Business Development Representative

Phocas Software is a profitable, growing SaaS company with a loyal customer base and a category-leading product. With a clear path toward scaling from $70M to $250M and a reimagined GTM structure, this is a prime moment to join and shape the future of how we deliver value to customers.

We know that fun is different for everyone. So, if you want to try out innovative approaches to sales, lead a project, save the planet, or spend more time with your favourite people outside work, you’ll have our full support.

As long as you’re doing what brings you joy, the rest falls into place. Think less stress, higher performance, more energy and all-round nicer human. Your friends and family will be delighted.

Create your happy place

As a Business Development Representative at Phocas, you’ll play a critical role at the front of our revenue engine—creating the conversations and qualified opportunities that fuel our growth.

This is more than a high-volume prospecting role. We’re looking for someone who can combine consistent outbound activity with curiosity, creativity, and strong commercial thinking. You’ll engage prospective customers, understand what is happening in their business, uncover where Phocas can add value, and create high-quality opportunities for our Sales team.

You’ll work across inbound, outbound, and partner-generated leads while continually developing your prospecting, discovery, and sales skills.

Consistently create high-quality sales opportunities.
Build a reliable flow of qualified opportunities that meet agreed quality standards and give our Sales team a strong foundation for progressing conversations.

Build and maintain a healthy prospect pipeline.
Develop pipeline through a balanced mix of proactive outbound prospecting, inbound lead follow-up, and collaboration with our partner network.

Turn prospecting into meaningful business conversations.
Go beyond surface-level qualification. Understand a prospect’s business, challenges, priorities, and potential value drivers so we know where Phocas can make an impact.

Drive engagement through consistent, creative outreach.
Maintain high levels of outbound activity across multiple channels, follow structured prospecting cadences, and continually look for better ways to engage our target customers.

Continuously improve your sales effectiveness.
Use coaching, data, feedback, and experimentation to improve conversion, messaging, discovery, and overall performance.

You’ll own prospect engagement from initial outreach through qualified opportunity creation. This includes identifying and researching prospects aligned to the Phocas ideal customer profile, executing multi-channel prospecting campaigns, responding quickly to inbound interest, and conducting effective initial discovery.

You’ll clearly articulate the Phocas value proposition, qualify business needs and pain points, and ensure Sales receives a strong, well-informed handoff.

You’ll also work closely with Sales, Marketing, and our Partner teams to execute targeted campaigns, while maintaining accurate CRM data and strong pipeline hygiene.

Success in this role will be measured by both activity and outcomes . Key indicators will include:

• Qualified sales opportunities created
• Lead-to-opportunity conversion
• Inbound lead response time
• Consistent outbound activity and prospecting cadence execution
• Quality of opportunities passed to Sales
• Continued improvement in prospect engagement and conversion

You’re likely to thrive in this role if you have strong sales drive and resilience and enjoy the challenge of creating opportunities from the ground up.

You’re naturally curious and comfortable asking questions that…