What are the responsibilities and job description for the Business Development Representative position at M3?
Description Summary:
We’re looking for a high-energy, curious, and organized Business Development Representative (BDR) who can do more than just cold outreach. In this role you’ll be responsible for identifying new outbound opportunities and qualifying inbound interest generated by our marketing efforts.
You’ll be the first human touchpoint for hotel owners and operators exploring M3, helping them understand our value, confirming fit, and setting up qualified meetings for our Account Executives. You’ll also play a key role in fine-tuning outbound messaging, managing Salesforce data, and feeding insights back to marketing.
Essential Duties:
The duties listed below are the essential functions of this position, and they may change as the needs of the company demand. All associates are expected to do what is necessary to get the work done and to cooperate fully with their supervisor’s requests for additional or altered duties.
We’re looking for a high-energy, curious, and organized Business Development Representative (BDR) who can do more than just cold outreach. In this role you’ll be responsible for identifying new outbound opportunities and qualifying inbound interest generated by our marketing efforts.
You’ll be the first human touchpoint for hotel owners and operators exploring M3, helping them understand our value, confirming fit, and setting up qualified meetings for our Account Executives. You’ll also play a key role in fine-tuning outbound messaging, managing Salesforce data, and feeding insights back to marketing.
Essential Duties:
The duties listed below are the essential functions of this position, and they may change as the needs of the company demand. All associates are expected to do what is necessary to get the work done and to cooperate fully with their supervisor’s requests for additional or altered duties.
- Research and prospect hotel management groups, owners, and operators for outbound outreach
- Execute personalized outreach via email, phone, and LinkedIn
- Collaborate with marketing on campaign messaging and follow-up strategies
- Maintain accurate and detailed outreach records in Salesforce
- Respond to inbound demo requests and referrals quickly and efficiently
- Qualify inbound leads based on company fit, role, and technology needs
- Conduct light discovery and schedule qualified meetings with AEs
- Ensure consistent documentation of meetings and discovery notes in Salesforce
- Provide feedback and insights from prospects to the marketing team
- Other duties as assigned
- Activity Volume: 40-50 touches/day (emails, calls); 200–250/week
- Qualified Meetings Booked: 10-20 outbound per month
- Speed-to-Lead: Respond to inbound leads within 1 business hour (goal: 90%)
- Opportunity Conversion: 25–40% of meetings result in qualified opportunities
- Data Hygiene: 100% of meetings and discovery notes documented in Salesforce
- 0–3 years of experience in a SaaS sales environment, particularly in outbound prospecting or inbound qualification
- Bachelor’s degree in Business, Marketing, Communications, or related field preferred
- Familiarity with Salesforce, Sales Navigator, and other sales enablement tools a plus
- Strong written and verbal communication skills
- Willingness to learn and apply feedback from coaching
- Customer-first mindset with a bias for action and problem-solving
- Curiosity about hotel operations and the hospitality tech landscape
- Ability to sit and/or stand for extended periods
- Ability to perform work on a computer for extended periods
- Ability to work in the office regularly, or pivot to working at home should emergency situations arise
- Ability to attend work per assigned schedule and attend meetings with excellent attendance and punctuality
- Ability to bend and lift up to 25 lbs