Strategic Business Development Representative

About the Role

As a Strategic BDR at Funnel, your mission is clear: drive measurable pipeline through outbound prospecting while effectively qualifying and inbound opportunities. This role is not about activity for activity’s sake — it’s about performance. You will work on an enterprise target account list, engage with decision-makers with tailored outreach, and book qualified meetings that directly fuel revenue. Success here requires persistence, discipline, and a performance-first mindset.

You’ll be on the front lines of growth, learning how Funnel creates value for marketers and analysts while gaining exposure to sales strategy, product positioning, and market engagement. This role offers a platform to sharpen commercial skills, build visibility across the business, and prove your ability to deliver results in a high-impact function.

Mission Statement

Our mission is to maximize Funnel’s sales pipeline by connecting with marketers and analysts, diagnosing their marketing data pain points, and introducing a better way to achieve their goals. BDRs act as consultants and educators at the top of the funnel, leading with insights rather than features.

We help prospects see Funnel as a partner, not a vendor — which means being prepared, informed, and performance-driven. Every conversation should create clarity, spark interest, and move a prospect toward meaningful next steps with our sales team.

Goals & Accountability

Strategic BDRs are responsible for pipeline creation through outbound outreach and inbound. Performance is measured by meetings set, meetings held and pipeline growth 

Key expectations:

• Performance comes first. Consistent delivery against targets is the measure of success

• Quality matters — as the way to get there. Personalization, insight, and persistence are what make outreach effective, but the standard is results.

• Impact over effort. The goal of outreach is not activity volume alone, but the creation of qualified, revenue-converting opportunities.
  

Structure & Team Alignment

The Strategic BDR function sits at the center of Funnel’s growth engine. You’ll work in close collaboration with Strategic Account Executives to break into target accounts, while also collaborating with Marketing, Leadership, and Product to align messaging and strategies.

With SAEs: Partner on account strategy and outreach execution.

With Marketing: Leverage campaigns, insights, and intent data to sharpen targeting.

With Leadership & Product: Feed market feedback into the organization, shaping how we engage prospects and evolve our solution.

Together, we create the opportunity and drive it through to closed business.

What You’ll Do (Responsibilities)

• Outbound pipeline generation: Identify ICP accounts and personas; build targeted lead lists using Cognism/Sales Navigator; launch multi-channel outreach (calls, emails, LinkedIn).

• Cold calling excellence: Lead with strong openers, handle objections with confidence, and secure next steps.

• Sequencing & persistence: Run disciplined, multi-touch cadences with personalization and consistent follow-up.

• Qualification & booking: Diagnose pain, confirm fit, and book discovery/demos for AEs with clear, actionable context.

• Account engagement: Multi-thread key accounts, nurture “not-yet-ready” prospects, and manage callbacks effectively.

• CRM hygiene: Maintain accurate records in HubSpot to ensure visibility, coaching, and performance tracking.

• AI: Leveraging AI for higher productivity

How We Measure Success (KPIs)

Leading indicators:

• Enrolled contacts

• Sequences started

• Meetings booked

• Pipeline growth

Outcome indicators:

• Meetings booked

• Meetings held

• Pipeline created

• Lat