Business Development Representative

This role sits within ROCK,our managed service provider (MSP) business, supporting organisations with proactive IT support, cloud services and modern workplace solutions.

You will join at an important stage of growth.

This is not an administrative role. It is a front-line outbound position where you help create pipeline, open doors and shape first impressions with prospective customers, supporting our New Business team.

We provide an extensive offering for SME organisations that want dependable IT, clear advice and a long-term technology partner.

We’re looking for a BDR based in Glasgow, Edinburgh, Lanarkshire, Ayrshire or Stirling, who can work in a hybrid capacity with regular access to our office.

You will co-ordinate the top of funnel for ROCK’s new business team. That means:

• Identifying and engaging target organisations across defined SME sectors
• Executing structured outbound activity across phone,Linked In and email
• Booking qualified discovery meetings for Account Managers
• Researching prospects to personalise outreach and improve response rates
• Handling inbound enquiries and qualifying leads against agreed criteria
• Managing prospect records,activities and lead stages in Hub Spot with strict discipline
• Building and nurturing early-stage pipeline through consistent follow-up and engagement
• Supporting Account Managers with account insight,contact mapping and warm handovers
• Working closely with marketing on campaigns, ABM activity and outbound follow-ups
• Maintaining clean CRM data and accurate reporting
• Feeding back common objections, messaging effectiveness and market trends

You are the first commercial touchpoint for many prospects. Your conversations set the tone for the entire sales journey.

You will be measured by outcomes,not noise

• Volume and quality of meetings booked
• Conversion of meetings into qualified New Business opportunities
• Speed to lead on inbound enquiries
• CRM accuracy and activity consistency
• Contribution to overall pipeline coverage

Your first 90 days will focus on understanding ROCK’s MSP services, mastering outbound messaging, building initial pipeline and consistently booking meetings.

Longer term, strong performers typically progress into Account Management roles within 12-24 months.

You will not be:

• Waiting passively for inbound leads
• Reading rigid scripts or running call-centre style outreach
• Booking unqualified meetings just to hit activity numbers
• Working without structure, coaching, or support
• Avoiding responsibility for lead quality or CRM hygiene
• Operating in a rigid, overly corporate environment

This is proactive prospecting. It requires ownership, organisation and confidence in conversation.

You are commercially curious, organised and comfortable starting conversations with new people. Ideally, you bring:

• some experience in B2B sales development, outbound prospecting or lead generation
• Confidence speaking with business stakeholders over phone and video
• A structured approach to outreach and follow-up
• Experience using CRM systems (Hub Spot preferred)
• Strong written and verbal communication skills
• The ability to balance activity with quality Personally, you are:
• Resilient and consistent in outbound work
• Comfortable handling objections professionally
• Detail-oriented with CRM and lead management
• Motivated by learning and progression in sales
• Collaborative with Marketing and Account Managers
• Open to coaching and feedback

You do not need deep technical knowledge on day one. You do need curiosity, pace and clear communication.

• Clear commission structure with transparent targets
• Modern sales tooling including Hub Spot, Halo PSA, Cognism, Lead Forensics
• Direct access to Pre-Sales Consultants
• Marketing-led ABM campaigns and warmed opportunities
• Ongoing training and development budget
• Performance incentives including quarterly rewards and annual top achiever trips
• A supportive, growth-focused culture