Business Development Representative - ERP Solutions

ArcherPoint by Cherry Bekaert is seeking a Business Development Representative (BDR) to identify, qualify, and nurture new business opportunities for ERP solutions. The BDR will engage with prospects, uncover complex business needs, and generate qualified opportunities for the sales team, focusing on mid-market organizations.

Responsibilities:

• Lead generation & outbound prospecting
• Identify and engage target accounts through outbound outreach (calls, email, LinkedIn, events, partner referrals)
• Research companies to uncover potential ERP triggers such as growth, acquisition, system limitations, reporting needs, compliance pressures, or operational inefficiencies
• Build prospecting plans aligned with ICP, industry focus, and strategic vertical campaigns
• Discovery & qualification (ERP-focused)
• Conduct consultative discovery calls to identify business pains tied to ERP processes (finance close, inventory visibility, multi-entity complexity, reporting, forecasting, automation, etc.)
• Ask high-impact questions to uncover:
• Current ERP/accounting platform and limitations
• Organizational complexity (multi-company, multi-location, multi-currency)
• Process inefficiencies and manual workarounds
• Integration challenges with CRM, eCommerce, WMS, BI, payroll, etc
• Leadership priorities and upcoming initiatives
• Budget awareness, timeline, and urgency drivers
• Identify key stakeholders and the buying committee structure (CFO, Controller, COO, IT, operations leadership)
• Opportunity development & pipeline creation
• Qualify leads using defined criteria
• Nurture early-stage opportunities over time through structured follow-up and value-based touchpoints
• Maintain accurate CRM notes and activity tracking to support long buying cycles and multi-contact selling
• Collaboration with sales & marketing
• Schedule qualified discovery meetings for ERP Account Executives or Sales Consultants
• Partner with marketing to follow up on inbound leads, webinar attendees, content downloads, and campaign responses
• Provide feedback on market messaging, objections, and competitive intel

Requirements:

• 2+ years of outbound business development or inside sales experience (B2B preferred)
• Demonstrated success selling into mid-market organizations with longer sales cycles
• Strong discovery and questioning skills; able to lead business conversations, not just pitch
• Ability to understand and speak to business processes (finance, operations, inventory, reporting)
• Comfortable prospecting into CFO/Controller/COO-level personas
• Excellent written and verbal communication skills
• Strong organization and follow-up discipline (ERP deals require persistence)
• Platform proficiency (Salesforce, HubSpot, 6sense, Outreach preferred)
• Experience selling ERP, accounting software, business systems, or professional services
• Familiarity with Microsoft Dynamics 365 Business Central, NAV, GP, or similar ERP platforms
• Experience in manufacturing, distribution, retail, 3PL, food & beverage, or project-based industries
• Understanding of long-cycle sales environments involving multiple decision makers
• Exposure to channel/partner selling or the Microsoft ecosystem is a plus