Business Development Representative

Company Description

MicroStrategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends—we set them and drive change. As a market leader in enterprise analytics and mobility software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate.

But that's not all. MicroStrategy is also leading a groundbreaking shift in how companies approach their treasury reserve strategy, boldly adopting Bitcoin as a key asset. This visionary move is reshaping the financial landscape and solidifying our position as a forward-thinking, innovative force in the market. Four years after adopting the Bitcoin Standard, MicroStrategy's stock has outperformed every company in the S&P 500.

Our people are the core of our success. At MicroStrategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.

Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.

Join us and be part of an organization that lives and breathes innovation every day. At MicroStrategy, you're not just another employee; you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.

Job Description

The Role: We are seeking to build a best-in-class business development team at our headquarters in Tysons, Virginia, and we are looking for entrepreneurial, fearless, and engaging team members.

Location: Tysons, Virginia (MicroStrategy Global Headquarters)

In-Office Position: At MicroStrategy, Monday, Tuesday, Wednesday, and Thursday are in-office days with Fridays as work-from-home. There is flexibility to accommodate day-to-day needs, but the North American Business Development Representative role is an in-office position.

As a North American Business Development Representative (BDR), you will be responsible for conducting strategic business development on new prospect targets and developing our sales pipeline, with the objective of developing and converting leads into qualified opportunities for the North American Sales Team. This position is all about understanding our prospect’s needs, establishing credibility, positioning MicroStrategy’s value and solutions to key decision-makers, and creating a sense of urgency. You will be focused on capturing BANT (Budget, Authority, Need, and Timing) and MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Partners, Identified Pain, Champion, and Competition) to tee up qualified opportunities for Sales.

This role is highly fungible and will include outbound activity, working inbound leads, developing outreach campaigns, conducting presentations, utilizing sales technology (e.g., LinkedIn Sales Navigator, Salesloft, ZoomInfo, Salesforce, etc.), delivering high-level demos with prospects, and more.

Your Focus: 

• Lead Generation: Engage with inbound marketing leads and generate outbound prospect leads through strategic prospecting efforts, driven by curiosity, connection, and creativity.
• Qualify Prospects: Assess and qualify leads by identifying alignment with budget, authority, needs, and timing (BANT) to determine the potential and readiness for sales engagement.
• Relationship Building: Foster genuine connections with prospects, understanding their business challenges and showcasing how MicroStrategy’s solutions can transform their operations.
• Collaborative Outreach: Work closely with the sales and marketing teams to synchronize strategies for lead handoff and follow-up, ensuring a seamless prospect experience.
• Pipeline Management: Maintain a robust pipeline, utilizing our CRM and outreach tools to track interactions and progress, and provide regular updates on lead status and performance metrics.
• Impactful Communication: Craft and deliver compelling messages through emails, calls, LinkedIn, and social media, capturing the interest and imagination of potential clients.
• Market Intelligence: Stay informed about industry trends, competitor activities, and technological advancements to keep our solutions ahead of the curve.
• Events & Tradeshows: Support prospecting events for campaigns in your region and MicroStrategy World.
• MicroStrategy Product & Bitcoin Knowledge: As a MicroStrategist, you are to understand our MicroStrategy ONE AI+BI Platform, be able to connect it to business value, and provide introductory demos to prospects. As w