Business Development Representative

SOUTRON GLOBAL
Business Development Representative About Soutron
Soutron Global builds information management software for organizations whose records, archives, and collections are core to how they operate — corporate research teams, government and public sector bodies, law firms, museums, and libraries. Our products in the suite span library management, archives and records management, resource sharing, and discovery, and they are used by well over a thousand institutions worldwide.
We are a growing, private equity-backed business with a global team across the United States, Canada, the United Kingdom, and beyond. This is a role for someone who wants to build a sales career in a market where the buyer is thoughtful, the product genuinely matters to the people who use it, and the person who picks up the phone first has a real advantage.
# The role
This is a top-of-funnel seat. You are the first human contact between Soutron and a prospective customer, and your job is to create qualified conversations for our Account Executives — consistently, across every segment we sell into, in volume.
This is a phone-first role. Email and social outreach support the phone; they do not replace it. If you are looking for a role where prospecting means sending sequences and waiting, this is not it. If you like the phone, want reps, and want to earn a path to a closing seat, read on.
Vertical agnostic, list-directed. You will prospect across all four of our segments rather than specializing in one. Target lists, segment sequencing, and priority accounts are assigned by Sales leadership and refreshed on a [monthly] cycle — you own the execution and the outcome, not the selection.
# What you will do

Outbound prospecting

- Run a disciplined daily call block against assigned target lists, with a working floor of 55–60 outbound dials per day and 4 or more quality conversations per day.
- Work multi-threaded outreach — phone, email, and LinkedIn — using approved sequences and messaging, adapting to the persona in front of you.
- Prospect into the personas that buy our products: library and archive directors, records and information managers, IT and operations leaders, and the procurement and finance stakeholders who sit alongside them.
- Research accounts efficiently enough to earn the conversation, and no more. Volume and preparation are both required; neither is an excuse for the other.

Qualification and appointment setting

- Qualify against the agreed criteria before booking. A meeting that should not have been set costs more than a meeting that was never booked.
- Book qualified discovery meetings into the calendars of the Account Executive team, with a written handoff that gives the AE the context to run the call.
- Own the meeting through to held, not just to set — confirm, remind, and reschedule so that meetings you book actually happen.
- Follow up on assigned inbound leads within the agreed speed-to-lead standard of 15 minutes during business hours.

Pipeline hygiene and feedback

- Log every activity, contact, and outcome in the CRM the same day. If it is not in the system, it did not happen.
- Keep assigned records clean — correct titles, correct contacts, disqualification reasons recorded — so that list quality improves rather than degrades over time.
- Report weekly on what is working and what is not: which messages land, which personas answer, which segments are cold, and which lists are stale.
- Bring competitive and market intelligence back from the field to Sales and Marketing.

# How success is measured
All targets below are set at offer and reviewed [quarterly]. Figures in brackets are to be confirmed by the hiring manager. Period Expectation Primary measure First 30 days Trained on the products in the suite, the segments, the personas, and the [CRM]. Call block running daily. Shadowing complete. First meetings booked. Activity floor met; [5] qualified meetings held Days 31–60 Working assigned lists independently across at least [three] segments. Handoff quality accepted by the AE team without rework. [60%] of steady-state meeting quota Days 61–90 At full productivity. Contributing observations on list and message quality that Sales leadership can act on. [100%] of steady-state meeting quota Steady state Consistent monthly production against quota, with quality held at or above standard. [X] qualified meetings held per month; [Y]% converting to [Stage 2] opportunities; no-show plus disqualification rate below [Z]%
Quality gate. Meetings are credited when held and accepted by the receiving Account Executive, not when booked. Attainment is measured on held-and-accepted meetings throughout.
# What we are looking for

Required

- One or more years in an outbound-calling role — SDR, BDR, inside sales, telesales, fundraising, recruiting, or a comparable phone-led seat — with evidence of consistent quota attainment.
- Demonstrated comfort with cold calling at volume. You should be able to describe your own daily call discipline without being prompted.
- Clear, credible written and verbal communication. You will be talking to directors and department heads, not gatekeepers alone.
- Resilience and self-management in a remote role. The activity floor is met because you meet it, not because someone is watching.
- Working fluency with a CRM and standard prospecting tooling, and the discipline to keep records clean.
- Coachability — evidence that you have taken feedback on a call and changed what you did on the next one.

Preferred, not required

- Experience selling B2B software, particularly to institutional, public sector, or committee-led buyers.
- Experience with long procurement cycles, RFPs, or public tenders.
- Familiarity with libraries, archives, records management, or the information management market.
- Experience prospecting across multiple segments simultaneously rather than a single vertical.

Domain knowledge is not a requirement. We will teach you the market. We cannot teach you to enjoy the phone.
# Compensation and benefits
Base salary range: $60,000– $78,000per year.
Variable compensation: $26,000 per year at 100% attainment of the meetings quota, paid monthly, uncapped above target with an accelerator above 100%.
# Where this role goes
This is a seat with a stated path. Business Development Representatives who consistently attain quota, hold quality at standard, and demonstrate the judgment to run a discovery call are the first candidates considered for Account Executive and Inside Sales openings as the team grows. That progression is earned on performance and is not guaranteed, but it is the reason this seat exists in the shape it does.