Business Development Representative (BDR)

Shift5 is the observability platform for onboard operational technology (OT). We’re a rapidly growing scale-up that specializes in cybersecurity, predictive maintenance, and compliance for operational technology (OT) systems across Defense, aerospace, and rail. We are a collaborative, passionate, and driven cadre of dynamic, multidisciplinary experts and we’re focused on helping our customer’s fleets run smarter and safer by accessing and democratizing the volumes of onboard OT data generated by transportation and freight fleets, and defense fleets and weapon systems. Come join us.

Shift5 is seeking a full-time Business Development Representative (BDR) to join our growing team. We’re looking for a results-oriented, customer-focused, team player with the creativity, expertise, and demonstrated success to help Shift5 continue its rapid growth trajectory across our Federal, Commercial, and International verticals.

To be successful in this position, you should be:

• Collaborative– have positive and energetic communication skills and be an active listener
• Results-oriented with a focus on executing activities that support the company’s growth goals
• Flexible to accommodate change, while remaining focused on core business objectives and customer satisfaction · 
• A self-starter with exceptional outbound skills – you can show that you set goals and achieve them
• Self-aware, using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Familiar with target Ideal Customer Profiles across Defense, Aviation, Maritime, and Rail
• An expert at both understanding where buyers and influencers are in their journey and nurturing them to the next stage
• Proficient in Salesforce and supporting tools critical for sales/marketing hygiene and reporting
• Attune to vertical specific buying cycles, patterns, dependencies, and requirements
• Familiar with best practices for lead management, scoring, and routing

This is a cross-functional role directly supporting Sales and Marketing and will report directly to the VP of Marketing.

Responsibilities:

• Qualify and progress inbound leads in partnership with the demand generation team to drive conversion and create sales-ready opportunities
• Research accounts, identify key players, generate interest and develop accounts to stimulate opportunities
• Become a trusted resource and develop lasting and firm relationships with prospects
• Consistently achieve qualified opportunity quotas to ensure territory revenue objectives
• Provide closed-loop feedback to ensure consistent improvement in our communication and processes
• Leverage Shift5’s GTM technology stack to support lead generation efforts, pipeline management, and revenue growth
• Document and report out on common objections, technical questions, and behavioral observations specific to prospects
• Partner with product managers, sales, and the marketing team to provide input for collateral, thought leadership, blogs, and campaigns.
• Maintain expertise across target buyers and influencers, market trends, and competitive offerings across core industry verticals to inform outreach and follow-up activities.
• Develop reports to track the effectiveness of outreach to include conversion, time in stage, buyer intent, campaign engagement, and more
• Baseline performance metrics to show quarterly improvements, measure pipeline created and influenced, and show progress against goals and revenue targets
• Drive results consistently, adapt to shifting priorities, and manages workload effectively
• Collaborate effectively with the marketing and sales teams to inform broader strategies and tactics such as digital, email, and advertising campaigns, PR strategies, GTM motions, launch campaigns, nurture campaigns, and all other marketing objectives.
• Collaborate cross-functionally with stakeholders to ensure bi-directional communication, input, and awareness of objectives and activities

Qualifications:

• Bachelor's Degree required · 5+ years of experience in a similar role with demonstrated success in a customer-facing role
• Federal experience required
• Experience in online and digital marketing, including understanding of the latest B2B and B2G marketing and sales tactics
• Working knowledge of Salesforce/Pardot, or other CRM/marketing automation tools required
• Excellent oral, written, communication, and presentation skills
• Demonstrated ability to model a culture of accountability, transparency and data-driven decision making
• Strong relationship building skills
• Hands-on attitude with all tactical marketing elements