Business Development Representative

**Contract-to-Hire Opportunity**

The Role

The firm builds fintech that provides compensation management and data aggregation platform for Registered Investment Advisors, Independent broker-dealers, and bank/credit union investment programs. We replace the manual, spreadsheet-driven commission and payout processes that operations and finance teams at these firms are still running, with a configurable platform that handles the full payout stack and produces audit-ready outputs every cycle.

We’re hiring a Business Development Representative to build and own the top of our sales funnel. Your primary responsibility is outbound prospecting: identifying firms that fit our Ideal Customer Profiles, researching them thoroughly, finding the right contact, and opening conversations that turn into qualified discovery calls for the sales team. You will also respond to and qualify inbound leads as they come in.

You’ll be working in a niche corner of financial services — broker-dealer operations and bank investment program compensation — and you’ll need to get comfortable with the domain quickly. A background in finance or financial services will help you get there faster. Curiosity, organization, and follow-through will carry you the rest of the way.

This is a research-first role. Every firm you pursue should be genuinely qualified before any outreach goes out — right structure, right size, right contact identified. You’ll learn the broker-dealer and bank investment program landscape in real depth, build a prospecting workflow from the ground up, and have direct visibility into how your pipeline contribution drives company growth.

What You’ll Do

Outbound Prospecting:

• Identify and qualify firms in two target segments against defined Ideal Customer Profiles: mid-market independent broker-dealers (11–200+ registered reps, independent contractor model) and bank/credit union investment programs operating through third-party BD arrangements
• Use FINRA BrokerCheck, SEC IAPD, FSI member directories, NCUA CUSO registry, LinkedIn, and other research tools to conduct firm-level due diligence before any outreach goes out
• Identify a qualified contact at each firm — COO, VP Operations, CFO, or Investment Program Manager — and confirm they are the right person to start the conversation before reaching out
• Execute multi-touch outreach sequences across phone, email, and LinkedIn, written to the firm’s specific profile and the contact’s role — not generic templates
• Research and flag trigger events that signal urgency: operations staff turnover, FINRA exam activity, new hires in finance or ops roles, BD partner changes, program growth indicators
• Participate in the sales process as determined by management.

Discovery & Qualification:

• Conduct structured first conversations with prospects to establish fit: who owns the compensation calculation process, how it currently works, what’s painful about it, and whether real timeline and decision-making authority exist
• For independent BD prospects: uncover the commission process runs, identify who owns it, and understand what’s driving the need to change

For bank/CU prospects:

• Establish whether the institution calculates and pays its own advisors, and whether institution-side compensation structures — manager overrides, LBE referral commissions, territory incentives — exist outside what the BD partner handles
• Pass qualified meetings to the sales team with a written summary: firm profile, contact identified, pain confirmed, and why the timing is right

Inbound Lead Response:

• Respond promptly to inbound leads from paid search, referrals, and other channels
• Apply the same qualification criteria to inbound leads as to outbound prospects — confirm segment fit, contact authority, and urgency before advancing to the sales team
• For leads that are not yet sales-ready, maintain a follow-up cadence and return when timing improves

Pipeline Management & Reporting:

• Log all research findings, outreach activity, discovery notes, and outcomes in CRM with enough detail that anyone can pick up where you left off
• Track qualification status and disqualification reasons for every firm you research — this data informs how we refine our targeting over time
• Report weekly on outbound activity (firms researched, outreach sent, meetings booked) and inbound performance (leads received, qualification rate, pipeline contribution)
• Bring market intelligence back to the team — objections you’re hearing, triggers that are working, firm types that respond

Outbound Research & Workflow:

• This is the standard for how a qualified outbound prospect is built in our organization. You’re expected to execute this consistently and improve it over time.

Required Experience

• 2–5+ years of experience in a sales, business development, finance, or client-facing role
• Strong written and verbal communication — your outreach and discovery conversations need to be clear, specific, and relevant to the person you’re talking to
• Organized and self-directed — you’ll manage a large prospect list and inbound queue that require consistent follow-through without day-to-day oversight
• Comfortable making cold calls and having discovery conversations with financial services professionals
• Genuine curiosity about the financial services industry — you’re willing to invest in learning the domain and it shows

Preferred Experience

• Background in finance, accounting, financial services, or a related field — you understand how financial firms operate and what operations and finance professionals care about
• Prior exposure to broker-dealers, RIAs, banks, credit unions, or wealth management in any capacity — internship, coursework, or work experience
• Familiarity with FINRA BrokerCheck or SEC IAPD as research tools
• Experience with LinkedIn or Sales Navigator for professional research and outreach
• Experience logging activity and managing a pipeline in a CRM — HubSpot, Salesforce, or similar