Business Development Representative

The Business Development Representative (BDR) supports Zonar’s sales team by identifying, engaging, and qualifying prospective customers within the vocational sector (transportation, field service, construction, and related industries). This role is focused on building pipeline through a balanced mix of outbound prospecting and inbound lead follow-up, using a consultative approach to set high-quality meetings for Account Executives. 
This role is ideal for someone who is persistent, curious, and motivated by results—comfortable initiating conversations, learning customer challenges, and turning interest into opportunity. 

Key Responsibilities and Duties:  

• Conduct outbound prospecting through cold calls, emails, social media, and personalized outreach to generate new sales opportunities. 
• Follow up on inbound leads generated by marketing campaigns, webinars, and content downloads. 
• Research target companies and contacts to tailor outreach based on industry, fleet size, and operational challenges. 
• Identify and engage decision-makers and influencers within transportation, maintenance, and operations teams. 
• Conduct discovery conversations to assess prospect needs, challenges, and fit for Zonar’s telematics solutions. 
• Clearly communicate Zonar’s value proposition using a consultative, customer-focused approach. 
• Schedule qualified meetings and demos for Account Executives, contributing directly to pipeline growth. 
• Maintain accurate records of all outreach, conversations, and qualification notes in CRM (Salesforce or Microsoft Dynamics). 
• Track and manage leads through the sales funnel to ensure timely follow-up and consistent engagement. 
• Collaborate closely with Account Executives to align on target accounts, outreach strategies, and qualification criteria. 
• Partner with Marketing to provide feedback on lead quality, campaign performance, and market insights. 
• Develop and maintain a working knowledge of Zonar’s solutions, including ELD compliance, GPS tracking, asset management, and smart fleet tools. 
• Identify trends, common objections, and messaging effectiveness to help improve outbound strategies, call scripts, and email sequences. 
• Stay informed on industry trends and competitor offerings to position Zonar effectively in conversations. 
• Participate in sales training, team huddles, and coaching sessions to continuously improve sales skills and product knowledge. 

Knowledge, Skills, and Abilities: 

• Bachelor’s degree or at least 1 year of experience in outbound business development, inside sales, or a related role. 
• Proven experience with cold calling and prospecting in a B2B environment. 
• Strong communication skills with the ability to engage mid-level and senior decision-makers. 
• Comfort using CRM systems (Salesforce or Microsoft Dynamics preferred) and sales research tools. 
• Ability to work independently while consistently meeting activity and conversion goals. 
• Energetic, persistent, and motivated by measurable outcomes. 
• Strong organizational skills and follow-through. 
• Ability to adapt messaging and approach based on market feedback. 
• Experience or interest in vocational industries such as transportation, logistics, construction, or field services is a plus.