Workplace Solutions, Senior Business Development Representative, Strategic Accounts

The Senior Business Development Representative – Strategic Accounts is a key partner to our Strategic Account Executives, focused on building and expanding relationships within our most important target accounts.

This role goes beyond traditional business development and prospecting. The Senior BDR will help develop and execute strategic account plans, build relationships with key stakeholders, coordinate executive engagement, support industry events and conferences, and manage cross-functional initiatives designed to create and advance opportunities within strategic accounts.

The ideal candidate is highly organized, relationship-oriented, commercially minded, and comfortable coordinating across multiple internal and external stakeholders. This individual will serve as an important connector between our Strategic Account Executives, prospective customers, existing relationships, internal business partners, and the broader market.

Job Responsibilities

Strategic Account Development & Relationship Building

- Partner closely with Strategic Account Executives to develop and execute account-specific engagement strategies.
- Research strategic accounts to understand organizational structure, business priorities, key stakeholders, existing relationships, and potential opportunities.
- Identify, develop, and nurture relationships with key decision-makers, influencers, champions, and other stakeholders within target accounts.
- Coordinate thoughtful, personalized outreach and engagement strategies across multiple stakeholders within an account.
- Help maintain consistent engagement with strategic prospects throughout longer and more complex sales cycles.
- Identify opportunities to leverage existing relationships, mutual connections, partners, customers, and industry contacts to create introductions and expand account penetration.
- Maintain accurate stakeholder maps, relationship information, activities, and next steps within CRM and account-planning tools.

Strategic Account Executive Partnership

- Serve as a dedicated business development partner to the Strategic Account Executive.
- Participate in strategic account planning and pipeline reviews.
- Help establish priorities, action plans, timelines, and next steps for targeted accounts.
- Coordinate follow-up activities resulting from meetings, events, executive introductions, and other strategic engagements.
- Support meeting preparation, including account research, stakeholder profiles, relationship history, objectives, agendas, and follow-up plans.

Events, Conferences & Executive Engagement

- Partner with Sales, Marketing, and other internal teams to identify conferences, industry events, executive forums, dinners, and networking opportunities relevant to strategic accounts.
- Coordinate pre-event planning, including target-account identification, attendee research, meeting scheduling, outreach campaigns, and executive engagement.
- Manage logistics and coordination for customer and prospect meetings, dinners, roundtables, and other relationship-building activities.
- Coordinate post-event follow-up and ensure opportunities, relationships, and action items are captured and advanced.
- Track event engagement and outcomes to help determine the business impact of strategic events and conferences.

Internal & External Business Partnerships

- Build strong working relationships across Sales, Marketing, Customer Success, Product, Solutions Consulting, Partnerships, Executive Leadership, and other internal teams.
- Identify opportunities to bring the right internal leaders and subject-matter experts into strategic account conversations.
- Develop relationships with external business partners, industry organizations, consultants, referral partners, and other stakeholders who can strengthen strategic account engagement.

Project Management & Execution

- Project manage strategic account initiatives from planning through execution.
- Establish clear deliverables, owners, timelines, milestones, and follow-up actions for key initiatives.
- Coordinate cross-functional resources supporting strategic pursuits.
- Manage multiple concurrent priorities while ensuring deadlines and commitments are met.
- Maintain account action plans and provide visibility into progress, risks, dependencies, and next steps.

Required Qualifications, Capabilities and Skills:

- Demonstrated experience in business development, sales development, account management, sales, or a related client-facing role.
- Experience supporting complex, enterprise, or strategic accounts preferred.
- Strong relationship-building and interpersonal skills.
- Excellent project management and organizational capabilities.
- Strong written and verbal communication skills with the ability to engage professionally with senior and executive-level stakeholders.
- Experience coordinating conferences, events, executive meetings, or customer engagement programs is preferred.
- Comfortable working cross-functionally and influencing without direct authority.
- Strong research, account-planning, and problem-solving skills.
- Experience with CRM and sales engagement platforms.