Business Development Representative

The Business Development Representative (BDR) plays a critical role in supporting the Business Development Managers (BDMs) by driving top-of-funnel activity across both cloud and network solutions.

The primary focus of this role is to generate and qualify leads, and to book quality meetings that create opportunities for the BDMs to engage potential customers with cloud solutions and network connectivity services.

Acting as the first point of contact in the sales cycle, the BDR is responsible for identifying target accounts and prospects, reaching out to key decision-makers, understanding business needs, and determining fit for AWS services, network solutions, or both.

Success in this role is measured by the volume and quality of meetings booked and the strength of the pipeline generated across both AWS and Networks, progressing into additional revenue for Zen Business.

• Identify and research target businesses and prospects within defined segments using tools such as Linked In, Lusha, and CRM insights.
• Build prospect lists across both cloud and connectivity opportunities, recognising where customers may benefit from one or both solution areas.
• Monitor market activity and relevant news to surface timely outreach opportunities across both AWS and Networks.

• Engage prospects through outbound calls, emails, and Linked In to uncover cloud initiatives, connectivity requirements, business drivers, and technical needs.
• Assess interest and fit based on qualification criteria for both AWS and Network solutions.
• Identify cross-sell and upsell opportunities where cloud and network requirements overlap.
• Document qualification outcomes accurately to support seamless handovers to the relevant sales team.

• Secure qualified meetings for the BDM team with decision-makers and influencers, ensuring each meeting has clear context and is aligned to the relevant solution area and business objectives.
• Provide detailed handover notes so that the receiving BDM has full visibility of the prospect's needs, priorities, and background.

• Work closely with BDMs to understand target personas, vertical focus, and value propositions across both solution areas.
• Share insights from prospecting efforts to shape go-to-market activities and identify emerging trends or demand signals.
• Participate in regular pipeline reviews to ensure alignment between BDR activity and wider sales objectives.
• Contribute to team discussions on messaging, objection handling, and how best to approach key accounts or sectors.

• Maintain accurate and up-to-date records of outreach activities, lead status, scheduled meetings, and qualification notes in the CRM system.
• Use CRM data to prioritise outreach activity and identify accounts requiring re-engagement.
• Incorporate feedback from BDMs on lead quality and continuously refine outreach strategies and messaging to improve conversion rates.
• Stay informed on developments across both AWS and network product sets to ensure prospecting conversations are relevant, credible, and commercially focused.
• Proactively share what is and is not working in outbound activity to help the broader team iterate and improve campaign effectiveness.

• Confident and professional communicator with the ability to engage senior decision-makers by phone, email, and Linked In.
• Self-motivated with a proactive approach to outbound prospecting and lead generation.
• Organised and disciplined, with the ability to manage a high volume of outreach activity
• Comfortable working to targets and KPIs in a fast-paced, commercially driven sales environment.
• Strong attention to detail, particularly in CRM record-keeping and meeting handover documentation.
• Team player who collaborates effectively with BDMs and the wider sales function.
• Resilient and persistent, with the ability to handle rejection and maintain a positive, proactive approach to outreach.
• Previous experience in a BDR, SDR, or inside sales role, ideally within technology, telecoms, or IT services.
• Familiarity with AWS cloud services, network connectivity solutions, or both.
• Experience using CRM systems and prospecting tools such as Linked In Sales Navigator and Lusha.
• Understanding of B2B sales cycles and the role of lead qualification in pipeline development.

Performance in this role will be assessed against the following indicators. Specific targets will be agreed with the line…