Job Title: Principal Consultant Salesforce Business Development Manager
Location: Chicago, IL/ San Jose, CA
Job Description:
We are looking for a high-energy Salesforce Business Development Representative (BDR) to drive pipeline creation and new business growth across enterprise and mid-market accounts in the US.
This role sits at the frontline of our go-to-market strategy, responsible for identifying, engaging, and qualifying prospects for Salesforce-led digital transformation initiatives including Revenue Cloud, Data Cloud, Industry Clouds, and AI (Agentforce).
You will work closely with Account Executives, Solution Architects, and Salesforce alliance teams to convert target accounts into qualified opportunities.
Pipeline Generation & Prospecting:
- Identify and target net-new enterprise and mid-market accounts.
- Build prospect lists using tools like LinkedIn Sales Navigator, ZoomInfo, Salesforce.
- Execute multi-channel outreach (email, calls, LinkedIn).
Value-Based Outreach:
- Engage prospects with industry-specific messaging:
- Revenue optimization
- AI/Agentforce adoption
- Salesforce modernization
- Position Client as a co-creator of digital products, not just an SI.
- Lead Qualification:
- Qualify opportunities using BANT / MEDDICC-lite.
Understand:
- Business pain points
- Buying intent
- Stakeholders and decision process
- Ensure only high-quality leads are passed to sales.
Meeting & Opportunity Creation:
- Schedule discovery calls and workshops for Account Executives.
- Set clear meeting agendas and expectations.
- Drive Sales Qualified Leads (SQLs).
Account-Based Engagement (ABM):
Work on named account lists (50 100 accounts).
Multi-thread across:
- CIOs
- Business leaders
- Operations heads
- Personalize outreach based on industry and triggers.
Salesforce & Alliance Collaboration:
- Align with Salesforce AEs and Partner teams.
- Support co-sell motions and opportunity development.
- Contribute to PRM deal registration pipeline.
CRM Management & Reporting:
- Maintain accurate records in Salesforce CRM.
- Track:
- Activities
- Lead status
- Pipeline contribution
Market Intelligence:
- Capture insights on:
- Customer challenges
- Competitive landscape
- Messaging effectiveness
- Feed insights back to sales and marketing teams.
Qualifications:
- 10 to 15 overall years of experience in sales, 2 6 years of experience in: BDR / SDR / Inside Sales (preferably in Salesforce, SaaS, or consulting)
- Strong understanding of Salesforce ecosystem (Sales Cloud, Service Cloud, etc.)
- Experience with outbound prospecting and cold outreach.
- Familiarity with tools: LinkedIn Sales Navigator, ZoomInfo, Outreach/Salesloft
- Excellent communication and storytelling skills.
- Ability to engage C-level and VP-level stakeholders.
Preferred Qualifications:
- Experience selling or supporting:
- Salesforce services / implementations
- CRM, ERP, or digital transformation programs
- Exposure to industries:
- Energy & Utilities
- Manufacturing
- Non-Profit
- Hi-Tech
- Understanding of:
- Revenue Cloud
- Data Cloud
- AI/Agentforce
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