What are the responsibilities and job description for the Business Development Representative position at Velotic Software?
About the Company
Velotic is a newly formed, category-defining company created through a landmark double carve-out and merger led by TPG. By bringing together Proficy (GE Vernova) with Kepware and ThingWorx (PTC), Velotic is positioned to become the largest independent manufacturing automation software company globally. Our platform delivers mission-critical software that enables the world’s most sophisticated industrial organizations to run, monitor, and optimize manufacturing operations. With over $350M in revenue and a ~30% EBITDA margin, Velotic combines the stability of established market leaders with the agility and innovation of a high-growth technology company. As we enter our next phase of transformation, we are building a high-performing outbound sales engine to accelerate pipeline growth and revenue expansion.
About the Role
Under the leadership of the Inside Sales & Business Development Manager, we are hiring an IIoT Business Development Representative (BDR) to drive outbound pipeline creation and revenue growth across the Kepware and ThingWorx product lines. This role is critical to scaling Velotic’s growth by generating new opportunities, expanding existing customer relationships, and owning the full sales cycle for mid-tier opportunities. You will operate at the intersection of outbound prospecting and revenue ownership, serving as a key bridge between transactional sales and enterprise account execution.
Responsibilities
Outbound Pipeline Creation & Qualification
- Execute structured outbound prospecting campaigns across Kepware and ThingWorx
- Engage prospects via email, phone, social platforms, events, and targeted outreach
- Follow up on inbound leads, partner referrals, and product usage signals
- Identify, qualify, and advance opportunities aligned to ICPs and sales plays
- Build and maintain a consistent, high-quality pipeline
Opportunity Ownership & Closing (Mid-Tier Accounts)
- Own the full sales cycle for mid-tier and non-strategic opportunities
- Lead discovery, solution positioning, pricing, and deal execution
- Progress deals efficiently while adhering to pricing and approval guidelines
- Maintain accurate forecasting, pipeline tracking, and CRM hygiene
- Deliver a professional, consistent customer experience
Kepware Expansion & Enterprise Signal Identification
- Engage existing customers to identify expansion opportunities
- Recognize enterprise signals (e.g., multi-site rollouts, digital transformation initiatives)
- Position Kepware as a foundational industrial connectivity platform
- Retain ownership of mid-tier expansions while escalating strategic opportunities
Cross-Sell & “Better Together” Execution
- Identify opportunities to introduce ThingWorx based on customer needs
- Articulate integrated IIoT, analytics, and application use cases
- Execute cross-sell motions independently and in collaboration with Account Executives
- Document use cases, stakeholders, and buying criteria
Partnering with Account Executives
- Support Account Executives on strategic enterprise deals
- Deliver well-qualified, sales-ready opportunities
- Ensure smooth handoffs for larger or more complex opportunities
- Maintain alignment across the opportunity lifecycle
Sales Process & Discipline
- Follow established outbound cadences and qualification frameworks
- Maintain accurate CRM data (pipeline, activities, forecasts)
- Utilize sales engagement and enablement tools effectively
- Participate in onboarding, training, and coaching programs
- Provide feedback on messaging, campaigns, and lead quality
Qualifications
Required Qualifications
- 2–5 years of experience in business development, outbound sales, or account management
- Proven track record of generating pipeline and closing mid-sized B2B deals
- Strong discovery, qualification, and deal management skills
- Experience working in a team-based or overlay sales model
- Ability to thrive in a metrics-driven sales environment
Preferred Qualifications
- Experience selling B2B software, SaaS, or industrial technology solutions
- Familiarity with manufacturing, industrial automation, or IIoT
- Experience with expansion or cross-sell sales motions
- Proficiency with Salesforce or similar CRM systems
Education & Experience
- Bachelor’s degree or equivalent experience
- 2–5 years of relevant professional experience
Why This Role Matters
This role is a key driver of Velotic’s growth strategy. By combining outbound pipeline generation with ownership of mid-tier opportunities, you will help increase sales velocity, expand revenue coverage, and develop customers into strategic accounts—while enabling Account Executives to focus on high-impact enterprise deals.