Business Development Representative Job Description Template - Complete 2025 Hiring Guide

---

Business Development Representative Role Overview

In 30 Seconds

• What they do: Generate qualified leads through outbound prospecting, qualifying inbound inquiries, and setting appointments for sales teams
• Who they report to: Sales Manager, BDR Manager, or VP of Sales
• Key impact: Pipeline generation, lead qualification, and sales opportunity creation
• Typical career path: BDR → Account Executive → Senior AE → Sales Manager
• Average tenure: 18-24 months before promotion or transition

Why BDRs Matter in 2025

The Business Development Representative role has become the backbone of modern B2B sales organizations. As buying committees have grown larger and sales cycles more complex, BDRs serve as the critical first touchpoint that determines whether prospects enter the sales funnel. Today's BDRs are digital natives who leverage AI-powered sales tools, social selling techniques, and data-driven approaches to identify and engage potential customers.

In 2025, successful BDRs must navigate an increasingly crowded digital landscape while building authentic relationships. They combine high-volume outreach with personalized messaging, use intent data and sales intelligence tools, and master multi-channel communication strategies across email, phone, social media, and video.

Quick Stats Dashboard

Metric	Data Point
Average Time to Hire	25-35 days
Demand Level	Very High (9/10)
Remote Availability	85% offer hybrid/remote
Promotion Rate	70% promoted within 2 years
Market Growth	+15% annual job openings
Turnover Rate	35% annually
Gender Distribution	52% male, 48% female

---

Primary Job Description Template

Business Development Representative

About the Role
We're seeking a motivated Business Development Representative to join our high-performing sales team and drive new business growth. You'll be responsible for identifying and qualifying potential customers through strategic outbound prospecting and managing inbound inquiries. This role offers excellent career development opportunities with a clear path to Account Executive and beyond.

As our BDR, you'll use cutting-edge sales technology to research prospects, execute multi-touch campaigns, and book qualified meetings for our sales team. You'll be the first impression many prospects have of our company, making relationship-building and professional communication essential to your success.

Key Responsibilities

• Generate 40-60 qualified leads per month through outbound prospecting activities
• Research and identify target accounts using sales intelligence tools and databases
• Execute multi-channel outreach campaigns via email, phone, social media, and video
• Qualify inbound leads from marketing campaigns and website inquiries
• Conduct discovery calls to understand prospect needs and challenges
• Schedule qualified meetings and demos for Account Executives
• Maintain accurate records of prospect interactions in CRM system
• Collaborate with marketing team on campaign optimization and lead scoring
• Meet or exceed monthly activity metrics (calls, emails, social touches)
• Participate in ongoing training and skill development programs
• Provide feedback on lead quality and market insights to sales leadership
• Support trade shows, webinars, and other marketing events as needed

Requirements

• Bachelor's degree or equivalent work experience
• 1-2 years of experience in sales, customer service, or business development
• Strong written and verbal communication skills
• Proficiency with CRM systems (Salesforce preferred) and sales tools
• Comfortable making 50+ outbound calls per day
• Self-motivated with ability to work independently
• Resilient mindset with ability to handle rejection positively
• Strong organizational skills and attention to detail

Preferred Qualifications

• Previous BDR or inside sales experience in B2B environment
• Experience with sales engagement platforms (Outreach, SalesLoft, HubSpot)
• Familiarity with social selling techniques on LinkedIn
• Understanding of lead qualification methodologies (BANT, MEDDIC)
• Experience in [relevant industry] preferred

What We Offer

• Base salary: $45,000 - $65,000
• Uncapped commission with OTE of $70,000 - $95,000
• Comprehensive benefits package including health, dental, and vision
• Professional development budget and training programs
• Clear promotion pathway to Account Executive role
• Flexible hybrid work environment
• Modern sales technology stack and tools

---

Context Variations

Corporate Environment

For established enterprises, emphasize process adherence, compliance requirements, and integration with existing sales methodologies. Include requirements for working with multiple stakeholders and following established qualification criteria. Mention enterprise sales cycle understanding and ability to work within structured territory assignments.

Startup Environment

Focus on adaptability, wearing multiple hats, and contributing to process development. Highlight equity opportunities, rapid growth potential, and ability to work in fast-changing environments. Emphasize scrappy, results-driven attitude and willingness to experiment with new approaches and technologies.

Remote/Hybrid Environment

Stress self-discipline, strong communication skills, and comfort with digital-first sales approaches. Include requirements for home office setup, video calling proficiency, and ability to build relationships without in-person interaction. Mention virtual meeting skills and digital collaboration tools expertise.

---

Industry Considerations

Industry	Unique Requirements	Key Skills	Compliance Notes
SaaS/Technology	Technical aptitude, product demos, free trial management	Software knowledge, technical communication	Data privacy regulations
Financial Services	Industry licensing, regulatory knowledge, fiduciary awareness	Financial acumen, compliance mindset	FINRA, SEC requirements
Healthcare	HIPAA compliance, clinical understanding, long sales cycles	Medical terminology, regulatory awareness	Healthcare privacy laws
Manufacturing	Technical specifications, distributor relationships, RFP processes	Industry knowledge, B2B expertise	Safety regulations
Professional Services	Consultative approach, ROI justification, relationship focus	Advisory skills, business acumen	Professional licensing
Real Estate	Market knowledge, licensing requirements, referral networks	Local expertise, relationship building	State licensing requirements

---

Compensation Guide

National Salary Overview

Experience Level	Base Salary Range	Total OTE Range
Entry-Level (0-1 years)	$40,000 - $55,000	$60,000 - $80,000
Experienced (1-3 years)	$50,000 - $70,000	$75,000 - $105,000
Senior BDR (3+ years)	$60,000 - $80,000	$90,000 - $120,000

Geographic Variations - Top 15 Metro Areas

Metro Area	Salary Index	Entry-Level Base	Experienced Base
San Francisco Bay Area	140%	$56,000 - $77,000	$70,000 - $98,000
New York City	135%	$54,000 - $74,250	$67,500 - $94,500
Seattle	130%	$52,000 - $71,500	$65,000 - $91,000
Los Angeles	125%	$50,000 - $68,750	$62,500 - $87,500
Boston	120%	$48,000 - $66,000	$60,000 - $84,000
Washington DC	115%	$46,000 - $63,250	$57,500 - $80,500
Chicago	110%	$44,000 - $60,500	$55,000 - $77,000
Denver	105%	$42,000 - $57,750	$52,500 - $73,500
Austin	100%	$40,000 - $55,000	$50,000 - $70,000
Atlanta	$38,000 - $52,250	$47,500 - $66,500
Dallas	95%	$38,000 - $52,250	$47,500 - $66,500
Phoenix	90%	$36,000 - $49,500	$45,000 - $63,000
Miami	90%	$36,000 - $49,500	$45,000 - $63,000
Charlotte	85%	$34,000 - $46,750	$42,500 - $59,500
Nashville	80%	$32,000 - $44,000	$40,000 - $56,000

Commission Structure Guidelines

• Ramping Period: 3-6 months with reduced quotas
• Monthly Quota: 15-25 qualified opportunities
• Commission Rate: $200-$500 per qualified opportunity
• Accelerators: 1.5x commission above 110% of quota
• Spiffs: Additional bonuses for specific campaigns or activities

---

Interview Questions

Core Prospecting & Sales Skills

1. "Walk me through how you would research and approach a completely cold prospect."

• Look for: Systematic research approach, personalization strategy, multi-touch methodology
• Evaluation tip: Strong candidates describe specific tools and show understanding of buyer personas

2. "How do you handle rejection when making cold calls?"

• Look for: Resilience mindset, learning from rejection, persistence without aggression
• Evaluation tip: Look for specific examples and healthy coping mechanisms

3. "Tell me about a time you successfully qualified a difficult prospect."

• Look for: Discovery question techniques, patience, qualification methodology understanding
• Evaluation tip: Should demonstrate BANT, MEDDIC, or similar framework knowledge

4. "How do you prioritize your daily prospecting activities?"

• Look for: Time management skills, understanding of high-value activities, metrics focus
• Evaluation tip: Look for mention of activity goals and lead scoring

5. "Describe your approach to social selling on LinkedIn."

• Look for: Professional brand awareness, connection strategy, content engagement approach
• Evaluation tip: Should understand difference between social selling and spamming

Communication & Relationship Building

6. "How would you handle a prospect who says 'We're not interested' in the first 10 seconds?"

• Look for: Pattern interrupt techniques, curiosity creation, respectful persistence
• Evaluation tip: Should show respect for prospect's time while creating engagement

7. "Tell me about a time you had to explain a complex product or service to someone."

• Look for: Simplification skills, audience awareness, clear communication structure
• Evaluation tip: Look for ability to match communication style to audience

8. "How do you build rapport with prospects quickly?"

• Look for: Active listening skills, common ground identification, authentic connection building
• Evaluation tip: Should avoid superficial techniques and focus on genuine interest

Technical Skills & Tool Proficiency

9. "What CRM systems have you used, and how do you ensure data accuracy?"

• Look for: CRM proficiency, understanding of data importance, systematic approach
• Evaluation tip: Should understand impact of clean data on sales process

10. "How would you use sales intelligence tools to identify new prospects?"

• Look for: Knowledge of tools like ZoomInfo, Apollo, or LinkedIn Sales Navigator
• Evaluation tip: Should understand difference between various tool types and applications

Behavioral & Cultural Fit

11. "Tell me about a time you exceeded your targets. What did you do differently?"

• Look for: Specific strategies, consistency, analytical approach to improvement
• Evaluation tip: Look for process-oriented thinking, not just luck or natural talent

12. "How do you stay motivated during slow periods or when facing consistent rejection?"

• Look for: Self-motivation techniques, positive mindset, focus on controllable activities
• Evaluation tip: Should show understanding that rejection is part of the role

13. "Describe a time you had to adapt your approach based on feedback."

• Look for: Coachability, growth mindset, implementation of feedback
• Evaluation tip: Should show willingness to change and improve

Scenario-Based Questions

14. "A prospect says they're happy with their current solution. How do you respond?"

• Look for: Curiosity-based questioning, status quo challenging, value identification
• Evaluation tip: Should avoid pushiness while exploring potential improvement areas

15. "You notice your email open rates are dropping. What steps do you take?"

• Look for: Analytical thinking, testing mindset, understanding of email best practices
• Evaluation tip: Should show data-driven approach to problem-solving

Industry Knowledge

16. "What trends do you see affecting B2B buyers today?"

• Look for: Market awareness, buyer behavior understanding, adaptive thinking
• Evaluation tip: Should show interest in staying current with industry changes

17. "How has the BDR role evolved in recent years?"

• Look for: Understanding of technology impact, buyer behavior changes, role sophistication
• Evaluation tip: Should demonstrate growth mindset and continuous learning

Team Collaboration

18. "How do you ensure smooth handoffs to Account Executives?"

• Look for: Process understanding, communication skills, customer experience focus
• Evaluation tip: Should understand their role in the broader sales process

19. "Describe a time you collaborated with marketing to improve lead quality."

• Look for: Cross-functional collaboration, feedback provision, results orientation
• Evaluation tip: Should understand connection between marketing and sales activities

20. "How would you handle a situation where an AE disputes your lead qualification?"

• Look for: Professional conflict resolution, open communication, continuous improvement
• Evaluation tip: Should show maturity and focus on customer experience

---

Hiring Tips

Sourcing Strategy

• Top Platforms: LinkedIn, Indeed, university career centers, sales-focused job boards
• Professional Communities: AA-ISP, Sales Development community, RevGenius
• Campus Recruiting: Target business, communications, and marketing programs
• Employee Referrals: Often produce highest-quality BDR candidates

Red Flags to Avoid

• No resilience examples: Cannot handle rejection or setbacks
• Poor communication skills: Unclear explanations, rambling responses
• No research preparation: Hasn't researched your company or role
• Purely money-motivated: Only interested in compensation, not growth
• Lacks coachability: Defensive about feedback or resistant to change
• No goal orientation: Cannot articulate personal or professional objectives

---

FAQ Section

---

Conclusion

The Business Development Representative role is the entry point to lucrative sales careers and a critical function for B2B organizations. Success in hiring BDRs requires understanding that you're investing in future sales leaders, not just quota-carrying prospectors.

Focus on finding candidates with the right mindset, communication skills, and growth potential. Provide them with proper training, tools, and support to set them up for success. Remember that great BDRs often become your best Account Executives and Sales Managers.

Use this guide as your foundation, but customize it to match your specific industry, culture, and sales process. The best BDR hires are those who align with your values while bringing the energy and potential to drive your pipeline growth.

---

Last updated: August 2025
Next review date: November 2025

Keywords: business development representative job description, BDR job requirements, BDR salary, sales development representative, lead generation specialist, inside sales, prospecting jobs, entry level sales, BDR interview questions, sales careers