Why this role exists

We're building a highly account centric outbound motion where BDRs don't own territories, they own relationships. Every account should feel researched, personalized, and intentionally worked across multiple stakeholders before an Account Executive ever joins the conversation.

We're looking for a Business Development Representative who treats outbound as a strategic discipline rather than an activity metric. Someone who enjoys breaking into complex accounts, understands how buying committees work, and knows that a well qualified opportunity creates far more value than a calendar full of meetings.

What you'll actually do

• Own the outbound motion across your assigned accounts, building meaningful engagement rather than broad prospect coverage.

• Research organizations, map buying committees, identify economic buyers, champions, technical evaluators, and end users, and continuously enrich account intelligence that supports the AE's account strategy.

• Execute highly personalized multi channel outbound sequences across calls, email, and LinkedIn using platforms like Apollo and Salesloft, tailoring outreach based on buying signals and account context.

• Act quickly on intent signals, website activity, webinar engagement, product usage, and other outbound triggers to create timely, relevant conversations.

• Qualify opportunities using the TACT framework, capturing business pain, current state, incumbent solution, buying timeline, and expansion potential before creating pipeline.

• Partner closely with Account Executives through detailed meeting briefs, structured handoffs, and participation in customer conversations where continuity improves win probability.

• Support pipeline generation before and after webinars, events, and marketing campaigns through targeted outreach into assigned accounts rather than broad marketing follow-up.

• Maintain exceptional CRM hygiene by documenting account activity, next steps, campaign attribution, and customer insights while continuously feeding market intelligence back to Sales and Marketing.

What we're looking for

• 3-5 years of Outbound sales experience within B2B SaaS environments.

• Experience prospecting into mid-market and enterprise accounts using structured outbound methodologies.

• Strong account research skills with the ability to identify buying committees, multithread accounts, and build strategic account plans.

• Hands-on experience with outbound sales platforms such as Salesforce, Salesloft, Apollo, Sales Navigator, HubSpot, ZoomInfo, or similar tools.

• Excellent discovery and qualification skills with experience using frameworks such as TACT, MEDDPICC, BANT, or similar methodologies.

• Strong written and verbal communication skills with the ability to personalize outreach at scale.

• High ownership mindset with the discipline to manage pipeline, maintain CRM hygiene, and consistently execute against outbound goals.

• Comfortable working in a fast paced, high growth SaaS environment with ambitious sales targets.

What We’ll Count on You For

• Drive outbound prospecting via cold calls, personalized emails, and LinkedIn outreach.

• Identify and engage ICP-fit prospects through targeted research and discovery.

• Maintain high outreach activity and accurately track all actions in the CRM.

• Clearly articulate product value and position solutions against prospect pain points.

• Partner with AEs to ensure seamless handoff and pipeline progression.

• Consistently meet or exceed monthly and quarterly lead and meeting targets.

Edges that help

• You've successfully penetrated enterprise accounts through multithreaded outbound rather than relying on inbound leads.

• You've built outbound campaigns around buying signals, trigger events, and account intelligence instead of generic sequences.

• You've partnered closely with Account Executives throughout the sales cycle, creating detailed handoffs that improve conversion and deal progression.

• You have experience selling into EMEA or North American markets and understand enterprise buying behaviour.

• You're comfortable using AI tools to research accounts, personalize outreach, improve messaging, and increase outbound productivity.

• You've consistently exceeded outbound pipeline generation targets through disciplined execution and continuous experimentation.

How we work

• Outcomes over activity - We measure success by qualified pipeline, account penetration, conversion rates, and revenue influence, not just calls made or emails sent.

• High ownership from day one - You'll own strategic accounts, not simply execute outreach tasks.

• Fast execution, continuous experimentation and constant iteration - We value curiosity, customer understanding, and disciplined outbound execution.

• Competitive compensation tied to performance, ownership and the business impact you create.

The bigger picture

JustCall is SaaS Labs' flagship product - used by 6,000+ businesses across 70+ countries to run their customer conversations. We're backed by Peak XV and Base10 Partners, have crossed $40M ARR, and are building toward $100M with the team, the product, and the infrastructure to get there.

If this is the role you've been waiting to find - let's talk.

SaaS Labs takes pride in being an equal opportunity employer. We believe diverse teams build better products, which is why we're committed to making hiring or any employment decision regardless of race, colour, religion, national origin, age, sex, marital status, ancestry, disability, genetic information, veteran status, gender identity, sexual orientation, or any other characteristic.