RocketPhone.ai
Enterprise BDR
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Enterprise Business Development Representative
Location: London – Hybrid
Team: Enterprise Sales
Company: RocketPhone.ai
The Role
We’re looking for an experienced Enterprise BDR to help us break into and develop some of the largest Salesforce customers in the UK.
This is not a role about simply working through a list and trying to book as many meetings as possible. Enterprise prospecting requires a more measured, account-led approach. You’ll need to understand an organisation, identify where relevant projects and initiatives are happening, map the people involved and work out how to create a route into the account.
You’ll work closely with our Enterprise AE, but you’ll be expected to take real ownership of your accounts and build your own strategy for penetrating them.
We still want the hunger, resilience and phone-first mentality of a great BDR. The difference is knowing when to dial 50 people and when to spend 30 minutes understanding one account properly.
What You'll Be Doing
You’ll own outbound business development across a defined portfolio of enterprise accounts, primarily Salesforce customers.
Your job is to create high-quality, commercially relevant opportunities, not just meetings.
That means:
- Building detailed account plans across your target accounts
- Identifying relevant business initiatives, transformation programmes and buying triggers
- Mapping multiple stakeholders across Sales, Sales Operations, IT, Salesforce, Transformation, Data and senior leadership
- Multi-threading accounts rather than relying on a single contact
- Understanding relationships between champions, decision-makers, influencers and blockers
- Using conversations with one stakeholder to intelligently navigate towards others
- Cold calling confidently into senior enterprise personas
- Using LinkedIn, email, research and intent signals alongside the phone
- Developing personalised messaging based on the account and stakeholder
- Nurturing accounts where the timing isn't right today
- Qualifying opportunities properly before bringing in the AE
- Working closely with your Enterprise AE on account strategy, messaging and prioritisation
- Maintaining excellent account and contact data within Salesforce
- Staying involved as opportunities develop where your relationships or account knowledge can help
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Some accounts may convert quickly. Others may require months of intelligent nurturing. You'll need to know the difference.
The Type of BDR We're Looking For
We want someone who genuinely enjoys business development and understands that Enterprise BDR is a discipline in its own right.
You should be hungry and competitive, but not reckless with your territory. You’re someone who can look at a large account and think:
- Who matters here?
- What is happening in this business?
- Where could RocketPhone fit?
- Who owns that initiative?
- Who else should I speak to?
- And how do I use what I've already learned to make the next conversation better?
You should be comfortable building relationships across an account and playing the longer game when necessary, while still maintaining the activity and urgency required to consistently generate pipeline.
What We're Looking For
Essential:
- Previous BDR/SDR or business development experience within Enterprise B2B software/SaaS
- Experience prospecting into large, complex organisations
- Demonstrable experience multi-threading enterprise accounts
- Strong account-based prospecting and research skills
- Comfortable cold calling senior stakeholders
- Evidence of consistently generating qualified enterprise pipeline
- Experience working closely with Account Executives on account strategy
- Strong CRM discipline
- Comfortable operating with autonomy rather than following a rigid playbook
- Commercially curious and able to think on your feet
Highly desirable:
- Experience working with Salesforce
- Previous experience at a Salesforce ISV, Salesforce consultancy/SI or Salesforce itself
- Existing understanding of the Salesforce ecosystem and its key personas
- Experience selling technology around CRM, AI, data, communications, sales technology or digital transformation
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How We Sell
The phone remains a huge part of our outbound motion.
We don't want someone who hides behind automated email sequences and calls it prospecting. But Enterprise outbound isn't a competition to make the most calls either.
We expect you to combine high-quality research, intelligent account selection, multi-threading and persistent phone outreach.
If somebody says "interesting, but this isn't my responsibility," your job isn't simply to mark them as unqualified. It's to work out whose responsibility it is, what project it relates to, who owns that project, whether it has budget and how we get there.
About RocketPhone
RocketPhone builds conversation technology natively around Salesforce, helping organisations capture and use customer conversation data that would otherwise be lost.
Our products include RocketPhone and RocketCell, bringing business calling, mobile communications and conversation intelligence into Salesforce.
We’re growing quickly and building out our commercial organisation across SMB, Mid-Market and Enterprise.
You'll be joining an environment where there is plenty of opportunity, but not a huge corporate playbook telling you exactly what to do.
We want people who enjoy that.
Why Join?
You'll have genuine ownership of an Enterprise territory and the freedom to develop an account strategy alongside your AE.
You'll work with experienced commercial people, sell into recognisable enterprise organisations and get exposure to complex B2B technology sales within the Salesforce ecosystem.
And while we're looking for someone who wants to properly own and develop the Enterprise BDR role, we're growing quickly enough that there will be future career routes across Sales, Partnerships, Customer and other commercial functions.
Most importantly, performance gets recognised and rewarded.
If you're commercially smart, love the phone, enjoy figuring out complex accounts and get satisfaction from finally breaking into a company you've been working for months, you'll probably enjoy it here.
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