Senior Business Development Representative

As an Enterprise Account Strategist (EAS) for Collibra, you will be a vital part of transforming our sales development function into a quality-driven, AI-powered revenue engine.

This role requires a balanced approach: you will be responsible for proactively generating pipeline through strategic outbound hunting with new enterprise prospects and existing customers, while simultaneously driving high-velocity conversion of critical inbound demand. You will partner closely with Account Executives and Marketing, and utilize intelligent tools to conduct targeted research, craft compelling messaging, and deliver high-quality, well qualified pipelines.

This is a hybrid role based in our Raleigh office. Our hybrid model means you'll work from the office at least two days each week. This setup helps us stay connected, work more closely together, and keep making progress as a team.

• Driving Outbound Pipeline Generation: Identifying target accounts and initiating strategic outreach, applying a hunter's mentality and leveraging AI-powered tools for automated prospect intelligence and efficiency.
• Managing Demand Conversion: Following up with all new Market Qualified Leads (MQLs) as a priority. This requires ensuring rapid response and perfect execution of internal service level agreements (SLAs).
• Strategic Collaboration & Account Penetration: Working with Account Executives on account planning and proactive target account outreach to drive specialized penetration. This also includes identifying incremental growth in existing customer accounts.
• Leading Discovery and Qualification: Conducting high-value discovery calls with senior decision-makers to understand their business needs. You must adhere to a disciplined qualification methodology, ensuring every opportunity is rigorously qualified based on customer fit, pain points, and articulated business value.
• Enhancing Efficiency with AI: Utilizing AI tools to streamline workflows, such as researching prospects, writing personalized messaging, and reducing administrative tasks.
• Partner & Channel Orchestration: Collaborating with strategic partners and alliances to identify co-selling opportunities, leveraging partner-led insights to gain warm introductions and accelerate penetration into high-value target accounts.
• Cross-Functional Partnership: Partnering with cross-functional teams, including Sales, Marketing, and Alliances, to drive brand awareness and market penetration.

• Enterprise BDR Success (1+ yr): Proven success prospecting and penetrating large, complex accounts, consistently navigating to C-level and line-of-business stakeholders
• Outbound Mastery: Strong background in strategic outbound prospecting with a demonstrated hunter's mentality and track record of exceeding pipeline targets. SaaS experience preferred.
• Qualification Proficiency: Experience adhering to a disciplined sales process and qualification methodology, ensuring high-quality opportunity progression.
• Technology & Data Fluency: Proficiency in Salesforce.com for prospecting, reporting, and account research, and experience leveraging sales technology (AI tools, conversation intelligence, sequences) to drive efficiency and effectiveness.
• Educational Foundation: A bachelor's degree or equivalent work experience.
• Language Requirements: Professional fluency in English.

• A confident communicator who can articulate value to both technical and non-technical stakeholders.
• Adept at engaging high and wide within complex organizations, with a focus on C-level and business-line executives.
• A self-starter with a hunter's mentality and a consistent track record of exceeding outbound pipeline targets.
• Highly organized, driven, and effective at managing time in a fast-paced, goal-oriented environment, utilizing techniques like time-blocking and prioritization frameworks for high-impact activities.
• Motivated by professional growth, with a long-term interest in transitioning to a field sales role.
• Energetic, ambitious, and passionate about being part of a growing and successful team in a strategic market.

• Within your first month: Complete onboarding, familiarize yourself with Collibra's systems and processes, and start building relationships with your team and key stakeholders across the region. Begin foundational training for the role.
• By your third month: Be fully ramped, confidently articulate Collibra's value proposition, and effectively collaborate with Account Executives to build targeted outbound campaigns. You will be executing the new, quality-driven pipeline creation process.
• By your sixth month: Independently run prospect conversations, consistently meet or exceed outbound pipeline generation goals, and represent Collibra as a trusted advisor and brand ambassador in the market.

The standard base salary range for this position is $52,000.00 - $65,000.00 per year.This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.