Business Development Representative (BDR), Enrollment Outreach

Revenue Team, LA County and LA City. One seat to start. This role is the next step of the Enrollment Outreach Representative (EOR) role. Target start: by November 1, 2026.

Reports to: Director of Revenue (John Ceballos)

Works with: Sales Managers Alison Prado (LA County) and Armando Raygoza (LA City), their field agents, and the Sales Operations Coordinator

Employment type: To be confirmed by Andrew and Eric

Compensation: To be confirmed by Andrew and Eric

Location and hours: To be confirmed by Andrew and Eric

Why this role exists

The BDR fills the funnel: the BDR finds and books qualified department locations, Sales Managers drive conversion, and agents produce premium. Field agents can only enroll where a location is booked, so the number of qualified booked locations sets how much enrollment the team can do. Public bookings now run at about 6.5 a week against a goal of 20.

How this role builds on the EOR role

• From dials to qualified bookings. The EOR was measured on call volume and appointments. The BDR is measured on qualified booked locations, each with a verified decision-maker, a schedulable date and a complete CRM record.
  
• One system of record. Location trackers spread across several spreadsheets give way to one master public location tracker and GHL, with a status on every location: booked, held, cancelled or closed.
  
• Closed loop on outcomes. The BDR follows every booking through to the visit result, and uses held visits and show rate to decide where to call next.
  

What you will do

• Prospect. Research LA County and LA City departments and locations in the approved geography, using Google, inherited lists and canvassed leads.
  
• Call and qualify. Make outbound appointment calls to department contacts. Confirm who the decision-maker is and that the department has real enrollment access or interest.
  
• Book. Agree a date or window with the contact, then hand the location to the territory's Sales Manager for field planning, including Connecteam draft prep.
  
• Document. Keep the master public location tracker and GHL current for every location: department, contact, status, last touch, next action and visit outcome.
  
• Report weekly. Send confirmed appointments, held visits, show rate and call volume to the Director of Revenue and both Sales Managers each week.
  

What you will not do

• Coordinate or schedule agents. Sales Managers are the sole coordinators of agents.
  
• Own field readiness, agent performance or premium. After the handoff these belong to the Sales Manager of the territory.
  

How success is measured

Standard:

• 20 or more qualified booked locations per week. This is an output standard, not a dial quota; surplus in one week does not cover a miss in another.
  
• Productive Location Rate of 80% or higher (8 of 10 locations).
  
• A location counts only if it is unique, inside the approved geography, has a verified decision-maker or authorized contact, shows real access or interest, has a schedulable date or approved next step, and is fully documented in the CRM.
  

Requirements

• Outbound prospecting, appointment-setting, business-development or location-development experience.
  
• CRM proficiency and disciplined follow-up and documentation habits.
  
• Resilience and judgment to prioritize legitimate booked supply over activity volume.
  
• Comfortable making many calls a day to government department contacts, clearly and courteously.
  
• Available during Pacific-time business hours, when department offices are reachable.