Business Development Representative

Business Development Representative

Under the leadership of the Kepware Inside Sales & Business Development Manager, we are hiring a Business Development Representative (BDR) to drive outbound pipeline creation and revenue growth across the Kepware and Thing Worx product lines.

This role is critical to scaling Velotic's growth by generating new opportunities, expanding existing customer relationships, and owning the full sales cycle for mid-tier opportunities. The role blends outbound prospecting with direct revenue ownership and serves as a key bridge between transactional sales and enterprise account execution.

Key Responsibilities

• Outbound Pipeline Creation & Qualification
• Execute structured outbound prospecting across Kepware and Thing Worx
• Engage prospects via email, phone, social, events, and targeted campaigns
• Follow up on marketing-generated leads, partner referrals, and product usage signals
• Identify, qualify, and advance opportunities aligned to ICPs and sales plays
• Build and maintain a consistent, high-quality outbound pipeline

• Opportunity Ownership & Closing (Mid-Tier Accounts)
• Own the full sales cycle for mid-tier and non-strategic opportunities
• Lead discovery, solution positioning, pricing, and deal execution
• Progress deals efficiently while adhering to pricing and approval guidelines
• Maintain accurate forecasting, pipeline tracking, and CRM hygiene
• Deliver a professional and consistent customer buying experience

• Kepware Expansion & Enterprise Signal Identification
• Engage existing Kepware customers to identify expansion opportunities
• Recognize enterprise signals (multi-site deployments, standardization, transformation initiatives)
• Position Kepware as the foundation for industrial data connectivity
• Retain ownership of mid-tier expansions while escalating strategic opportunities to Account Executives

• Cross-Sell & "Better Together" Execution
• Identify opportunities to introduce Thing Worx based on customer needs
• Articulate integrated use cases across IIoT, analytics, and application workflows
• Execute cross-sell motions independently and in partnership with Account Executives
• Document use cases, stakeholders, and buying criteria

• Partnering with Account Executives
• Support Account Executives on strategic enterprise opportunities
• Deliver well-qualified, sales-ready opportunities with strong discovery
• Ensure seamless handoffs for larger or more complex deals
• Maintain alignment throughout the opportunity lifecycle

• Sales Process, Tools & Discipline
• Follow defined outbound cadences and qualification frameworks
• Maintain accurate CRM data including activities, pipeline, and forecasts
• Utilize sales engagement and enablement tools consistently
• Participate in onboarding, training, and coaching sessions
• Provide feedback on messaging, lead quality, and performance

• Success Metrics
• Pipeline generated across Kepware and Thing Worx
• Revenue closed on owned mid-tier opportunities
• Qualified meetings delivered to Account Executives
• Conversion rates from outreach to closed deals
• Forecast accuracy and CRM data quality

Required Qualifications

• 2–5 years of business development, outbound sales, or account management experience
• Demonstrated success generating qualified pipeline and closing mid-market B2B deals
• Strong discovery, qualification, and deal management capabilities
• Experience in a team-based or overlay sales model with clear accountability for pipeline and revenue
• Proficiency with CRM platforms and sales engagement tools
• Ability to thrive in a metrics-driven environment with consistent forecasting and pipeline management
• Bachelor's degree or equivalent professional experience

Preferred Qualifications

• Background selling B2B software, SaaS, or industrial technology solutions
• Knowledge of manufacturing, industrial automation, or Industrial IoT (IIoT) markets
• Proven track record executing expansion and cross-sell sales motions
• Hands-on experience with Salesforce or comparable CRM platforms
• Familiarity with sales methodologies and structured outbound prospecting frameworks

Why This Role Matters

The Business Development Representative role is a critical driver of Velotic's growth strategy. By combining outbound pipeline creation with…