Business Development Representative, Mid-Market

Workhuman is building the Mid-Market (MM) segment as a distinct growth engine, with dedicated focus, strategy, and execution across Sales, Marketing, Product, Customer Success, and Operations. 

The Mid-Market Business Development Representative (BDR) is responsible for generating qualified pipeline and accelerating revenue growth within the Mid-Market segment. This role serves as the front line of Workhuman's go-to-market strategy, identifying target accounts, engaging prospective buyers, qualifying opportunities, and creating sales conversations that convert into pipeline and revenue. 

The BDR will partner closely with Mid-Market Account Executives, Marketing, and Sales Leadership to execute account-based prospecting strategies, convert inbound demand, and uncover new opportunities within target markets. This individual will also act as a critical source of market intelligence, helping Workhuman continuously refine its Mid-Market strategy, messaging, and target account approach. 

Success in this role will be measured by qualified meetings generated, pipeline created, account penetration, and contribution to overall Mid-Market revenue growth. 

**This is a hybrid role requiring 3 days per week onsite in our Framingham, MA office**

**Applicants must have valid permanent work authorization in the U.S. (e.g., U.S. citizen, permanent resident). We are unable to offer visa sponsorship for this role. 

What You'll Do

• Generate qualified pipeline through proactive prospecting across phone, email, LinkedIn, referrals, events, and other channels.

• Qualify and convert inbound leads through rapid follow-up and effective discovery.

• Partner with Account Executives to identify target accounts, map buying committees, and execute coordinated outreach strategies.

• Research target organizations, decision-makers, business priorities, industry trends, and trigger events to personalize engagement.

• Maintain accurate records of prospecting activity, account engagement, and opportunity progression within Salesforce and sales engagement platforms.

• Share customer feedback, competitive intelligence, market trends, and messaging insights to help improve sales and marketing effectiveness.

What Success Looks Like

• Consistently generates qualified pipeline that contributes to Mid-Market revenue goals.

• Delivers high-quality meetings with decision-makers and key stakeholders.

• Successfully engages multiple contacts within target accounts and expands awareness of Workhuman's solutions.

• Converts inbound interest into qualified opportunities while creating a seamless prospect experience.

• Maintains strong CRM hygiene, reporting accuracy, and process discipline.

• Provides actionable market insights that improve targeting, messaging, and campaign effectiveness.

• Acts as a trusted partner to Account Executives and Mid-Market leadership.

Performance Expectations

• Generate 10–12 qualified first meetings per month with Mid-Market decision-makers and buying influencers.

• Create $1M+ in qualified pipeline per quarter through outbound prospecting and inbound lead conversion.

• Execute consistent, high-quality multi-channel outreach across target accounts.

• Respond to inbound leads within established service-level agreements (target: under 15 minutes during business hours).

• Maintain complete and accurate prospect, account, activity, and opportunity records.

• Continuously develop prospecting, qualification, and business acumen skills while building expertise in Workhuman's Mid-Market customer profile, value proposition, and competitive landscape.

The base salary range for this position is $50,000–$70,000. Offered base compensation within this range will be determined based on the candidate’s qualifications, experience, geographic location, and other factors relevant to the scope and responsibilities of this role.

This role is also eligible for bonus or other variable compensation based on job performance and our standard benefits package, which supports employee well-being and work-life balance.

Thank you for considering joining our team. We strive to create an inclusive and accessible application process for all candidates. If you encounter any difficulties or have specific accessibility requirements while applying for this position, please don't hesitate to reach out to us at globalrecruitment@workhuman.com for assistance. We are committed to ensuring equal access to opportunities for all individuals.