Business Development Representative

FLSA Status: Full-Time Exempt

Pay: $50,000–$55,000, depending on experience

Compensation: Base salary plus variable compensation tied to qualified opportunities, held discovery meetings, and contribution to closed-won revenue. Final payout details will be defined in the compensation plan.

• 401(k) with company match
• Medical, dental, and health insurance
• Paid time off
• 13 paid company holidays
• 120 hours / 3 weeks PTO in year 1
• 160 hours / 4 weeks PTO in years 2–5
• 230 hours / 5.75 weeks PTO after year 5

• 40-hour workweek
• Monday to Friday
• In-person, with hybrid Wednesdays

For more than 23 years, Knowledge Coop has delivered engaging, industry-leading mortgage education, from required CE and licensing courses to expert-led masterclasses.

We help professionals and organizations learn and collaborate through two platforms: Coop , our B2C learning and community experience, and our Enterprise platform, which helps teams train employees and organize knowledge.

As we expand beyond mortgage into broader SaaS markets, we are evolving our go-to-market strategy to drive new business, grow existing customer relationships, and build a more scalable sales engine.

Knowledge Coop is seeking a driven, sales-focused Business Development Representative to generate qualified sales opportunities, execute outbound prospecting, support deal progression, and identify growth opportunities across new and existing accounts.

This role is ideal for someone who wants to build a long-term career in SaaS sales and grow into a future Account Executive role. You will work closely with sales leadership to engage target accounts, qualify opportunities, coordinate follow-through, and help maintain momentum throughout the sales process.

Success in this role will be measured by qualified opportunities created, outbound sales activity, pipeline contribution, follow-through consistency, CRM discipline, meeting quality, and contribution to closed-won revenue.

This role is best suited for someone who is proactive, resilient, coachable, highly organized, comfortable with cold outreach, and motivated by revenue growth and performance-based success.

• Build targeted prospect lists based on sales priorities and ICP criteria
• Execute outbound campaigns across email, LinkedIn, and phone
• Research target accounts and identify relevant buyer personas
• Qualify inbound and outbound leads based on fit, need, timing, and buying potential
• Book qualified meetings and discovery calls with target prospects
• Track outbound activity, lead generation performance, and conversion metrics
• Improve outreach messaging and prospect engagement over time

• Identify prospects that align with Knowledge Coop’s ICP, buyer personas, and relevant use cases
• Document qualification notes, buyer context, and next steps in the CRM
• Ensure qualified opportunities are properly documented and accepted by sales leadership before pipeline progression
• Follow up with prospects who are not yet ready to buy
• Re-engage dormant or stalled prospects when appropriate
• Support meeting quality, reduce no-shows, and improve pipeline conversion through consistent follow-through

• Support sales leadership in moving active opportunities through the sales process
• Track deal progress and ensure next steps are clearly defined, scheduled, and completed
• Help prepare proposals, sales materials, and supporting documentation
• Schedule meetings and support day-to-day sales coordination
• Identify stalled deals and help drive follow-up and re-engagement

• Maintain accurate CRM records for assigned leads, contacts, accounts, activities, and opportunities
• Keep required fields, notes, next steps, and follow-up actions current
• Follow established sales processes, pipeline stages, workflows, and documentation expectations
• Partner with Revenue Operations to support CRM discipline, pipeline visibility, and forecasting accuracy

This role follows established CRM and sales process standards but does not own CRM architecture, workflow administration, or sales operations governance.

• Partner with Customer Success and sales leadership to identify potential expansion opportunities
• Track account signals such as renewal timing, engagement trends, seat growth, and customer context
• Surface upsell and cross-sell opportunities to sales leadership
• Help ensure growth opportunities are properly tracked and not missed due to process gaps or unclear ownership

This role supports expansion visibility and coordination but does not independently own renewal strategy, commercial negotiations, or post-sale account management.

• Outbound prospecting and sales activity execution
• Qualified meeting and opportunity generation
• Prospect follow-up and re-engagement
• CRM accuracy for assigned sales activity and pipeline movement
• Deal progression support and pipeline visibility
• Expansion signal identification and coordination
• Identifying gaps, stalled follow-up, missing context, or process breakdowns that may affect pipeline progression or customer growth

• Final pricing decisions
• Contract negotiation
• Independent closing of net-new business
• Final deal strategy
• Legal or contract terms
• Full post-sale account ownership
• Passive renewals without expansion
• CRM administration or workflow governance
• Sales operations strategy or KPI ownership
• Direct management authority over Customer Success or Revenue Operations

Success in this role will be measured by a combination of sales activity, pipeline creation, pipeline quality, process discipline, and contribution to revenue growth.

• Qualified Opportunities Created: Generate qualified opportunities that meet ICP, persona, and use-case standards and are accepted by sales leadership
• Self-Sourced Pipeline: Create qualified pipeline through outbound prospecting, lead development, and re-engagement
• Held Meetings & Pipeline Quality: Support meeting quality, reduce no-shows, improve qualified meeting conversion, and create opportunities with target buyers
• Sales Activity & Follow-Through: Maintain consistent outreach across calls, emails, LinkedIn, follow-up, meeting coordination, and CRM updates
• CRM & Process Discipline: Maintain timely follow-through, accurate CRM documentation, organized pipeline management, and strong communication across Sales, Customer Success, and Revenue Operations

• 1–3 years of experience in SaaS sales, SDR/BDR, business development, or a similar revenue-focused role
• Experience with outbound lead generation across email, phone, LinkedIn, or similar channels
• Experience working in a CRM such as HubSpot or Salesforce
• Strong written and verbal communication skills
• Ability to research accounts and personalize outreach
• Strong organization, follow-through, and attention to detail
• Ability to manage multiple prospects, tasks, and follow-up sequences at once
• Comfortable working cross-functionally with Sales, Customer Success, and Revenue Operations
• Metrics-driven, accountable, and comfortable with outbound prospecting, cold outreach, and rejection
• Able to balance proactive sales activity with CRM discipline and operational consistency
• Comfortable in a fast-moving, evolving environment with shifting priorities
• Interested in building a long-term career in SaaS sales, business development, or revenue growth

This role offers hands-on experience helping build and scale a modern SaaS sales function inside a growing company.

Working closely with sales leadership and cross-functional teams, you will gain experience in outbound prospecting, pipeline generation, opportunity qualification, deal coordination, expansion opportunity identification, CRM process discipline, and revenue operations collaboration.

High performers may have opportunities to grow into future Account Executive or broader revenue-focused roles as the company continues to scale.