Business Development Representative

IDC is a premier global provider of trusted technology intelligence, and they are seeking a Business Development Representative to drive new revenue growth. This role involves identifying, engaging, and qualifying prospective clients to build a strong pipeline of sales opportunities for the Account Executive team.

Responsibilities:

• Own the full sales cycle for new logo acquisition, from prospecting through close
• Leverage prior training & knowledge to demonstrate a consultative sales methodology
• Identify, engage, and develop relationships with prospective clients across defined verticals and target accounts
• Conduct discovery conversations to uncover business challenges, research needs, and decision-making processes
• Position and articulate the value of our research, data, and analytics solutions to senior stakeholders
• Develop and manage a qualified pipeline of new business opportunities within your territory
• Lead commercial negotiations and close new subscription or contract agreements
• Maintain accurate forecasting, pipeline visibility, and activity tracking in CRM (e.g., Salesforce)
• Consistently achieve or exceed quarterly and annual new business revenue targets
• Partner with Marketing, Sales Leadership, and Customer Success to ensure smooth transition post-sale (renewals owned by Growth/Renewal team)

Requirements:

• 2–5+ years of B2B sales experience with demonstrated success closing new business
• Proven ability to independently source and build a qualified pipeline
• Experience selling complex, consultative solutions (research, data, SaaS, analytics, subscription-based services preferred)
• Proven track record of consistently meeting or exceeding revenue quotas
• Experience owning the full sales cycle, including prospecting, negotiation, and closing
• Ability to engage and sell to Director, VP, and C-level stakeholders
• Strong commercial acumen, forecasting discipline, and CRM proficiency
• Highly self-motivated, self-starter, highly collaborative with a hunter mentality and strong resilience
• Demonstrated success selling via a 'land and expand' methodology
• Skill in territory planning, prospect prioritization and targeting
• Experience leveraging marketing automation and sales intelligence platforms (outreach, gong, sales loft etc...) to execute ABM campaigns
• Skill operating in a highly disciplined and metrics-based environment