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Business Development Representative

SmartBug Media is the full-service digital agency of choice for organizations looking to

create resilient growth across the entire customer lifecycle, with a strong focus on the

HubSpot ecosystem. From marketing to sales, revenue operations to customer success,

and e-commerce to integration, SmartBug combines sound strategies and technology with

top talent to help clients set the course for continued success. Recognized globally,

we've made the Inc. 5000 list seven times, the Adweek 100 four years running, and won

numerous Comparably awards for our culture and leadership. We're not just HubSpot's

highest-rated partner worldwide but also a two-time HubSpot North American

Partner of the Year and proud Elite Partner. SmartBug is also a proud Google

Premier Partner.


We are looking to add a Business Development Representative to our dynamic, dedicated, and talented sales team. Seeking someone with a top-notch work ethic who thrives in organizations that are evolving and leading the way we do marketing.


Job Summary: As a vital part of our business growth strategy, the Business Development Representative is responsible for generating opportunities for our sales team related to SmartBug’s services. This role is a prospecting role. It is not a full sales cycle sales role. 


Responsibilities and Duties:
  • Deep understanding and desire to help businesses grow better
  • Prospecting sales expertise
  • Develops, cultivates, and nurtures self-generated leads to strengthen outbound activity using a combination of outreach tools and systems including phone, email, social media, and CRM
  • Manage the top of the sales funnel, to qualify prospects 
  • Close new qualified opportunities consistently at or above quota level
  • Have the desire and commitment to do what it takes to be successful in sales
  • Can effectively communicate with internal teams while being remote and working autonomously
  • Have exceptional consultative selling and closing skills
  • Effectively manage self-sourced leads in pipeline using tools like LinkedIn Navigator, Zoominfo, and Apollo
  • Building partnership relationships with HubSpot and other channel partners
  • Working on a team to drive a fun and competitive environment
  • Demonstrate top-tier organizational skills and a repeatable sales process
  • Are Top Producers in their current role
  • Have a sharp focus on their goals and a belief that their daily, weekly and monthly activities will help achieve them
Prospecting & Lead Generation:
  • Qualifying and identifying target audiences through research and data
  • Building lists of potential leads using various tools such as LinkedIn Sales Navigator, HubSpot & Apollo
  • Segment target markets based on industry, company size, pain points, and stakeholders. 
  • Multi-channel outreach: Using phone calls, email campaigns, LinkedIn  messaging, and social media outreach to initiate conversations
  • Crafting personalized and compelling messages/concepts designed to catch  the prospect’s attention
  • Following up consistently and persistently, but with tact, balancing persistence  and respect for the prospect’s time
  • Conduct outreach to determine if the lead fits the company's Ideal Customer Profile (ICP). 
  • Asking qualifying questions during discovery calls or email threads to identify business goals, challenges, and marketing needs. 
Relationship Building
  • Building trust by showcasing empathy and maintaining transparent communication with prospects. Be honest. 
  • Delivering value by sharing relevant content, insights, or follow-up materials from your marketing company (case studies, blog posts, success stories, use AI to create it, be creative). 
Handing Over Qualified Leads
  • Once a lead is qualified, pass them efficiently to the Account Executive or Sales Rep for deep-dive presentations or product demos. 


Requirements:
  • 1+ years of sales experience
  • HubSpot CRM experience
  • Marketing experience preferred, not required
  • Understanding of agency operations experience 
  • Prospecting and closing net new business
  • Multi-approach outbound methodologies


Benefits and Perks:
  • Health insurance with company contribution
  • Paid maternity and paternity leave
  • Paid vacation
  • Paid time off
  • 4-week paid sabbatical every 5 years of employment
  • Monthly remote work allowance
  • 401(k) with employer matching
  • Flexible spending plan
  • Company-funded short-term disability and life insurance
  • Long-term disability
  • Training budget
  • The flexibility of working remotely
  • MacBook Air issued to you at time of hire


$45,000 - $55,000 a year
OTE $80,000 to $90,000
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Average salary estimate

$50000 / YEARLY (est.)
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$45000K
$55000K

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What You Should Know About Business Development Representative, SmartBug Media

Join the enthusiastic team at SmartBug Media as a Business Development Representative and take your career to the next level in the exciting world of digital marketing! Work remotely from anywhere in the United States, you’ll become a vital piece of our growth strategy, focusing on generating opportunities for our sales team by embracing the HubSpot ecosystem. At SmartBug, we pride ourselves on our culture of resilience and innovation. You’ll be diving into prospecting, using a range of outreach tools like phone, email, and social media to connect with potential leads. We're looking for someone who thrives in a dynamic environment, loves the challenge of nurturing self-generated leads, and is committed to achieving goals. As a Business Development Representative, you'll qualify prospects by managing the top of the sales funnel and showcasing your consultative selling skills. You’ll also be responsible for building relationships not only with potential clients but also with our internal teams while working remotely. If you're someone who enjoys crafting personalized outreach messages and engaging with prospects with empathy, SmartBug is the perfect place for you. Plus, we offer amazing benefits like health insurance, paid time off, and the flexibility of remote work so that you can maintain a great work-life balance. If you're ready to be part of an award-winning team that’s redefining digital marketing, we can’t wait to meet you!

Frequently Asked Questions (FAQs) for Business Development Representative Role at SmartBug Media
What are the main responsibilities of a Business Development Representative at SmartBug Media?

As a Business Development Representative at SmartBug Media, your primary responsibility is to generate opportunities for our sales team by prospecting and qualifying leads. This involves developing self-generated leads through multiple outreach methods, including phone calls, emails, and social media. You'll be managing the top of the sales funnel while effectively communicating with both clients and internal teams in a remote setting.

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What qualifications do I need to apply for the Business Development Representative position at SmartBug Media?

To apply for the Business Development Representative role at SmartBug Media, you'll need at least 1 year of sales experience and familiarity with HubSpot CRM. While marketing experience is preferred, it's not mandatory. We’re looking for someone with strong consultative selling skills and a passion for helping businesses grow better.

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What is the salary range for a Business Development Representative at SmartBug Media?

The salary range for the Business Development Representative position at SmartBug Media is between $45,000 and $55,000 annually, with an on-target earning potential of $80,000 to $90,000. This competitive compensation reflects the value we place on our team members and their contributions to our success.

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What benefits can I expect as a Business Development Representative at SmartBug Media?

As a Business Development Representative at SmartBug Media, you'll enjoy a wide range of benefits, including health insurance contributions, paid maternity and paternity leave, paid vacation, and a once-in-five-years paid sabbatical. We also offer a monthly remote work allowance and a 401(k) plan with employer matching.

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How does SmartBug Media support its employees' professional growth?

SmartBug Media is committed to supporting employees' professional growth through a dedicated training budget. This allows Business Development Representatives to pursue learning opportunities and skill development in areas that enhance their contributions to the team and their career paths.

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Common Interview Questions for Business Development Representative
Can you explain your prospecting process as a Business Development Representative?

In discussing your prospecting process, emphasize your strategies for identifying target audiences, utilizing tools like LinkedIn Sales Navigator and HubSpot. Define how you segment markets and initiate multi-channel outreach to engage effectively with leads.

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How do you manage follow-ups without coming off as too pushy?

Share your approach to following up with leads, focusing on the importance of maintaining respect for their time while balancing persistence. Mention how you use value-driven communication, like sharing relevant insights or content, to justify your follow-ups.

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What tools do you prefer for managing leads and why?

Discuss any CRM tools you are familiar with, especially HubSpot, as it is essential for the role. Explain how these tools help you streamline your outreach, track leads effectively, and improve your overall sales process.

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Give an example of how you have successfully qualified a lead in the past.

Provide a specific example where you asked insightful qualifying questions that led to discovering the lead's business goals and challenges. Highlight how this information led to tailored communication and a successful handoff to your sales team.

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What strategies do you use to build rapport with potential clients?

Talk about the importance of empathy in communication and how you ensure transparent interactions. Mention techniques like active listening and personalizing outreach to build trust and rapport with prospects.

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How do you keep yourself motivated in a remote work environment?

Discuss your methods for maintaining motivation, such as setting daily goals, maintaining a structured routine, and staying connected with the team. Emphasize that you thrive in an independent work setting while still valuing teamwork.

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What are your key performance indicators (KPIs) as a Business Development Representative?

Identify KPIs like the number of calls made, emails sent, leads qualified, and opportunities created that align with the role. Discuss how tracking these metrics helps you stay focused on your goals.

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Describe a challenging situation you faced in sales and how you overcame it.

Share a specific challenge you encountered, detailing the circumstances and your response. Emphasize your problem-solving skills and determination to turn the situation into a learning experience.

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How do you adapt your sales approach when reaching out to different industries?

Talk about your strategy for researching and understanding industry-specific pain points, and how you tailor your messaging to align with the challenges faced by different sectors.

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Why do you want to work at SmartBug Media as a Business Development Representative?

Express your enthusiasm for SmartBug Media’s reputation as a leader in the digital marketing space. Connect your values with the company's culture and commitment to employee growth, as well as your excitement about being part of an award-winning team.

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SmartBug Media is the fully remote full service digital agency of choice for organizations looking to create resilient growth across the entire customer lifecycle.

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Full-time, remote
DATE POSTED
January 4, 2025

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