Business Development Rep

• Respond promptly to inbound leads, including demo requests, webinar attendees, event leads, and marketing-generated inquiries
• Conduct qualification conversations to understand prospects’ needs, challenges, priorities, and fit with Case IQ products
• Identify high-potential opportunities and route qualified prospects to the appropriate Account Executive
• Ensure seamless, well-documented handoffs
• Maintain accurate and up-to-date lead and activity records in Salesforce
• Partner with Marketing on lead quality, campaign effectiveness, prospect trends, and messaging feedback
• Execute follow-up strategies to nurture early-stage leads and re-engage inactive prospects
• Meet or exceed monthly targets for qualified opportunities, conversion rates, and pipeline contribution
• Build knowledge of Case IQ products, target markets, customer needs, and competitive positioning

Business Development Representative

• Recruit, hire, coach, and manage a team of Business Development Representatives
• Proactively identify and launch initiatives to drive new business development growth and operational excellence
• Monitor and refine processes, metrics, and tools to maximize success on the BDR team
• Achieve monthly, quarterly and annual pipeline and revenue targets
• Report on pipeline-building metrics and forecast to senior sales management
• Collaborate with sales enablement for targeted training and development
• Motivate individuals and team to exceed objectives through coaching and mentorship
• Work with marketing and sales operations to ensure thorough follow up of inbound leads
• Empower your team to take ownership of their territory
• Ensure that team metrics are aligned with the broader organizational objectives
• Provide insightful feedback from prospect conversations to product, sales and marketing leadership
• Partner with marketing to qualify inbound leads and drive outbound prospecting with the AE team

BDR Manager

• Grow and develop new business across the public sector market
• Research and pursue opportunities
• Develop strategic business plans
• Build and maintain a healthy sales pipeline
• Lead the process of establishing cooperative contracts for Geotab’s sales channels
• Work with the Business Segment team to advance priority pursuits, develop partners, and identify market differentiators
• Collaborate with Partner Account Managers, resellers, internal teams, and leadership
• Support proposals and shape short- and long-term plans
• Prospect, research, identify, and pursue new business opportunities
• Evaluate and implement strategic business plans
• Build, qualify, and establish cooperative contracts as subject matter expert
• Target and close priority client pursuits
• Prepare sales targets and budgets
• Monitor business development activity and maintain pipeline data
• Identify and develop new partners through outbound market research and analysis
• Analyze competitors and develop unique selling propositions
• Maintain industry and competitive landscape knowledge
• Attend trade shows and speak at conferences
• Educate Partner Account Managers and resellers as subject matter expert
• Provide input on opportunities, competitive analysis, market trends, and business environment
• Collaborate on the RFX process with internal departments
• Develop strategic plans with leadership
• Support global strategic initiatives

Business Development Manager – Public Sector

• Carry a personal patch of named enterprise accounts and lead a team against targets
• Set the pace on activation, discovery and opportunity progression
• Model excellence on calls, discovery, account planning and CRM usage
• Coach representatives on strategic outreach, discovery, multithreading and value creation
• Own onboarding and ramp for new joiners and build team playbooks, rituals and standards
• Run one-to-ones, pipeline reviews and skill sessions
• Develop deep understanding of named enterprise accounts and identify where Fenergo can create value
• Craft tailored messaging for senior stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership
• Use SPICED discovery to uncover strategic problems, business impact, decision context, critical events and stakeholder motivations
• Develop account-specific value hypotheses connecting Fenergo capabilities to customer priorities
• Engage multiple stakeholders across accounts and move beyond single-contact engagement
• Partner with Field Sales Representatives on account strategy, personas, activation plans, messaging, discovery learnings and next steps
• Maintain quality activation plans, discovery notes and progression insight
• Use CRM and revenue tools to make engagement, pipeline creation and opportunity movement visible and measurable

Business Development Team Lead

• Partner with the GTM Sales team to research and prioritize target accounts
• Identify and engage stakeholders across creative, marketing, production, and technology teams
• Develop outbound campaigns across email, phone, and other channels
• Craft personalized messaging for brand-driven and technical organizations
• Generate qualified pipeline and schedule meetings for Enterprise and Mid Market account executives
• Experiment with messaging, targeting, and sequencing to improve engagement and conversion
• Maintain notes and activity in CRM tools to support coordinated account strategy
• Share prospect feedback to inform positioning, product direction, and go-to-market strategy
• Manage and close select SMB or smaller expansion opportunities over time
• Help define best practices, contribute to playbooks, and influence the evolution of the BDR function

• Build the client portfolio by promoting the Company’s financing solutions to small and mid-sized businesses across Canada
• Assist other team members, help manage their accounts, and provide ongoing support
• Plan and execute daily and weekly outreach activities to achieve individual and team sales targets
• Contact new, existing, and inactive clients to identify financing needs and generate opportunities
• Build and maintain strong client relationships while identifying future capital requirements
• Collect and review documentation for funding applications and compliance requirements
• Collaborate with Sales, Risk, and Operations teams to process client files efficiently
• Support Account Executives by qualifying opportunities and moving deals through the sales pipeline
• Maintain accurate client records and activity tracking within CRM systems
• Monitor sales performance, provide progress updates, and contribute to team objectives
• Complete administrative tasks related to prospect and client file management
• Perform other duties as assigned to support the Revenue team and business goals

• Plan and execute daily and weekly prospecting activities to achieve individual and team sales targets.
• Engage with prospective, current, and inactive customers to identify their financing needs and generate new business opportunities.
• Build and maintain strong customer relationships while proactively anticipating their future capital needs.
• Collect and review the documentation required to support financing applications and ensure compliance with applicable requirements.
• Collaborate with the Sales, Risk, and Operations teams to ensure the efficient processing of customer files.
• Support Account Managers by qualifying business opportunities and helping advance deals through the sales pipeline.
• Maintain accurate customer records and track activities in customer relationship management (CRM) systems.
• Monitor sales performance, communicate progress, and contribute to achieving team targets.
• Perform administrative tasks related to managing prospect and customer files.
• Perform any other related duties assigned to contribute to the success of the Revenue team and the achievement of company objectives.

• Build win-back, no-show recovery and nurture motions for Katana's Advantage go-to-market motion
• Report to the VP of Revenue
• Create qualified opportunities for Account Executives
• Convert inbound leads through fast follow-up and qualification
• Recover demo no-shows by following up the same day and rebooking within 48 hours
• Establish and manage the demo no-show backlog with RevOps
• Run structured win-back campaigns on closed-lost opportunities
• Determine why deals were lost and whether changed circumstances justify restarting them
• Convert in-market leads and past contacts from nurture into Sales conversations
• Design and run narrow, ICP-only outbound experiments, no more than two at a time
• Define each experiment's hypothesis, success bar and kill date
• Evaluate experiment results and stop campaigns that miss their success bar
• Establish qualified-opportunity baselines and repeatable sales motions
• Document the playbook for future BDRs

Senior Business Development Representative

• Recruit, onboard, train, develop and coach developing advisors during their first four years
• Help advisors establish their businesses and build holistic financial services practices covering life and health insurance and wealth products
• Source advisor candidates through community contacts, referrals and centres of influence
• Support candidates with licensing studies, market identification, business planning and joint client appointments
• Conduct training on product knowledge, sales processes, and pre- and post-sales support
• Coach advisors on prospecting, holistic practice development, cross-selling, sales cycles and business management
• Help advisors achieve sales growth, productivity and client engagement objectives
• Partner with head office Centre of Excellence teams to support advisors
• Monitor and track advisor activities and analyze data to generate business insights
• Oversee compliant operations, training, licensing, registration and product suitability reviews
• Escalate client complaints and conduct advisor investigations
• Ensure advisor conduct aligns with the Advisor Agreement
• Achieve recruiting and production metrics
• Foster positive district culture through events, recognition programs and meetings
• Build Sun Life and local advisors’ community presence through events, activities and sponsorships
• Report to the District Manager and collaborate with district and regional teams

Business Development Partner

• Recruit, onboard, train, develop, and coach developing advisors during their first four years
• Help advisors establish their businesses and build holistic financial services practices including life and health insurance and wealth products
• Report to the District Manager and collaborate with district and regional teams to generate business results
• Source advisor candidates through community contacts, referrals, and centres of influence
• Support candidates with licensing studies, market identification, business planning, and joint client appointments
• Train and onboard new advisors and oversee implementation of onboarding plans
• Provide product knowledge, sales process, and pre- and post-sales training
• Coach advisors on prospecting, holistic business development, cross-selling, sales cycles, business management, and related skills
• Help advisors achieve sales growth, productivity, client engagement, and other financial and strategic objectives
• Partner with head office Centre of Excellence teams to support advisors
• Monitor and track advisor activities and analyze data to generate business insights
• Ensure compliant operations, licensing, registration, and product suitability reviews
• Escalate Client complaints and support advisor investigations
• Ensure advisor conduct aligns with the Advisor Agreement
• Achieve recruiting and production metrics
• Foster positive District culture through events, recognition programs, and meetings
• Build community presence for Sun Life and local advisors through events, activities, and sponsorships