Senior Business Development Representative

The Opportunity

Reporting directly to our BDR Team Lead and based in our Irving, TX office, we are seeking a proactive senior individual contributor and player‑coach who will help build and scale our BDR function across AMS, whilst delivering against their own KPIs.

This is a first among equals role. You will set the standard on the floor as a high‑performing BDR, and act as the eyes and ears on the ground for the wider AMS team, supporting day‑to‑day execution, KPI delivery, and the onboarding and development of new BDRs. You will support the BDRs around you, but you will not carry direct line management responsibility for their reporting or outcomes.

That accountability sits with the BDR Team Lead.

Our ideal candidate brings a strong foundation in Enterprise B2B sales development, a solutions‑focused and innovative mindset, and the ability to adapt as the sales landscape evolves.

In this two‑pronged role of individual contributor and team support, you can expect to:

• Own and consistently deliver your own pipeline target, taking full responsibility for the qualified opportunities you generate and setting the performance benchmark for the AMS team
• Design and run multi‑step, multi‑channel outbound sequences across email, phone, and Linked In, tailoring messaging and cadence to account and persona rather than relying on volume
• Identify and act on early buying signals, trigger events, and organisational changes to create opportunities before they are formally defined
• Lead structured discovery using SPICED, uncover the business impact behind a prospect's challenges, and secure well‑qualified meetings with the context Account Executives need to convert
• Act as a player‑coach and first point of contact on the floor, providing hands‑on guidance, peer feedback and day‑to‑day coaching support to fellow BDRs
• Support the BDR Team Lead with the day‑to‑day running of team activity, monitoring execution against KPIs and surfacing what is and is not working on the ground
• Support the onboarding, training and ramp of new BDRs, helping them reach productivity faster
• Test and refine outreach approaches, messaging, and targeting, and share what works so the wider team improves
• Communicate value in commercial terms, framing the conversation around business outcomes, efficiency, and risk rather than product features
• Partner with Sales and Marketing to align outbound strategy, account targeting and lead handoff
• Use Salesforce, Apollo, and Linked In to manage outreach, maintain clean and reliable data, and track results
• Stay informed on SAP ecosystem developments, market trends, and competitive dynamics to sharpen the relevance of outreach and positioning
• Foster a culture of experimentation, learning, and continuous improvement

To help you establish whether this role is for you, these are the key foundational characteristics you will need to be set up for success:

• A year or more of BDR or Inside Sales experience selling B2B SaaS or Enterprise software solutions, with a track record of consistent top performance against target
• Experience in complex enterprise sales cycles, engaging senior stakeholders through tailored, intent‑based outreach rather than a volume approach
• A genuine sense of ownership over your numbers, and the resilience to keep pipeline moving through rejection and quiet periods
• A natural mentor who enjoys helping peers improve, and is ready to take informal ownership of team activity without formal line management responsibility
• Sound judgment on where to spend your time, and the credibility to influence peers and cross‑functional partners without authority
• Naturally curious and proactive about adopting new tools, techniques, and strategies, with a strong problem‑solving instinct and a passion for building new processes
• Clear, confident communication, in writing and on the phone, that adapts to different audiences
• Comfortable operating in a remote and global environment

We would love your application to bring to life how you operate, not just what you have done. As you apply, think about how you would evidence:

• A pipeline result you own end to end, and the outbound approach that…