Business Development Representative

Role Description

We're hiring a Business Development Representative (BDR) to build out a new function at InAir. This is a hybrid role that combines two distinct motions.

The majority of your time will go toward owning and growing InAir's existing relationship network, roughly of 100+ partners and current or former clients, running a structured outreach cadence, surfacing signals, and qualifying opportunities for our Head of Sales to close. Alongside that, you'll pilot a new outbound prospecting motion (cold email, LinkedIn, and calling) into new target accounts, to test whether outbound is worth building into its own dedicated function.

This is a foundational role in a function we're actively building. You'll have real input into what works and ownership of the systems you run.

Key Responsibilities and Duties

Relationship Management 

• Own and maintain InAir's Relationship Database, keeping roughly 100+ partner and client records current, including status, engagement level, notes, and Last Touch and Next Touch dates.
• Run a structured, tiered outreach cadence across three priority tiers, a top tier of active or lapsed clients and top partners a middle tier of active contacts , and a lower tier of lapsed contacts.
• Identify and log signals, such as a stated need, budget, or organizational change, directly on the relevant record as they surface in calls, emails, or LinkedIn conversations.
• Qualify opportunities by confirming a named need, rough timing, and a next step, then hand the record off to the Head of Sales. 
• Build and maintain a target list of large enterprise accounts (1,000+ employees) for expansion outreach driven by existing relationships.

Outbound Prospecting / New Motion Testing

• Pilot outbound cold prospecting, including email, LinkedIn, and where appropriate, calling, into new target accounts and verticals, to test whether a dedicated outbound motion is worth scaling.
• Research and build targeted prospect lists, identifying key decision makers and relevant trigger events that signal a potential need for our services.
• Track and report on outbound metrics (activity volume, response rates, meetings booked, conversion to qualified opportunity).
• Schedule qualified discovery calls, ensuring a clean handoff to the Head of Sales with full context on the prospect.

General

• Maintain accurate, current records of all activity in HubSpot and our Relationship Database.
• Collaborate closely with the Head of Sales to refine cadence, targeting, and messaging based on what's actually converting.
• Participate in weekly syncs to share findings and help shape the process as the function matures.

Qualifications & Skills

• 4+ years of experience in business development, account management, sales development, or another relationship role that works directly with clients or partners, ideally in tech, SaaS, or consulting.
• Comfortable both nurturing warm relationships over the long haul and initiating cold outreach to people who don't know your company yet; this role genuinely spans both.
• Strong written and verbal communication skills; able to write compelling, concise outreach and speak confidently on calls.
• Highly organized and self motivated, capable of managing a high volume of touches and follow up without letting things slip through the cracks.
• Resilient and coachable, able to handle rejection or silence, iterate on approach, and apply feedback quickly.
• Comfortable owning a CRM/database as a system of record, not just using one someone else maintains.

Nice to Have Qualifications

• Familiarity with low code or no code platforms.
• Prior experience selling into consulting or professional services environments.
• Experience managing relationships across an account base or partner channel (e.g., an ISV or systems integrator ecosystem).
• Experience prospecting into middle market or enterprise accounts.

Technical Skills / Tools Required

• HubSpot (or comparable CRM).
• Comfortable picking up a structured database tool for relationship tracking (training provided on our specific setup).
• LinkedIn.
• Apollo (or comparable prospecting/outreach tool).

Soft Skills

• Resilience and grit in the face of rejection or silence.
• Coachability, quick to apply feedback and iterate.
• Strong verbal and written communication.
• Curiosity about prospects' and partners' businesses and needs.
• Self motivation and consistency under a varied, high volume workload.
• Collaborative mindset, especially in a newly built function with evolving processes.

Language Requirements

Fluent English.