Sr. Business Development Representative (BDR)

Overview

We are seeking a motivated Sr. Business Development Representative (BDR) to join our growing sales organization. This role is responsible for generating new business opportunities, qualifying inbound and outbound leads, and building a healthy pipeline for our sales team. The ideal candidate is a curious, driven professional with strong communication skills and at least two years of experience in business development, sales, or a client-facing role.

This is a high-impact, high-visibility position within Prosci, playing a critical role in helping us achieve our ambitious financial targets and growth objectives. As a Sr. BDR, you will contribute directly to the success of our sales organization and gain exposure to senior leadership. It’s an excellent opportunity to build a career in enterprise sales within the professional services and training sector, while contributing to Prosci’s mission of helping organizations build change capabilities.

Since our founding in 1994, Prosci has been laser-focused on change. By combining our deep understanding of people with a proven methodology rooted in the creation of the ADKAR® model, we’ve helped countless people and organizations thrive. Our solutions empower customers with lasting change resiliency through a unique blend of training, advisory services, and licensing options, including Kaiya, our AI change management coach.

At Prosci, we are a purpose-driven organization full of passionate, curious, and results-oriented people. Working at Prosci means being part of a dynamic team that is dedicated to our purpose of creating a world where change is done right. Join us and be part of a culture that thrives on continuous learning, growth, and making a difference.

Check out our website for more about our team and approach: https://www.prosci.com/about. 

Key Responsibilities

• Pipeline Generation: Proactively identify and qualify new business opportunities through outbound prospecting, inbound leads, event follow-up, and targeted outreach campaigns.
• Account Research: Research prospective organizations to understand their needs, organizational structure, and potential fit for Prosci’s training, licensing, and advisory solutions.
• Prospect Engagement: Connect with prospects through phone calls, emails, LinkedIn, and other channels to build meaningful relationships and set qualified meetings.
• Collaboration: Partner with Account Executives, Account Managers, and the Sr. Director of Business Development to align territory strategies and ensure healthy pipeline coverage.
• CRM Excellence: Maintain accurate and timely records of all prospecting and qualification activities in Salesforce.
• Marketing Alignment: Collaborate with Marketing to support lead-generation campaigns and ensure messaging consistency.
• Performance & Impact: Consistently meet and exceed activity, pipeline, and opportunity-creation targets, directly contributing to revenue growth.
• Representation: Represent Prosci with professionalism, enthusiasm, and a client-first mindset in all prospect interactions.

Success Profile

Based on this role’s scope and responsibilities, we are seeking candidates with the following minimum qualifications, skills, attributes, and competencies. Preferred qualifications are also noted.

Competencies

• Being Resilient – Views challenges as opportunities to learn and adapt, maintaining energy and optimism to keep driving results despite obstacles.
• Builds Networks – Builds and leverages a broad network of contacts—both within Prosci and across client organizations—to generate leads and accelerate pipeline development.
• Communicates Effectively – Adapts communication style to connect authentically with prospects and colleagues, ensuring clarity, influence, and impact.
• Customer Focus – Engages prospects with curiosity and empathy, uncovering pain points and positioning Prosci’s solutions to deliver meaningful outcomes.
• Drives Results – Demonstrates determination and grit, turning obstacles into opportunities to achieve ambitious sales targets.
• Situational Adaptability – Adjusts communication and approach in real time to effectively engage diverse prospects and respond to changing circumstances.

Qualifications

• Bachelor’s degree in Business, Marketing, Communications, or related field (or equivalent experience).
• Minimum of 2 years of relevant experience in B2B business development, inside sales, or a client-facing role (preferably in professional services, training, consulting).
• Demonstrated ability to build rapport quickly and engage prospects in meaningful conversations.
• Strong organizational skills with the ability to manage multiple priorities.
• Excellent written and verbal communication skills.
• Familiarity with Salesforce or similar CRM tools preferred.
• A growth mindset, resilience, and eagerness to learn.

Additional Preferences

• Knowledge of or exposure to MEDDPICC sales methodology is a strong plus.

Additional Information

Travel Requirements: This role requires 10% travel for team meetings, conferences, company events.

Work Location: This is a remote role within the US.

Compensation: $95,000 USD is the projected OTE range (On-Target Earnings) for this role, with a 65-35 split. This is comprised of base salary ($61,750) + variable commissions ($30,780) + variable performance bonus ($2,470). Commissions are uncapped.

Benefits: Through our experience and strategic focus on the people side of change, we know that by taking care of our people, we are taking care of our business. In addition to the compensation detailed above, we offer comprehensive wellness benefits, including generous flexible paid time off, holidays and volunteer time, medical, dental, vision, long-term and short-term disability programs, life insurance, pet insurance, 401k with company matching, and access to LinkedIn Learning.  Our “mostly virtual” culture is vibrant with many opportunities to collaborate with colleagues from around the world, get involved in employee-led interest and resource groups, and to meet up with team members at in-person local or market-wide events.

We hope you're interested in making a difference with us. Even if you don't feel that you meet every requirement listed in this job description, we still encourage you to apply. Prosci is an equal opportunity employer that is committed to inclusion and diversity.  Employment opportunities at Prosci are available to all applicants, without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status, or any other legally protected characteristics. You can learn more about our efforts to build a more inclusive, equitable and diverse organization: https://www.prosci.com/about/dei.

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