Business Development Representative, Mid-Market

Workhuman is building the Mid-Market (MM) segment as a distinct growth engine, with dedicated focus, strategy, and execution across Sales, Marketing, Product, Customer Success, and Operations. 

The Mid-Market Business Development Representative (BDR) is responsible for generating qualified pipeline and accelerating revenue growth within the Mid-Market segment. This role serves as the front line of Workhuman's go-to-market strategy, identifying target accounts, engaging prospective buyers, qualifying opportunities, and creating sales conversations that convert into pipeline and revenue. 

The BDR will partner closely with Mid-Market Account Executives, Marketing, and Sales Leadership to execute account-based prospecting strategies, convert inbound demand, and uncover new opportunities within target markets. This individual will also act as a critical source of market intelligence, helping Workhuman continuously refine its Mid-Market strategy, messaging, and target account approach. 

Success in this role will be measured by qualified meetings generated, pipeline created, account penetration, and contribution to overall Mid-Market revenue growth. 

**This is a hybrid role requiring 3 days per week onsite in our Framingham, MA office**

**Applicants must have valid permanent work authorization in the U.S. (e.g., U.S. citizen, permanent resident). We are unable to offer visa sponsorship for this role. 

What You'll Do

• Generate qualified pipeline through proactive prospecting across phone, email, LinkedIn, referrals, events, and other channels.

• Qualify and convert inbound leads through rapid follow-up and effective discovery.

• Partner with Account Executives to identify target accounts, map buying committees, and execute coordinated outreach strategies.

• Research target organizations, decision-makers, business priorities, industry trends, and trigger events to personalize engagement.

• Maintain accurate records of prospecting activity, account engagement, and opportunity progression within Salesforce and sales engagement platforms.

• Share customer feedback, competitive intelligence, market trends, and messaging insights to help improve sales and marketing effectiveness.

What Success Looks Like

• Consistently generates qualified pipeline that contributes to Mid-Market revenue goals.

• Delivers high-quality meetings with decision-makers and key stakeholders.

• Successfully engages multiple contacts within target accounts and expands awareness of Workhuman's solutions.

• Converts inbound interest into qualified opportunities while creating a seamless prospect experience.

• Maintains strong CRM hygiene, reporting accuracy, and process discipline.

• Provides actionable market insights that improve targeting, messaging, and campaign effectiveness.

• Acts as a trusted partner to Account Executives and Mid-Market leadership.

Performance Expectations

• Generate 10–12 qualified first meetings per month with Mid-Market decision-makers and buying influencers.

• Create $1M+ in qualified pipeline per quarter through outbound prospecting and inbound lead conversion.

• Execute consistent, high-quality multi-channel outreach across target accounts.

• Respond to inbound leads within established service-level agreements (target: under 15 minutes during business hours).

• Maintain complete and accurate prospect, account, activity, and opportunity records.

• Continuously develop prospecting, qualification, and business acumen skills while building expertise in Workhuman's Mid-Market customer profile, value proposition, and competitive landscape.

The base salary range for this position is $50,000–$70,000. Offered base compensation within this range will be determined based on the candidate’s q