Business Development Representative

• As a Business Development Representative, you will drive pipeline growth across both inbound and outbound channels
• You are responsible for engaging inbound leads from marketing programs (free trials, events, webinars, and content downloads) and proactively prospecting into target accounts through strategic outbound motions
• Your primary objective is to generate Sales Accepted Opportunities (SAOs) by setting Product Qualified Opportunities (PQOs) through identifying, researching, qualifying, and converting prospects into qualified meetings for Account Executives
• You’ll serve as the first point of contact for many prospective customers, building UpKeep’s brand and creating meaningful first impressions that accelerate the sales cycle
• This is a quota-carrying role. The expectation is to consistently meet and exceed your SAO targets month over month
• Respond to and qualify inbound leads from free trials, events, webinars, content downloads, and marketing campaigns
• Engage prospects via email, phone, and chat to assess fit, understand pain points, and determine alignment with UpKeep’s ideal customer profile
• Maintain active engagement with leads through informed, strategic, and creative follow-up sequences
• Partner with Marketing and Product to deliver effective messaging and identify the best-converting customer profiles
• Identify, research, and prospect into target accounts aligned with UpKeep’s ideal customer profile
• Build and execute personalized outbound campaigns via cold calling, email sequences, LinkedIn, and other strategic channels
• Create account plans that reflect a comprehensive understanding of the prospect’s business, maintenance challenges, and how UpKeep delivers value
• Strategically partner with Account Executives to develop and run playbooks for winning prioritized accounts
• Set Product Qualified Opportunities (PQOs) from both inbound and outbound prospects, converting them into qualified meetings for Account Executives
• Consistently meet and exceed monthly and quarterly SAO quotas by generating a strong volume of PQOs across inbound and outbound channels
• Efficiently screen and qualify prospects based on need, authority, timeline, and budget to ensure PQOs convert to SAOs
• Coordinate with Account Executives on account status, deal progression, and feedback loops
• Update and maintain Salesforce (CRM) with accurate activity logging, lead status, and opportunity data
• Participate in and travel to industry events to generate pipeline through in-person engagement
• Perform regular follow-up with existing prospects and customers to surface expansion and upsell opportunities

Benefits

• Work from Home & Hyrbid: Most roles are fully remote, with a home office and WiFi stipend. Some positions are based in our Los Angeles HQ for in-person collaboration.
• Stock Options: We want our full-time employees to share in ownership and success of the company. Team members will receive Incentive Stock Options that can be purchased as soon as they are vested.
• Medical, Mental, Dental & Vision: We are committed to providing a comprehensive benefits program that helps our employees and their families stay healthy and maintain a positive work/life balance.
• 401k Plan: The future looks bright! We are happy to offer our employees the retirement benefits to build the future they want.
• Flexible Time Off: Our flexible PTO policy allows you to take the time you want and need to feel recharged and refreshed.
• Paid Parental Leave: UpKeep strives to support all of our employees. For those expanding their families, we offer a paid parental leave program to enable you to care for and bond with a newborn, newly adopted, or newly placed child.
• Los Angeles HQ: Our fully stocked HQ in the heart of Westwood village allows our teams to connect in person.
• Connected Culture: From virtual team events to in-person meetups, we keep our distributed team connected and engaged.- Even if you don’t meet all requirements listed here, we still encourage you to apply. Your personal and professional experience may be relevant beyond what a list of requirements will capture
• Bachelor’s degree in Business or related field a plus
• 1–2+ years of B2B software / SaaS sales development experience (inbound, outbound, or both)
• Passion for technology and a desire to make a major impact at a high-growth company
• Strong written and verbal communication skills with the ability to tailor messaging to different personas and industries
• Experience interacting with director-level executives and above
• High level of energy, drive, enthusiasm, initiative, commitment, and professionalism
• Comfortable making 150+ phone calls per day (with a parallel dialer) and managing high-volume outreach
• Results-oriented with a competitive nature and a relentless pursuit of goals
• Ability to self-generate leads through creative strategies including research, social selling, and event follow-up
• Proficiency with Salesforce.com or a similar modern CRM tool
• Demonstrated ability to generate SAOs through both inbound qualification and outbound prospecting
• Receptive to change – is flexible. Seeks and adopts improved approaches and processes
• Initiates action – is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance
• Manages the workload – makes timely decisions, prioritizes effectively, solves problems, monitors results, and takes remedial action where necessary
• Technically proficient – leverages AI tools, sales technology, and UpKeep’s tech stack to maximize efficiency, personalize outreach, and stay ahead of the competition
• Takes responsibility for own learning – knows personal strengths and recognizes development needs. Is open to feedback and always seeks to learn
• Communicates ideas – strong facilitation and written communication, proposes a way forward. Listens to views of colleagues and takes in diverse perspectives
• Works collaboratively – shares information, fosters teamwork, and contributes to a positive work environment where people want to come to work
• Displays ethical character and competence – acts with integrity and intent, is accountable for own actions, behaves according to the company values
• Demonstrates UpKeep’s Core Values and Beliefs – We choose people over profit, we choose progress over perfection, and we choose grit over prestige
• Acts as a good citizen of UpKeep