Business Development Representative -ELM Solutions

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 to propel our 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

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