Business Development Representative, Mid-Market

Mid-Market Business Development Representative

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
• Own Inbound Lead Qualification and Conversion
• Execute Account-Based Prospecting Strategies
• Conduct Market and Account Research
• Maintain Operational Excellence
• Provide Market Intelligence and Strategic Insights

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 approaches that can help scale the Mid-Market business.
• Serves as a trusted partner to Account Executives and the broader Mid-Market leadership team.

Performance Expectations & KPIs

Meeting Generation

• Generate 7-10 qualified first meetings per week with Mid-Market decision-makers and buying influencers.
• Maintain a consistent pipeline of future meetings through proactive prospecting and follow-up.

Outbound Performance

• Consistently execute high-quality multi-channel outreach across target accounts.
• Demonstrate strong engagement and conversion rates relative to team benchmarks.
• Build repeatable prospecting motions that scale pipeline generation.

Inbound Performance

• Respond to inbound leads within established service-level agreements (target: less than 15 minutes during business hours).
• Maintain strong lead qualification and conversion performance.

Data Quality & Reporting

• Maintain complete and accurate prospect, account, activity, and opportunity records.
• Ensure all pipeline attribution and reporting requirements are met.

Development & Growth

• Continuously improve prospecting, qualification, and business acumen skills.
• Develop expertise in Workhuman's Mid-Market customer…