Business Development Representative

tent top-of-funnel activity and allowing the Account Executive (AE) to concentrate on presenting, negotiating, and closing new contracts.

Specific responsibilities:

Prospecting & Research

• Identify, research, and verify contacts across approximately 300 TPA prospects.
• Maintain and enrich CRM data to ensure accuracy and completeness.
• Determine decision-makers in Marketing, Client Experience, Operations, and Executive roles.

Outbound Outreach & Lead Generation

• Conduct personalized outreach through email, phone, and LinkedIn.
• Customize outreach messaging to address each TPA's specific needs and competitive context.
• Record outreach activities and engagement details in the CRM system.
• Consistently generate at least five qualified meetings per week for the AE.

Qualification & Handoff

• Qualify prospects by assessing interest, fit, and readiness.
• Maintain a meeting show rate of at least 80% through structured follow-up.
• Schedule discovery and presentation meetings, providing detailed handoff notes to the AE.

Performance & Collaboration

• Work collaboratively with the AE to improve targeting, messaging, and outreach cadence strategies.
• Participate in weekly pipeline and performance reviews.
• Track and optimize conversion rates throughout all stages of outreach.
• Contribute to ongoing improvements in outreach scripts, templates, and workflows.

What you'll need:

• Minimum of 1-3 years' experience in a BDR, SDR, inside sales, or outbound lead generation role.
• Proven record of generating qualified B2B meetings.
• Strong research skills and experience in contact identification.
• Excellent written and verbal communication skills.
• Experience using CRM systems, with a preference for Salesforce or HubSpot.
• Ability to personalize outreach at scale and manage high-volume activity.
• Comfortable engaging with executive-level contacts.

Preferred Qualifications

• Experience in benefits administration, healthtech, fintech, or e-commerce.
• Familiarity with TPAs or the consumer-directed benefits ecosystem.
• Experience using LinkedIn Sales Navigator, Outreach.io, or similar sales enablement tools.
• Understanding of outbound funnel metrics and pipeline development.

Key Performance Indicators (KPIs)

• Five qualified AE meetings per week (20 per month; 60 per quarter).
• Outreach-to-meeting conversion rate of 10-12%.
• Meeting show rate of 80% or higher.
• CRM data remains accurate and up to date.
• Weekly outreach goals: 200+ emails, 40-50 calls, and 25+ LinkedIn touches.

Compensation, Benefits, & Additional Details:

At Health-E Commerce, our goal is to provide an offer that supports growth potential within the role and allows for future salary progression. Final compensation is evaluated on various factors which include but aren't limited to experience, skills, internal equity among peers, and geographic location.

• Compensation: $26 - $31 Hour
• Variable Compensation: Meeting-based bounty structure and quarterly consistency bonus
• Discretionary Annual Bonus Eligibility: Up to 2.5%
• Medical, Dental, Vision, and 401K with a company match
• Dependent Care, FSA & HSA accounts
• Paid Parental & Bonding Leave
• PTO & office closure on all major holidays
• Monthly wellness & internet reimbursements
• Professional development including certification support & leadership coaching
• Mental Health resources
• 100% remote within the United States
• Must be able to work EST hours