Business Development Representative, Mid-Market

Overview

Workhuman is building the Mid-Market (MM) segment as a distinct growth engine, with dedicated focus, strategy, and execution across Sales, Marketing, Product, Customer Success, and Operations. The Mid-Market Business Development Representative (BDR) is responsible for generating qualified pipeline and accelerating revenue growth within the Mid-Market segment. This role serves as the front line of Workhuman's go‑to‑market strategy, identifying target accounts, engaging prospective buyers, qualifying opportunities, and creating sales conversations that convert into pipeline and revenue.

The BDR will partner closely with Mid‑Market Account Executives, Marketing, and Sales Leadership to execute account‑based prospecting strategies, convert inbound demand, and uncover new opportunities within target markets. This individual will also act as a critical source of market intelligence, helping Workhuman continuously refine its Mid‑Market strategy, messaging, and target account approach. Success in this role will be measured by qualified meetings generated, pipeline created, account penetration, and contribution to overall Mid‑Market revenue growth.

• Generate Qualified Pipeline Through Outbound Prospecting – Build and execute proactive prospecting campaigns across phone, email, Linked In, referrals, events, and other channels to generate qualified meetings and opportunities within target Mid‑Market accounts.
• Own Inbound Lead Qualification and Conversion – Serve as the first point of contact for inbound interest, ensuring rapid follow‑up, effective qualification, and seamless handoff of qualified opportunities to Account Executives.
• Execute Account‑Based Prospecting Strategies – Partner with Account Executives to develop account plans, identify buying committees, prioritize target accounts, and create coordinated outreach strategies designed to increase engagement and opportunity creation.
• Conduct Market and Account Research – Research target organizations, decision‑makers, business initiatives, industry trends, and trigger events to personalize outreach and improve conversion rates.
• Maintain Operational Excellence – Maintain accurate records of prospecting activity, account engagement, meeting outcomes, and opportunity progression within Salesforce and sales engagement platforms to support reporting, forecasting, and pipeline management.
• Provide Market Intelligence and Strategic Insights – Capture and share prospect feedback, competitive intelligence, market trends, messaging effectiveness, and emerging opportunities to help inform Mid‑Market sales and marketing strategies.

• Pipeline Creation: Consistently creates qualified pipeline that contributes meaningfully to Mid‑Market revenue targets. Generates a significant portion of Mid‑Market opportunities through self‑sourced outbound activity. Supports healthy pipeline coverage and opportunity creation across the segment.
• Meeting Generation: Consistently delivers high‑quality meetings with Mid‑Market decision‑makers and influencers. Maintains a balanced pipeline of near‑term and future opportunities through disciplined prospecting activity. Demonstrates strong conversion from outreach activity to qualified sales conversations.
• Account Penetration: Successfully engages multiple stakeholders within target accounts. Expands awareness of Workhuman across key Mid‑Market organizations. Builds relationships that create long‑term opportunity potential beyond initial meetings.
• Inbound Excellence: Responds rapidly to inbound leads and inquiries. Converts marketing‑generated interest into qualified opportunities at a high rate. Creates a seamless and professional first experience for prospective customers.
• Operational Discipline: Maintains accurate CRM records and activity tracking. Provides reliable visibility into prospecting performance, pipeline creation, and account engagement. Demonstrates strong process adherence and forecasting discipline.
• Strategic Contribution: Shares actionable market insights that improve targeting, messaging, and campaign effectiveness. Identifies emerging opportunities, verticals, and prospecting…