Phocas Software
Business Development Representative
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Business Development Representative
As a Business Development Representative at Phocas, you’ll play a critical role at the front of our revenue engine—creating the conversations and qualified opportunities that fuel our growth.
This is more than a high-volume prospecting role. We’re looking for someone who can combine consistent outbound activity with curiosity, creativity, and strong commercial thinking. You’ll engage prospective customers, understand what is happening in their business, uncover where Phocas can add value, and create high-quality opportunities for our Sales team.
You’ll work across inbound, outbound, and partner-generated leads while continually developing your prospecting, discovery, and sales skills.
What You’ll Be Hired to Accomplish
- Consistently create high-quality sales opportunities.
- Build a reliable flow of qualified opportunities that meet agreed quality standards and give our Sales team a strong foundation for progressing conversations.
- Build and maintain a healthy prospect pipeline.
- Develop pipeline through a balanced mix of proactive outbound prospecting, inbound lead follow-up, and collaboration with our partner network.
- Turn prospecting into meaningful business conversations.
- Go beyond surface-level qualification. Understand a prospect’s business, challenges, priorities, and potential value drivers so we know where Phocas can make an impact.
- Drive engagement through consistent, creative outreach.
- Maintain high levels of outbound activity across multiple channels, follow structured prospecting cadences, and continually look for better ways to engage our target customers.
- Continuously improve your sales effectiveness.
- Use coaching, data, feedback, and experimentation to improve conversion, messaging, discovery, and overall performance.
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What You’ll Own
- You’ll own prospect engagement from initial outreach through qualified opportunity creation. This includes identifying and researching prospects aligned to the Phocas ideal customer profile, executing multi-channel prospecting campaigns, responding quickly to inbound interest, and conducting effective initial discovery.
- You’ll clearly articulate the Phocas value proposition, qualify business needs and pain points, and ensure Sales receives a strong, well-informed handoff.
- You’ll also work closely with Sales, Marketing, and our Partner teams to execute targeted campaigns, while maintaining accurate CRM data and strong pipeline hygiene.
How We’ll Measure Success
Success in this role will be measured by both activity and outcomes. Key indicators will include:
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- Qualified sales opportunities created
- Quota attainment
- Lead-to-opportunity conversion
- Inbound lead response time
- Consistent outbound activity and prospecting cadence execution
- Quality of opportunities passed to Sales
- Continued improvement in prospect engagement and conversion
What Will Make You Successful
You’re likely to thrive in this role if you have strong sales drive and resilience and enjoy the challenge of creating opportunities from the ground up.
- You’re naturally curious and comfortable asking questions that uncover what is really happening within a prospective customer’s business.
- You communicate clearly, manage your time well, and can balance activity expectations with thoughtful, personalized engagement.
- You learn quickly, use technology and data to make yourself more effective, and actively seek feedback to improve.
- Most importantly, you take ownership of your results and work well as part of a broader revenue team.
We are a 2020 Circle Back Initiative Employer – we commit to respond to every applicant. To all recruitment agencies: Phocas does not accept agency resumes. Please do not forward resumes to our jobs alias, Phocas employees, or any other company location. Phocas will not be responsible for any fees related to unsolicited resumes.
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