Business Development Representative

Join our Xplor Recreation as Business Development Representative to make a real impact every day. We say that because we know that every conversation we have, every interface we design, and every new feature we ship is another opportunity for us to elevate everyday life experiences for our customers and the people and communities they serve.

As a Business Development Representative (BDR), you are responsible for generating high quality pipeline and creating qualified sales opportunities across the Xplor Recreation portfolio, including RecDesk, Next Rec, CampBrain, Vermont Systems, and ePACT. This role is focused on proactive outbound prospecting, strategic lead qualification, and creating meaningful engagement with recreation organizations across North America. You will work closely with Sales and Marketing teams to identify the right accounts, engage key decision makers, qualify business needs, and transition sales ready opportunities to Account Executives. 

The BDR role is a foundational position within the Revenue organization with clear opportunities for career growth across Sales, Revenue Operations, Customer Success, Marketing, and leadership paths. Success in this role is measured by pipeline quality, consistency of execution, CRM discipline, conversion performance, and the ability to create valuable conversations with prospective customers. 

Some of the things you'll do:

• Pipeline Generation & Prospecting 
• Execute structured outbound prospecting campaigns across phone, email, LinkedIn, and other approved channels to generate qualified pipeline. 

• Identify and engage target accounts, stakeholders, and buying committees within parks and recreation agencies, camps, municipalities, YMCAs, schools, military recreation, and other recreation focused organizations.  

• Maintain consistent daily prospecting activity aligned with team goals, territory priorities, and campaign initiatives.  

• Personalize outreach messaging based on prospect needs, industry trends, and business challenges.  

Lead Qualification & Opportunity Development 

• Qualify leads using established qualification frameworks and sales processes.  

• Occasionally engage Marketing Qualified Leads (MQLs) when assigned, qualify and determine sales readiness prior to handoff to Account Executives.  

• Conduct discovery conversations to understand organizational structure, operational challenges, existing systems, purchasing processes, timelines, and business priorities.  

• Assess product fit across the Xplor Recreation portfolio and route opportunities to the appropriate business unit when needed.  

• Schedule and coordinate meetings and demos with the appropriate sales representative.  

CRM & Process Management 

• Maintain accurate and complete records within CRM and sales engagement platforms, including activities, notes, contacts, account updates, qualification details, and next steps.  

• Ensure leads are properly managed through defined lifecycle stages and follow established routing, reassignment, and handoff procedures.  

• Maintain strong attention to detail and operational discipline to support forecasting accuracy and reporting reliability.  

• Utilize outreach and automation tools effectively while balancing personalization and quality engagement.  

Market & Product Knowledge 

• Develop a strong understanding of the recreation technology market, customer segments, industry trends, and competitive landscape.  

• Learn and communicate the value propositions, positioning, and differentiators of each business unit within the Xplor Recreation portfolio.  

• Confidently handle early stage objections and competitive conversations.  

• Understand customer pain points well enough to align prospects with the most appropriate solution and sales team.  

Cross Functional Collaboration 

• Partner closely with Account Executives and leadership teams to improve lead quality, campaign effectiveness, and conversion performance.  

• Share market feedback, prospect insights, and competitive intelligence gathered during prospecting activities.  

• Participate in team training, coaching, call reviews, and process improvement initiatives.  

Reporting & Accountability 

• Track and manage performance against activity, pipeline, and conversion goals.  

• Maintain ownership of assigned tasks, follow up commitments, and lead management responsibilities.  

• Support continuous improvement of prospecting workflows, messaging, and qualification standards.  

• Perform other duties as assigned.  

Working arrangements:

You can work fully remote in this position, provided you have eligible working rights in the United States and do not require sponsorship.

Qualifications

What would make me a good candidate?

We are looking for curious and empathetic people. We also love to hear from people who are motivated by meaningful work, resonate with our core values, have a positive outlook, are comfortable with ambiguity and thrive working in an ever-evolving and complex environment. We are inspired by meeting big-picture thinkers and doers, people who can be both tactical and strategic, aim high and put people first in everything they do.

Required Qualifications 

• 1+ years of experience in sales, business development, customer facing roles, or prospecting environments preferred.  

• Experience within SaaS, technology, recreation management, camps, municipal software, or related industries is considered an asset.  

• Bachelor's degree or equivalent professional experience preferred.  

Core Skills & Competencies 

• Strong verbal and written communication skills.  

• Highly organized with strong attention to detail and follow through.  

• Self motivated with a consistent work ethic and accountability mindset.  

• Comfortable making outbound calls and engaging prospective customers daily.  

• Strong listening, questioning, and critical thinking skills.  

• Ability to manage multiple priorities in a fast paced environment.  

• Collaborative team player who values process, feedback, and improvement.  

• Ability to adapt messaging and communication style to different customer types and stakeholders.  

Technical & Operational Skills 

• Familiarity with CRM platforms and sales engagement tools.  

• Experience using tools such as Salesforce, Salesloft, LinkedIn Sales Navigator and/or similar technologies is preferred.  

• Ability to maintain accurate CRM hygiene and process compliance.  

• Familiarity and comfort with leveraging AI tools to improve productivity, research, personalization, and workflow efficiency preferred.  

What Success Looks Like 

• Consistently generating qualified pipeline and sales opportunities.  

• Maintaining high quality CRM data and disciplined lead management practices.  

• Executing prospecting activities with consistency and professionalism.  

• Delivering strong collaboration and communication across Revenue teams.  

• Creating positive prospect experiences that build trust in the Xplor Recreation portfolio and brands. 

At Xplor, we believe that the best innovation and ideas happen at the intersections of our differences - people of diverse cultures, generations, disciplines, and lived experiences. So even if you think you do not tick all the boxes, we still encourage you to apply.

Values and Life at Xplor 

Our five core values guide us from how we hire and recognise our team members to how we interact with our customers day to day: 

• Find a better way
• Do the right thing
• Say it straight
• Win together
• Own the outcome

 If these values sound like you and describe people you want to work with, you will thrive at Xplor. 

As an Xplorer, you will be part of a global network of talented colleagues who will support your success. We look for commonalities and shared passions and give people the tools they need to deliver great work and grow at speed.

Ready to apply?

To start your application, please submit your resume, and we will be in touch as soon as we can.

Got questions? You can email us at talentsupport@xplortechnologies.com.