach and possesses the resilience to handle rejection with a professional, positive attitude.
• Communication: Exceptional verbal and written communication skills with the ability to simplify complex technical concepts into “value-based” stories.
• Tech Savvy: Proficiency with Salesforce, Outreach (or similar sales engagement platforms), and AI-assisted prospecting tools.

Preferred Attributes

• Technical Curiosity: A genuine interest in how IT monitoring and database management work; you don’t need to be an engineer, but you must be a fast learner.
• Strategic Thinker: Ability to look at a territory and determine which accounts to prioritize based on data and research rather than just calling a list.
• Collaborative Spirit: A team player who enjoys sharing “what’s working” with the broader BDR team to help everyone win.