Prioritize and Prospect Target Accounts: You will manage a defined portfolio of mid-market accounts and use intent signals, engagement data, account research, and sales team input to prioritize the organizations and prospects most likely to engage. You will balance consistent prospecting volume with thoughtful, relevant personalization.
Qualify Prospects: You will uncover customer pain points, business priorities, timing, and relevant use cases to determine whether there is a strong opportunity for Lightcast. You will ensure a seamless handoff to the appropriate Account Executive and maintain accurate, timely records of prospect interactions and qualification details in Salesforce and related tools.
Partner Closely with Mid-Market Sales: You will work directly with Mid-Market Account Executives to align on priority accounts, prospecting strategies, messaging, and follow-up opportunities. You will maintain regular communication with your aligned Account Executives and proactively identify accounts where BDR support can help create or accelerate pipeline.
Collaborate Cross-Functionally: You will partner with Marketing to support targeted campaigns, events, webinars, content-related follow-up, and other demand-generation initiatives. You will provide feedback on prospect engagement, messaging, lead quality, and market trends to improve future outreach.
Reengage Existing Opportunities: You will identify opportunities to reconnect with previously closed-lost, stalled, or inactive prospects whose business needs, timing, leadership, or market conditions may have changed.
Contribute to Team Growth: You will share insights, messaging strategies, and successful prospecting approaches with the broader BDR team. You will also actively participate in training, role-playing exercises, coaching sessions, and team meetings to continuously improve your sales skills and effectiveness. Education and Experience: 1+ year(s) of professional experience. Sales, business development, customer-facing, or prospecting experience is preferred.
Motivated by measurable goals and comfortable working toward individual activity, meeting, and pipeline-generation targets.
Excited to develop new sales skills, apply coaching, and experiment with new approaches. Interested in building a career in sales, business development, or another revenue-focused area.
Excellent verbal and written communication skills, with the ability to engage prospects professionally, confidently, and concisely.
Able to manage a high volume of prospects, accounts, follow-ups, and internal priorities while maintaining strong attention to detail and consistent execution.
Comfortable partnering closely with Account Executives, Marketing, and other internal teams to identify opportunities and improve results.
Comfortable using or learning our CRM, sales engagement, intent data, and prospecting tools such as Salesforce, Gong, LinkedIn Sales Navigator, Demandbase, and AI-enabled prospecting technology.
