Business Development Representative

insightsoftware is a global provider of connected solutions for the Office of the CFO. We believe an actionable business strategy begins and ends with accessible financial data. With solutions across financial planning and analysis (FP&A), accounting, and operations, we transform how teams operate, empowering leaders to make timely, informed decisions. Data is at the heart of everything we do: we enable automated processes, deliver trusted insights, boost predictability, and increase productivity. Learn more at insightsoftware.com.

The Opportunity

We are building a high-performing, quality-focused Business Development organization. As a Business Development Representative, you will be at the center of how insightsoftware sources new pipeline — generating Sales Accepted Opportunities (SAOs) through outbound prospecting, managing Marketing Qualified Leads with speed and rigor, and building a track record of pipeline quality and execution.

This is a hands-on, individual contributor role where you own your territory and your results. You will balance structured prospecting plays with the autonomy to generate pipeline through your own creative approaches. Our team prides itself in showcasing their ability to win in this role while developing the skills that prepare them for accelerated positions in the broader go-to-market organization.

If you thrive in a fast-paced environment, take ownership of your pipeline, and want to grow with a sales organization that values quality over volume, this is where you belong.

About the Role

You will be responsible for generating Sales Accepted Opportunities through a disciplined, outbound prospecting motion. You will own both structured, company-wide prospecting plays and your own territory strategy — identifying target accounts, developing messaging, running sequences, and building relationships that result in qualified meetings for your Account Executive partner.

You will operate with clear performance expectations and the autonomy to hit them. You will take a data-driven approach to prospecting, understand your conversion metrics, and continuously refine your approach. You will report into a Business Development leader alongside peer BDRs and will be part of a distributed team driving quality pipeline across North America.

Where This Team Focuses

Our Global Business Development prioritization model defines where the team spends its energy. As a rep, you are accountable for executing this model and maintaining discipline across your prospecting:

• New Logo prospecting — sourcing first meetings with net-new accounts in your target segments

• Cross-Sell opportunities — identifying expansion and upgrade opportunities within existing customer accounts

• Tier 1 account coverage — ensuring consistent, strategic outreach to our highest-value prospects

• Quality pipeline — creating opportunities that convert, not just raw activity volume

What You'll Do

Own Your Pipeline

• Execute prospecting plays designed by the BD leadership team while maintaining the autonomy to generate pipeline through your own creative approaches.

• Build and maintain a portfolio of target accounts across New Logo and Cross-Sell categories, prioritizing Tier 1 accounts for consistent outreach.

• Create Sales Accepted Opportunities (SAOs) — qualified meetings that meet our definition of ready for handoff to your Account Executive partner.

• Track leading indicators: new meetings created, account coverage, follow-up velocity, and conversion rates from prospect to SAO.

Own the MQL Workflow

• Process Marketing Qualified Leads with speed and rigor — meet internal SLAs for follow-up and qualification.

• Qualify inbound leads against our target account list, determine fit, and either move to SAO or disqualify decisively.

• Provide feedback to Marketing on lead quality, messaging resonance, and field intelligence to continuously improve the inbound pipeline.

Execute With Excellence

• Master the Sales Development Tool Stack — Salesforce, sales engagement platforms, intent data, and LinkedIn Sales Navigator.

• Maintain CRM and reporting hygiene so that pipeline attribution is accurate and your contribution to the organization is clear.

• Take a data-first approach — use conversion metrics, pipeline velocity, and activity analysis to identify what's working and what needs to change.

Own Your Development

• Be coachable and receptive to feedback — your manager will invest in your growth through call reviews, pipeline coaching, and 1:1s.

• Build the skills and track record that position you for advancement into a senior BD or leadership role.

• Stay curious about the market, our customers, and the competitive landscape — be an active contributor to team strategy and playbook refinement.

Qualifications

Required

• 1+ year(s) of outbound Sales or Business Development experience or equivalent (SDR, BDR, inside sales, or account development roles)

• Hands-on familiarity with the Sales Development Tool Stack: Salesforce, a sales engagement or dialing platform (Gong, Orum, or equivalent), and LinkedIn Sales Navigator

• Strong communication and interpersonal skills — ability to build rapport quickly and articulate value propositions with confidence

• Self-directed and results-oriented — ability to manage your own territory, set priorities, and execute with minimal supervision

• Comfort with data and metrics — ability to track KPIs, analyze your own performance, and adjust approach based on results

• Hunger to learn and grow — you see this role as an opportunity and are committed to developing the skills needed to grow your career

Preferred

• Experience selling software used by the Office of the CFO (FP&A, accounting, ERP, or finance operations tools)

• Previous experience in an outbound-focused, category-disciplined sales organization

• Familiarity with MEDDPICC, account-based marketing (ABM), or intent data platforms

• Track record of exceeding quota or pipeline generation targets

• Experience working across distributed or remote teams

What Makes You a Strong Fit

• You prize quality: You believe the best pipeline is created through discipline and strategy, not volume for its own sake.

• You own your results: You manage your territory like a business, track your metrics, and take accountability for hitting your targets.

• You balance structure and autonomy: You execute company-wide plays with precision while bringing creativity and initiative to your own prospecting.

• You're coachable: You receive feedback, learn quickly, and continuously refine your approach based on what works.

• You think strategically: You understand your accounts, prioritize your time against Tier 1 targets, and connect your activity to business outcomes.

• You're driven to grow: You see this role as a platform to develop into the next generation of BD and sales leaders at insightsoftware.