Business Development Representative
Most business development roles stop at the handoff. This one doesn’t. You’ll spend the bulk of your week opening new commercial conversations for our Account Executive team, and you’ll also carry a small book of your own that you close yourself. If you want to prospect and you want to sell, and you’d rather not wait two years for permission to do the second one, this is a rare place to do both.
What you’ll do
ACI Learning trains people in cybersecurity, IT, and audit. A lot of organizations need exactly that and have never heard of us. Your job is to find them and start the conversation.
Roughly 80 percent of your time is outbound. You’ll research target accounts, build lists that reflect who actually buys from us, and run real outreach across phone, email, LinkedIn, and video. When a conversation turns into something real, you’ll hand it to an Account Executive with enough context that they can pick it up without starting from zero.
The other 20 percent is yours to close. Interest comes through our eCommerce funnel every day, and some of it comes from small teams rather than individual learners. Those opportunities are too big for a checkout page and too small to pull an Account Executive off enterprise work. When a team of three to five needs licenses, you run it end to end: discovery, demo, quote, objections, close. Anything smaller goes to self-service. Anything larger goes to an Account Executive with your qualification attached.
Specifically, you’ll:
Run consistent outbound prospecting across multiple channels to create new commercial opportunities
Research accounts and build target lists aligned to our ideal customer profile and territory priorities
Qualify inbound leads against agreed criteria and act on them quickly
Book discovery meetings for Account Executives and make sure they actually happen
Hand off with real notes: qualification, stakeholders, and a scheduled next step
Own the full sales cycle for three to five seat opportunities, from qualified through closed
Build quotes, work through pricing and objections, and process orders to completion
Keep your CRM records current daily
Tell marketing the truth about lead quality and what messaging is landing
Bring recurring objections and pricing friction back to our eCommerce, marketing, and product teams
What you’ll need
Bachelor’s degree or equivalent practical experience
At least one year of business development, sales development, or inside sales experience in a business-to-business environment
A track record of consistently hitting activity and pipeline generation targets
Genuine outbound ability. You can build pipeline without waiting on inbound volume
Working proficiency with a CRM and a sales engagement or sequencing platform
Comfort running a transactional sales cycle on your own, including pricing conversations and objection handling
Clear writing and speaking, with enough credibility to hold a real business conversation with a technical or operational buyer
The ability to manage your own time, priorities, and output in a fully remote role
What we’d like you to have
Experience in education technology, SaaS, IT training, or the cybersecurity, audit, or IT skills market
Experience at a company that runs both self-service and sales-assisted motions
Exposure to sales organizations with multiple segments and defined account routing rules
What we require
Based in the United States and able to work remotely full time
A dedicated, distraction-free workspace with reliable high-speed internet
Availability during standard business hours aligned to your assigned territory
Sustained use of a computer, headset, and phone, with frequent phone and video conversation throughout the day
What we’re counting on from you
That you prospect consistently rather than in bursts. The rhythm matters as much as the volume
That the opportunities you pass along get accepted by Account Executives, because you qualified them properly the first time
That the meetings you book actually happen
That the three to five seat deals you own get closed, and that the revenue shows up
That deals land in the right motion. Sending one to the wrong place costs us either margin or speed
That the CRM reflects reality. If it isn’t in the system, it didn’t happen
If you’ve spent the last year booking meetings for other people and you’re ready to start closing some of your own, we’d like to hear from you.
OTE (On-Target Earnings) is the total compensation you can expect—combining your base salary and variable bonus—when you achieve your performance goals. It’s designed to reward you for hitting quota and give a clear picture of your earning potential.
OTE
$80,000—$80,000 USD