Senior Business Development Representative

About Fishbowl

Fishbowl is an industry-leading provider of manufacturing and warehouse management software, serving small, medium and enterprise-sized businesses across more than forty verticals. For nearly twenty-five years we have helped business owners simplify operations, scale with confidence, and focus on what they love most: running their business.

Best known for our deep QuickBooks integration, Fishbowl is a profitable, multi-product platform used by thousands of SMBs. We employ about 180 people globally and support customers across North America and APAC. Backed by Diversis Capital, we are in an active growth phase: investing in next-generation cloud products, expanding internationally, and embedding AI across our products, our sales process and our internal operations.

About the role

We are adding a dedicated outbound seller on the East Coast, close to a dense concentration of the manufacturers and distributors we serve. You will own an East Coast territory end to end. This is not a seat in an SDR pod working shared lists: you will have room to test, iterate and make your results visible.

This is an AI-first role. We are not looking for someone who occasionally uses AI tools. We want someone who builds their working day around them, so research, list building, personalization and follow-up take less time and more of your day goes to live conversations with buyers.

Success is simple: qualified, well-researched, sales-accepted meetings that would not have happened without your outbound effort.

What you will do

• Generate pipeline. Build and run multi-channel outbound sequences across phone, email, LinkedIn and video into manufacturers, distributors and e-commerce operators.
• Own the top of the funnel. Handle account identification, contact mapping, research, first touch, qualification and handoff to Account Executives.
• Qualify with rigor. Assess operational pain, current systems, decision authority, timing and budget so every meeting you pass is sales-ready.
• Move fast on intent. Respond quickly to inbound and intent-sourced leads, because speed of first response is a real advantage.
• Run your territory like a business. Maintain a territory plan with named target accounts, tiering and competitive displacement opportunities.
• Learn the customer’s world. Understand inventory accuracy, work orders and BOMs, multi-location stock, and the moment a growing business outgrows spreadsheets.
• Build your AI workflow. Design an AI-assisted outbound process for research, personalization, call prep and follow-up, and apply your own judgment to everything before it reaches a prospect.
• Share what works. Turn effective prompts, sequences and research patterns into team assets, and feed field insights back to Marketing and Product.
• Keep a clean CRM and partner closely with Account Executives on account strategy and handoffs.
• Represent Fishbowl at events. Travel occasionally to trade shows and regional events, about 4 to 6 trips per year.

Our sales stack

Salesforce, Outreach, Nooks, Warmly, Chili Piper and Fishbowl’s internal AI platform. Experience with these tools is a plus. Fluency in an equivalent stack is required.

What you bring

• 2+ years in outbound business development, sales development or inside sales, with a documented record of generating net-new pipeline. You can speak to your own numbers.
• Real comfort with cold calling and live conversations with operations and finance leaders who did not ask to be called.
• Experience selling a considered B2B purchase, something a buyer evaluates rather than just buys.
• High-volume outreach experience across phone, email and LinkedIn in an autonomous, metrics-driven environment.
• Strong CRM discipline and comfort working from data (Salesforce preferred).
• Writing strong enough that your outreach emails need no editing before they go out.
• Current, hands-on use of AI in your sales workflow, with specific examples you can walk through end to end. Naming tools is not enough; we want to see how you work.
• Sound judgment about when AI output is and is not ready to send.
• Based in the Eastern time zone with a professional home-office setup.

Nice to have

• SaaS sales experience, especially into small and mid-sized businesses
• Exposure to manufacturing, distribution, supply chain, wholesale or e-commerce
• Familiarity with QuickBooks, ERP systems or accounting workflows
• Experience building, not just using, AI-assisted processes: custom prompts, chained workflows or lightweight automation
• Experience helping colleagues adopt AI tools
• Experience opening a brand-new territory