About this role.
Rockbot is seeking an Enterprise Business Development Representative to create qualified pipeline among large, multi-location organizations in sectors such as retail, hospitality, restaurants, grocery, convenience, and healthcare. The role emphasizes account research, buying-committee mapping, executive-level outreach, and strategic pursuit planning rather than high-volume prospecting. The representative will work closely with the Chief Commercial Officer and Enterprise Sales Directors while maintaining accurate Salesforce activity and opportunity data. Candidates should bring 2–5 years of outbound business development or sales development experience, strong communication skills, and familiarity with sales-engagement platforms.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I use an account-scoring framework that considers firmographic fit, number of locations, strategic initiatives, technology signals, leadership changes, and potential business impact. I then align priorities with sales leadership and convert the highest-value accounts into structured pursuit plans.
I would begin with public research, LinkedIn, company announcements, and industry sources to identify likely executive sponsors, operational owners, technical stakeholders, finance participants, and end-user champions. I would document each contact's role, priorities, influence, and relationship to the decision process in Salesforce, then tailor outreach by persona.
I focus on a relevant business hypothesis rather than generic product messaging. I reference a specific company initiative, customer-experience challenge, or market opportunity, explain the potential impact concisely, and offer a low-friction next step supported by a credible point of view.
I would track qualified opportunities created, pipeline value and conversion, meetings with appropriate enterprise stakeholders, account coverage, response and engagement quality, progression through stages, and CRM-data accuracy. I would balance activity metrics with opportunity quality because the role is focused on strategic outcomes.
I use a planned, respectful follow-up cadence across several channels and continually test the relevance of my message. I review account signals, seek alternate stakeholders or warm paths, and treat nonresponse as feedback to refine the hypothesis rather than as a reason to abandon a qualified account prematurely.
Why This Role Matters
Every day, millions of consumers engage with businesses in physical locations – from retailers and grocery stores to restaurants, gyms, hospitality venues, convenience stores, and healthcare providers. While digital advertising has transformed online experiences, most physical businesses are only beginning to modernize how they engage customers and monetize their in-store media.
Rockbot is helping define that future.
We’re looking for someone who thrives on opening doors, uncovering opportunities, and building relationships with some of the world’s largest brands. This isn’t a traditional high-volume BDR role. You’ll serve as a strategic extension of our Enterprise Sales organization – researching complex accounts, engaging executive stakeholders, and creating qualified opportunities that fuel Rockbot’s most important customer partnerships.
What Success Looks Like:
Success is measured by creating qualified enterprise opportunities that become long-term strategic customers. You’ll partner closely with the Chief Commercial Officer and Enterprise Sales Directors to identify, prioritize, and engage enterprise organizations that represent Rockbot’s highest-value opportunities.
You’ll combine thoughtful research, strong business acumen, and highly personalized outreach to build trust with executive buyers and consistently generate high-quality pipeline.
You will:
- Build strategic enterprise pipeline across retail, hospitality, restaurants, convenience, grocery, healthcare, and other multi-location industries.
- Research target accounts, organizational structures, business initiatives, leadership changes, retail media investments, and customer experience priorities.
- Map buying committees by identifying executive sponsors, decision makers, champions, influencers, and technical stakeholders.
- Execute personalized multi-channel outreach across email, LinkedIn, phone, events, referrals, and strategic partnerships.
- Partner closely with the Chief Commercial Officer and Enterprise Sales Directors to develop and execute strategic account pursuit plans.
- Maintain exceptional Salesforce hygiene while ensuring accurate account, activity, and opportunity data.
Who Will Thrive Here:
This role is ideal for someone who is naturally curious, organized, resilient, and energized by opening new doors. You enjoy understanding businesses before reaching out, communicate confidently with executive stakeholders, and create momentum through thoughtful research and personalized outreach.
You’re comfortable navigating ambiguity, enjoy solving complex business challenges, and understand that meaningful enterprise relationships are built through persistence, preparation, and credibility – not volume alone.
You Have:
- 2–5 years of business development, sales development, or enterprise prospecting experience.
- Experience generating qualified enterprise opportunities through outbound prospecting.
- Excellent written and verbal communication skills.
- Strong research, organization, and follow-through.
- Experience with Salesforce, LinkedIn Sales Navigator, ZoomInfo, Outreach, Apollo, or similar sales engagement tools.
- Ability to manage multiple strategic pursuits simultaneously.
- Experience selling into multi-location businesses is a plus.
About Rockbot:
Rockbot is an omnichannel media platform committed to elevating customer and employee experiences while fostering stronger connections in real-world spaces. Rockbot addresses the challenges businesses face in media management with integrated solutions spanning music, TV, digital signage, and advertising. Its mission is to enrich on-premise experiences with media technology, where every interaction is elevated and memorable.
From independent local businesses to large national brands – across nearly every industry, including restaurants, bars, retailers, and more, Rockbot provides all the tools and licensed content businesses need. Backed by leading investors including Google and Universal Music Group, Rockbot is the future of out-of-home media. For more information visit www.rockbot.com.
Our Compensation:
Rockbot takes a market-based approach to pay, and pay may vary depending on your location in the U.S. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future.
The compensation band for this role is $70,000-$85,000 base + variable bonus (100-120K OTE), equity, and benefits for all team members. In addition to base salary, this role will be eligible for a variable commission based on KPIs and goals.
Our Values:
- Drive: We pursue our mission with relentless tenacity, passion, and optimism and inspire those around us to do the same. We love the journey and are on offense all the time. Yesterday was good enough for yesterday, but today we have to do even better.
- Accountability: We take ownership of our promises, responsibilities, behaviors, and products, and we expect the same of others. Standing behind our mistakes, communicating honestly, and making things right creates trust and strong relationships.
- Curiosity: We are hungry to learn and continually deepen our knowledge, skills, and understandings. We have a growth mindset and are intellectually curious. We challenge our beliefs and seek feedback and insights from others. The “Why” and “How” always matters.
- Empathy: We embrace that no two people or businesses are the same. We strive to understand others as deeply as possible and feel their pains and passions.
- Ingenuity: We work hard but we think smart. We bring creativity, technology, and practicality together to solve tough challenges.
- Integrity: We say what we mean, and do what we say, simply, clearly, honestly.
Rockbot is an Equal Opportunity Employer, but that’s just the start. We believe different perspectives help us grow and achieve more. That’s why we’re dedicated to hiring and developing the most talented and diverse team – which includes individuals with different backgrounds, abilities, identities and experiences.
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