About the Role
The Business Development Representative plays a critical role in driving new logo growth for ELM Solutions by identifying, engaging, qualifying and handing off opportunities within targeted accounts and industry verticals (insurance, life sciences/healthcare).
This role supports ELM's Vertical Account Targeting strategy and growth initiatives through proactive prospecting, account research, stakeholder mapping and early-stage qualification. The BDR serves as the bridge between Marketing and Sales, strategically partnering with Account Executives to drive their focus on qualified opportunities by delivering actionable account intelligence and standardized qualification information.
This person will actively contribute to the planning and coordination of marketing and sales initiatives supporting organizational objectives and executing them with excellence to help propel the business forward.
This role will be remote based.
Essential Duties and Responsibilities
•Execute and provide feedback on marketing campaigns
•Conduct thorough market research and whitespace analysis to identify potential sales opportunities
•Collaborate with sales and marketing to align lead generation plans
•Maintain and analyze sales and customer data (buying committees, key stakeholders, economic buyers, champions and decision makers)
•Collaborate with partner AE to define a targeting and prospecting strategy
•Actively engage potential clients aligned to ICP to create curiosity and generate interest through value-based outreach and industry-specific messaging
•Conduct initial discovery conversations, validate ICP alignment and uncover business challenges
•Handles inbound leads and inquiries
•Cultivate and maintain strong customer relationships
•Contribute to pipeline development
•Partner closely with New Logo AEs, AMs, Sales Engineers, Marketing, Product Marketing, Revenue Operations and Sales Enablement to create an effective feedback loop for constant improvement
Job Qualifications
Education
•Bachelor's degree in business, marketing, communications, legal studies or related discipline preferred (or equivalent professional experience)
Experience
•1+ years of business development, sales development, inside sales, lead generation or related discipline
•Familiarity working within complex B2B sales environments preferred
•Using CRM systems (Salesforce)
•Conducting outbound prospecting and qualification activities
•Engaging multiple stakeholders and senior business leaders preferred
•Using Sales Intelligence tools (ZoomInfo, LinkedIn Sales Navigator, Bombora), preferred
•Familiarity with MEDDPICC or similar qualification frameworks preferred
•Familiarity with Challenger Sale or similar sales methodologies preferred
Skills
•Sales and Business Development: prospecting, lead qualification, account research, territory planning, stakeholder mapping
•Communication: Executive-level written and verbal communication, confident and credible phone presence, discovery and active listening, strong relationship building
•Business Acumen: ability to understand operational, financial and business challenges; ability to connect customer needs to business outcomes
•Technology: Salesforce, MS Office, AI, Sales Intelligence and Research Tools (Gong, LinkedIn Sales Navigator, ZoomInfo, etc.), Enablement platforms (Highspot, Seismic, etc.), AI
•Personal Effectiveness: organization and prioritization, attention to detail, accountability, resilience, curiosity and learning agility, ability to thrive in a collaborative and fast-paced environment
Travel Requirements
•Limited travel (<10%)
Interview Practices
To maintain a fair and genuine hiring process, all candidates are asked to participate in interviews without the assistance of AI tools or external prompts. The interview process is designed to assess individual skills, experiences, and communication style. Candidates are asked to remove virtual backgrounds and the hiring process includes in-person interviews. Use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Compensation
$47,600.00 - $81,250.00 USD. This role is eligible for Commission. Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location.
Benefits
Wolters Kluwer offers a wide variety of competitive benefits and programs, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave.
