Business Development Representative

Purpose

Spoke has proven the product works. What we haven't built yet is a repeatable outbound pipeline engine - and that's what this role exists to build. Today, outbound at Spoke runs through a single function with no inbound queue and no inherited playbook: every opportunity exists because someone made it happen through account research, multi-channel outreach, and disciplined prioritization.

As Business Development Representative, you own that outbound engine end to end. You'll build and run the account-based motion in partnership with demand gen, keep it tightly aligned with sales, and turn a messy account list or an ambiguous market signal into a prioritized, working plan. This is a hands‑on builder role today with the mandate to prove the motion, document the playbook, and make the case for scaling the function as it earns it.

Primary objective:

Generate sales meetings: create marketing qualified leads, nurture ICP contacts, and build relationships with senior executives across Spoke's target verticals to develop sales‑ready meetings within financial services, insurance, healthcare, and high‑value retail verticals.

Tactics and tools at your disposal:

• Outbound pipeline generation: leverage tools such as Apollo, Smart Lead, Hey Reach, and Linked In to conduct account mapping, research, and multi‑channel outreach (email, cold calls, Linked In) that creates net‑new opportunities for the sales team.
• Build and run the account‑based marketing (ABM) motion: in partnership with demand gen and using tools such as Clay and Hubspot, jointly identify and qualify target accounts for coordinated outbound and marketing plays.
• Set the prioritization logic for outbound: monitor market signals — intent data, funding events, regulatory changes, tech‑stack shifts — and turn them into a scalable, prioritized outreach plan.
• Turn interest and inbound into demand: act on marketing activities converting warm contacts into sales‑ready meetings including website visits, webinar registrations and email subscribers
• Use AI and sales engagement tools to personalize at scale: understand key buying signals, market trends, and drive interest through curated events and experiences, direct mailing, personalized outreach.
• Own the handoff to sales: book qualified meetings and hand off with enough context that discovery starts on solid ground.
• Partner with demand gen and sales on what's working: conduct campaign feedback, messaging tests, and pipeline reviews and feed that back into the outbound playbook.
• Document the outbound playbook as you build it: you are proving the motion and ready to hand off or scale into a team as pipeline needs grow.

30 days

You understand Spoke's ICP, the tools in use (CRM and sales engagement stack), and what's been tried in outbound so far. You've audited the target account list and messaging, and started building working relationships with sales and demand gen.

90 days

You're running a repeatable, documented outbound motion — account mapping, sequencing, and ABM triggers — and consistently generating net‑new opportunities against mutually agreed upon targets.

6 months

The outbound engine is proven and scalable. You can show which messaging, channels, and account segments convert, and you're making the case to the business for what to invest in next — including whether and when to grow the function into a team.

• Experience generating B2B SaaS pipeline through outbound prospecting — cold email, cold calling, Linked In — not just working an inbound queue.
• Experience building or owning an ABM motion in partnership with a marketing or demand gen team.
• Comfortable being the person who builds the playbook rather than inherits one and…