Business Development Representative

About Wellspring

Wellspring Worldwide, Inc. is a leading provider of web-based software systems for managing research, technology commercialization, and innovation operations for universities, companies, government agencies, and independent labs. Founded in 2003, Wellspring has grown to serve over 500 organizations globally, including Fortune 500 companies, SMEs, hospitals, and universities. The company’s flagship products—Evolve, Astria, Sophia & Flintbox—enable organizations to manage the entire innovation lifecycle, from discovery and IP management to commercialization and knowledge transfer.

The Business Development Representative (BDR) is the engine of top-of-funnel growth. You will own the full prospecting motion — from identifying and sourcing target contacts to feeding them into multi-channel outbound campaigns, nurturing prospects through early-stage conversations, and converting engagement into qualified pipeline. You will also serve as the first human touch for inbound inquiries, respond quickly to capture intent, and work hand-in-hand with Account Executives to book, run, and advance discovery calls. Your output is measured in Sales Qualified Leads (SQLs) and pipeline dollars delivered. 

Core Responsibilities 

Prospecting & Contact Intelligence 

• Research and build target account lists aligned to the Ideal Customer Profile (ICP) using tools such as LinkedIn Sales Navigator, ZoomInfo, Prospeo, Apollo, Cognism, or Clay. 

• Identify, source, and validate key decision-maker contacts (title, email, phone, LinkedIn profile) before loading them into outbound sequences. 

• Use intent data, technographic signals, and firmographic filters to prioritize high-fit, high-intent accounts. 

• Maintain rigorous contact hygiene — verify data accuracy before every campaign load to protect sender reputation and improve deliverability. 

• Monitor trigger events (funding rounds, executive hires, product launches, job postings) to identify timely outreach opportunities. 

Outbound Campaigns & Multi-Channel Outreach 

• Build, launch, and optimize outbound sequences using sales engagement platforms (e.g., Outreach, Salesloft, HubSpot Sequences) across email, phone, and LinkedIn. 

• Personalize messaging at scale — tailor subject lines, opening lines, and value propositions to persona, vertical, and pain point. 

• Execute a structured daily outreach cadence: cold calls, cold emails, LinkedIn connection requests and messages. 

• A/B test subject lines, call-to-action language, and sequence steps; use performance data to iterate and improve reply and booking rates. 

• Leverage AI writing assistants and research tools to accelerate personalization without sacrificing quality. 

Inbound Lead Response & Nurture 

• Respond to inbound inquiries (web forms, chat, content downloads, event registrations) within SLA — target under 5 minutes during business hours. 

• Qualify inbound leads against ICP criteria (BANT: Budget, Authority, Need, Timing) and route appropriately. 

• Nurture leads that are interested but not yet ready to buy using drip sequences, relevant content, and timely follow-up touches. 

• Re-engage cold or stalled leads using fresh messaging, new triggers, or relevant case studies and social proof. 

Booking Meetings & Qualification Calls 

• Convert prospect engagement into booked discovery or qualification calls on Account Executive calendars. 

• Send calendar invites with clear agendas, confirming logistics and providing pre-read materials where appropriate. 

• Attend qualification calls as a participant or note-taker; contribute to the conversation and help establish next steps. 

• Conduct first-line qualification calls independently when appropriate, using a structured framework (MEDDIC, BANT, SPIN, or company