Inside Business Development Representative BDR
Richmond
Security 101 is seeking an Inside Business Development Representative (BDR) responsible for generating qualified pipeline by engaging prospective customers, existing accounts, and marketing-generated leads through strategic outbound prospecting and data-driven sales campaigns. Operating primarily within HubSpot, this role executes targeted sales plays, nurtures prospective buyers, supports Account-Based Marketing (ABM) initiatives, and identifies cross-sell and upsell opportunities across Security 101's installed customer base. Working in close partnership with Marketing and the field sales organization, the BDR plays a critical role in converting demand into revenue opportunities and accelerating company growth.
Salary:
This is a Full-time position with an annual salary of $55,000-$60,000 non-exempt, commensurate with skills, and experience.
Benefits:
Our benefits include medical, dental, vision, prescription coverage, life and disability insurance, 401(k) match plan, paid holidays, PTO and more.
Why join Security 101?
- Competitive compensation
- Industry-leading security solutions and support
- Growth opportunities in a dynamic, expanding company
- A team-oriented culture that values high performance
Skills/Abilities:
- 1–3 years of business development, inside sales, lead generation, or sales development experience.
- Excellent communication and organizational skills.
- Comfortable with high-volume outbound prospecting.
- Experience with CRM platforms (HubSpot preferred).
- Experience in electronic security, physical security, technology, SaaS, or B2B solution sales preferred.
Responsibilities:
Key Responsibilities:
- Identify and engage new prospective customers through outbound calling, email, LinkedIn, and digital prospecting.
- Generate qualified appointments and opportunities for outside sales.
- Research target accounts, decision makers, and buying centers.
- Maintain consistent prospecting activity to achieve pipeline goals.
- Conduct proactive outreach to existing customers to uncover cross-sell, upsell, refresh, service, and managed services opportunities.
- Partner with Marketing to execute ABM follow-up, webinar follow-up, event follow-up, digital campaigns, target account campaigns, vertical initiatives, product launches, and territory sales plays.
- Specialize in assigned vertical markets as needed.
- Schedule qualified discovery meetings and document customer intelligence in CRM.
- Collaborate with Marketing and Sales to improve campaigns and messaging.
HubSpot & Sales Technology Responsibilities:
- Execute outbound prospecting campaigns using HubSpot Sequences.
- Manage daily prospecting using HubSpot Tasks and Work Queues.
- Qualify inbound and marketing-generated leads within established SLAs.
- Execute follow-up strategies for ABM campaigns.
- Manage nurture sequences for prospects not yet sales-ready.
- Maintain CRM accuracy for contacts, companies, opportunities, lifecycle stages, and lead status.
- Identify trigger events such as expansions, acquisitions, refresh cycles, and staffing changes.
- Collaborate with Marketing using HubSpot reporting and dashboards.
- Support CRM data hygiene initiatives.
Marketing Alignment:
- Follow up on webinar attendees.
- Follow up on event attendees.
- Respond to digital campaign engagement..
- Execute industry-specific campaigns.
- Support new solution launches.
- Reactivate dormant opportunities.
- Re-engage inactive customers.
- Run installed-base expansion campaigns.
- Support Pro AV cross-sell initiatives.
- Support managed services campaigns.
- Coordinate territory growth initiatives with field sales.
Education:
- Bachelor's degree or equivalent experience.