Mid-Market Business Development Representative

About Us:
At Fullbay, our mission is simple — to create safer roads for our families and yours. As leaders in the heavy-duty repair industry, we power shops with technology that helps them run smarter and more efficiently. As an AI-First company, we invite artificial intelligence to eliminate friction, spark innovation, and drive efficiencies in every conversation— for our teams and our customers.

Position Overview:
The Mid-Market Business Development Representative builds new pipeline for Fullbay through cold outreach. Reporting to the Director of Business Development, you’ll call, email, and social prospect into larger and multi-location heavy-duty repair shops that have never heard from us, navigate to the right decision-makers, start conversations with people who weren’t expecting them, and book qualified demos for Account Executives. You’ll own your assigned accounts and lists from first touch through conversion, and you’ll do it on an established team with a solid foundation that is retiring older systems and rebuilding the BDR organization as AI-first.

This role suits someone with three to four years in a high-volume, target-driven, customer-facing job, ideally in outbound sales development or BDR work, though cold calling, retail, cellular sales, recruiting, or the skilled trades count when you can show the results. Success looks like a minimum of 115 dials a day, consistent follow-through on every cadence, multi-threading into each account, clean notes in Salesforce, and monthly goals for qualified meetings and closed won revenue met or beaten. It also means using coaching and AI-first workflows to keep sharpening your openers, talk tracks, and objection handling.

The Right Wrench for the Job

In a heavy-duty shop, the best service writers don’t wait for a truck to limp in with a known problem. They walk the lot, start the conversation, and find the issue the owner didn’t know to mention yet. That’s this role, but for larger, multi-location operations where the buying decision rarely sits with one person. You’re the right fit if you get fired up when a gatekeeper pushes back, can work out who really signs off on a purchase, treat every “no” as information for a sharper next call, and can point to the numbers that prove you met or beat your targets. You’re just as comfortable testing a new opener with an AI-assisted workflow as you are picking up the phone for call number 115, and you take coaching and run with it.

This isn’t the role for someone who wants a warm lead list and a quiet afternoon. If you prefer inbound hand-raisers, dread the dial, or stop after the first contact when a bigger account takes three conversations to earn a meeting, this isn’t your shop. But if you thrive on volume, stay composed when a stranger isn’t expecting your call, and want to help build an AI-first BDR team on a proven foundation, we’d like to talk.

Primary Duties & Responsibilities:

• Generate net-new pipeline through cold outreach by phone, email, and social channels into larger and multi-location heavy-duty repair shops
• Build new prospects from scratch by researching target accounts, mapping the organization, identifying the right decision-makers, and starting conversations with people who were not expecting to hear from Fullbay
• Multi-thread within each account by engaging multiple stakeholders, such as owners, shop managers, and operations leaders
• Maintain a minimum of 115 dials per day
• Handle high-volume cold calls with strong objection handling, working past gatekeepers while staying composed and turning resistance into booked meetings
• Research each account and tailor messaging to the size and complexity of bigger operations
• Qualify prospects based on Fullbay’s criteria and schedule demos with Account Executives
• Own lead follow-up and lead management once assigned, and keep following up with prospects who do not respond right away
• Use automation tools and cadences to follow structured outreach workflows, and complete each cadence unless the lead meets documented disqualification criteria
• Maintain lead status notes, activity, and next steps in Salesforce
• Collaborate closely with Account Executives to ensure strong handoffs, demo alignment, and pipeline consistency
• Meet or exceed monthly goals for qualified meetings and closed won revenue
• Use AI-first workflows to test openers, talk tracks, and objection responses, retire what no longer works, and share what does
• Attend weekly coaching sessions, 1:1s, floor syncs, and training with the methodology coach, and review your own call recordings and metrics to act on feedback quickly
• Share what you hear from prospects with Sales and Marketing so lead quality and messaging keep improving
• Stay informed on Fullbay product updates and customer pain points to drive relevant conversations
• Adhere to Fullbay’s rules of engagement and lead SLAs
• Adheres to all confidentiality and compliance regulations.
• Performs other duties as assigned.

Minimum Education & Work Experience:

• Minimum GED or High School Diploma or equivalent.
• Bachelor’s degree preferred.
• Three (3) to four (4) years of prior hands-on work experience in a high-volume, target-driven, customer-facing role. Outbound sales development or BDR experience is preferred, and experience prospecting into larger or multi-location accounts is a plus. Equivalent experience in retail, cellular sales, call center, hospitality, education, recruiting, canvassing, military, or the skilled trades is welcome when it comes with results.
• Demonstrated comfort starting unscripted conversations with strangers, including senior decision-makers, and handling rejection, whether by phone, in person, or on the sales floor.
• A track record you can describe with numbers, such as quotas, rankings, or conversion rates that you met or beat.

Key Skills and Qualifications:

• Strong verbal communication skills, especially over the phone. Persuasive, composed, and able to adapt in real time. Strong written outreach skills over email and LinkedIn across multiple personas.
• Ability to navigate to the right decision-makers and engage senior stakeholders, including owners and operations leaders, in larger and more complex organizations.
• A real appetite for the cold call and a competitive streak. Gets energized, not discouraged, when a gatekeeper pushes back.
• Grit, resilience, and composure under rejection. Treats a “no” as information and keeps going with a sharper approach.
• Natural curiosity and good discovery instincts: asks thoughtful questions, listens closely, and applies a structured qualification framework so only sales-ready opportunities move forward.
• Coachable and data driven. Reviews their own calls and metrics, acts on feedback quickly, and is comfortable working with numbers and monthly goals.
• Comfortable with online meeting software, web conferencing tools, and CRMs and sales engagement tools such as Salesforce. Fullbay will train you on its stack.
• Working knowledge of Google Workspace or similar web-based tools, and the ability to learn new technology quickly.
• Open to changing how things are done. Respects what already works and pushes to improve it, including by adopting AI-first ways of working.
• Strong organization and time management skills and the ability to work independently in a high-volume, fast paced SaaS environment while managing longer, multi-touch outreach to larger accounts.
• Proven track record of success and over-achievement (in a work or school-based setting).
• Must be a self starter with a positive attitude, confidence, and a desire to be the best.
• Team player who juggles multiple priorities and raises the performance of those around them.

Physical Demands and Work Environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

• Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds. 
• Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
• Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.   
• Noise level in the work environment is usually moderate.
• Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone