Business Development Representative (Inbound)

The Inbound Business Development Representative (BDR) is responsible for converting marketing-generated engagement into qualified sales opportunities.

As the first point of contact for prospects, the role focuses on rapidly qualifying inbound interest generated through marketing campaigns, events, webinars, website enquiries, and content engagement.

The Inbound BDR plays a critical role in ensuring marketing demand converts efficiently into pipeline by engaging prospects, understanding their needs, and booking qualified meetings for the sales team.

Working closely with Marketing and Sales, the role ensures seamless experience for prospects while maintaining strong pipeline velocity.

Inbound Lead Qualification

• Respond promptly to inbound leads generated through:

• Website enquiries
• Content downloads
• Webinar registrations
• Event leads (warm/handraiser)
• Chat enquiries
• Campaign responses
• Engage prospects via phone, email and LinkedIn to understand their needs, qualification criteria, and buying intent.
• Qualify prospects based on defined opportunity criteria before handing off to Account Executives.
• Book discovery meetings and product demonstrations for the sales team.

Lead Engagement & Nurturing

• Follow up with marketing-engaged contacts who have shown interest but are not yet ready to buy.
• Re-engage older leads and dormant opportunities through targeted outreach, in liaison with Demand & Growth Marketing Manager, APAC.

Nurture warm leads from:

• Marketing campaigns
• Events and webinars
• Previous enquiries
• Content engagement

Marketing Collaboration

• Partner closely with Marketing to ensure effective follow-up on campaign engagement.
• Support marketing initiatives by driving attendance and engagement for webinars, events, and content programs.

Provide feedback on:

• Lead quality
• Messaging effectiveness
• Campaign response patterns

Pipeline Support

• Ensure all prospect activity is accurately captured within Salesforce and sales engagement tools e.g. Salesloft.
• Maintain disciplined follow-up to ensure no qualified lead is missed.
• Work with Account Executives to ensure smooth handover of qualified opportunities.

CRM Hygiene

• Maintain accurate prospect and activity data within Salesforce and Sales engagement tools.
• Engage in data clean up in our CRM as needed to minimise duplicate accounts and risk of BDR account overlap issues.
• Ensure all meetings booked include detailed and relevant BDR notes to provide context to the sales team to enable a smoother handover of discussion points.

Performance & Productivity

• Continuously refine outreach approaches to improve conversion performance.

Maintain strong performance across key metrics including:

• Lead response time
• Meetings booked
• Opportunities created
• Conversion rates from lead to opportunity
• Lead and meetings ageing

Success in This Role Looks Like

• High conversion of marketing-generated leads (MQL) into qualified opportunities. Benchmark is 25% (MQL>MB 60%, MB>Opp 40%).
• Fast and consistent follow-up on inbound enquiries per agreed SLA.
• Strong collaboration and feedback loop with Marketing to maximise campaign impact.
• Consistent achievement of monthly meeting and opportunity targets.
• Positive experience for prospects engaging with the business.

• 1–3 years experience in sales development, business development, or inside sales.
• Experience in B2B SaaS or technology environments preferred.
• Strong communication and relationship-building skills.
• Ability to confidently engage prospects at multiple levels within an organisation.
• Highly organised with strong follow-up discipline.
• Experience with Salesforce, HubSpot, or similar CRM systems, as well as Sales Engagement tools such as Outreach, Salesloft.
• Strong curiosity and willingness to learn about enterprise software and workplace safety solutions.

• Access to a confidential and free EAP Service (Employee Assistance Program)
• Birthday Bonus Day – A day of paid leave for your birthday!
• Access to FlareHR Employee Benefits & Discounts, including Novated Leasing
• Tuition Reimbursement – We are constantly looking to foster development and growth which is why we support eligible employees with education expenses. 
• Volunteer Leave – We believe in giving back and supporting activities that serve the community which is why our employee’s are entitled to 16 hours of volunteer leave per year to support causes that align with our mission ‘Connection Workplace Safety, Compliance and Employee Development’
• Free Skin Checks & Flu Vaccines
• A flexible and hybrid working environment - with free Coffee and Snacks in the office!
• Office Lunch provided monthly
• A collaborative and supportive team-based environment