As a North American Business Development Representative (BDR), you will be responsible for conducting strategic business development on new prospect targets and developing our sales pipeline, with the objective of developing and converting leads into qualified opportunities for the North American Sales Team. This position is all about understanding our prospect’s needs, establishing credibility, positioning MicroStrategy’s value and solutions to key decision-makers, and creating a sense of urgency. You will be focused on capturing BANT (Budget, Authority, Need, and Timing) and MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Partners, Identified Pain, Champion, and Competition) to tee up qualified opportunities for Sales.
This role is highly fungible and will include outbound activity, working inbound leads, developing outreach campaigns, conducting presentations, utilizing sales technology (e.g., LinkedIn Sales Navigator, Salesloft, ZoomInfo, Salesforce, etc.), delivering high-level demos with prospects, and more.
In-Office Position: At MicroStrategy, Monday, Tuesday, Wednesday, and Thursday are in-office days with Fridays as work-from-home. There is flexibility to accommodate day-to-day needs, but the North American Business Development Representative role is an in-office position.
Key Responsibilities:
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Lead Generation: Engage with inbound marketing leads and generate outbound prospect leads through strategic prospecting efforts, driven by curiosity, connection, and creativity.
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Qualify Prospects: Assess and qualify leads by identifying alignment with budget, authority, needs, and timing (BANT) to determine the potential and readiness for sales engagement.
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Relationship Building: Foster genuine connections with prospects, understanding their business challenges and showcasing how MicroStrategy’s solutions can transform their operations.Collaborative Outreach: Work closely with the sales and marketing teams to synchronize strategies for lead handoff and follow-up, ensuring a seamless prospect experience.
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Pipeline Management: Maintain a robust pipeline, utilizing our CRM and outreach tools to track interactions and progress, and provide regular updates on lead status and performance metrics.
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Impactful Communication: Craft and deliver compelling messages through emails, calls, LinkedIn, and social media, capturing the interest and imagination of potential clients.
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Market Intelligence: Stay informed about industry trends, competitor activities, and technological advancements to keep our solutions ahead of the curve.
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Events & Tradeshows: Support prospecting events for campaigns in your region and MicroStrategy World.
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MicroStrategy Product & Bitcoin Knowledge: As a MicroStrategist, you are to understand our MicroStrategy ONE AI+BI Platform, be able to connect it to business value, and provide introductory demos to prospects. As we are the first Bitcoin treasury company, you are to become as educated as possible about Bitcoin and be able to effectively communicate MicroStrategy’s Bitcoin strategy.
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Passion & Enthusiasm: A genuine excitement for technology, business models, and sales, with a relentless drive to achieve and exceed goals.
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Communication Skills: Outstanding verbal and written communication skills, capable of engaging and persuading diverse audiences.
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Analytical Mindset: Ability to think critically and strategically, identifying key details and gathering actionable insights.
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Team Player: Collaborative spirit with a strong sense of accountability and integrity, thriving in a team-oriented environment.
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Sales Acumen: Previous experience in sales or business development is a plus, with a keen understanding of the sales process and best practices.
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Tech-Savvy: Comfortable navigating Salesforce, Salesloft, LinkedIn, ZoomInfo, and sales/marketing technology platforms to optimize outreach and engagement efforts.
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AI Enthusiasm: Passionate about the applications of artificial intelligence and excited to apply innovative technologies in creative ways to deliver a differentiated customer experience.
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Self-Motivated: High level of initiative with the ability to work independently and manage multiple priorities in a dynamic setting.
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Positivity: If we’re not having fun, we’re doing it wrong. We’re a team that’s looking to crush our pipeline and enjoy the journey every day.
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Growth Mindset: Business development comes with many “no’s” from prospects, and these are opportunities to learn and grow from as we evolve in our career.
MicroStrategy is an Equal Employment and Affirmative Action employer F/M/Disability/Vet/Sexual Orientation/Gender Identity.
MicroStrategy is an Equal Employment /Affirmative Action employer and provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at [email protected].
