Business Development Representative

Built Fleet's direct-to-employer outbound playbook from zero, including ICP and targeting strategy, call scripts, email and LinkedIn sequences, and the AE handoff process.

Executed high-volume outreach averaging 60-100 cold calls daily, with peak volumes of 120-150 calls per day and more than 15,000 calls over 13 months. Established activity standards and worked toward 10% connect and 5% KDM-connect-to-meeting targets.

Sourced a 5,000-employee law firm and progressed the opportunity through late-stage pipeline with an AE. Used BANT qualification, trigger-based outreach around enrollment and renewal windows, A/B testing, and account-specific messaging across SMB through enterprise segments.

Built AI workflows for prospect research and call review, participated in discovery calls, began leading discovery, and managed broker-channel outreach to firms including Gallagher, HUB, USI, NFP, and Marsh McLennan.

Managed outbound sales efforts for six clients simultaneously on year-long contracts across multiple industries, including MSP and IT services. Maintained separate territories, account lists, and prospecting strategies for each client.

Completed approximately 400 qualification calls per month for each client and achieved a 5-6% call-to-meeting rate using BANT qualification. Met monthly lead-generation targets across client portfolios for 18 months.

Managed multi-client pipeline activity in Salesforce and used ZoomInfo and LinkedIn Sales Navigator to identify, research, and engage qualified prospects.

Sold automotive lighting products to dealers and end customers through inbound sales inquiries and outbound outreach. Exceeded sales targets through consultative selling and strong product knowledge.

Grew existing customer accounts through upsells and repeat orders from dealers and customers. Improved customer satisfaction scores by 18%.

Completed 20 hours of advanced product training and shared acquired product knowledge with the team.