商务拓展代表
Business Development Representative
职位描述
Spoke已经验证了产品的有效性。我们尚未建立的是可重复的外向销售管道引擎——这就是这个职位存在的原因。目前，Spoke的外向销售通过单一功能进行，没有入站队列，也没有继承的剧本：每个机会都因为有人通过账户研究、多渠道外向接触和有纪律的优先级排序而促成。
作为商务发展代表，你将从头到尾负责这个外向引擎。你将与需求生成团队合作，开展基于账户的行动，保持与销售团队的高度一致，并将混乱的账户列表或模糊的市场信号转化为优先的、可行的计划。这是一个今天需要亲自动手的构建角色，有明确的指令证明该行动，记录剧本，并为该职能在获得成效后扩大规模做出论证。
你将负责和做的事情
主要目标：
产生销售会议：创建营销合格线索，培养目标客户群体联系人，并与金融、保险、医疗和高价值零售垂直领域的高级管理人员建立关系，以在这些领域内开发销售准备就绪的会议。
可用的战术和工具：
- 外向销售管道生成：利用Apollo、SmartLead、HeyReach和LinkedIn等工具进行账户映射、研究和多渠道外向接触（邮件、冷电话、LinkedIn），为销售团队创造新的机会。
- 建立并运行基于账户的营销（ABM）行动：与需求生成团队合作，使用Clay和Hubspot等工具，共同识别和筛选目标账户，进行协调的外向和营销活动。
- 设定外向优先级逻辑：监控市场信号——意图数据、融资事件、监管变化、技术栈变动——并将它们转化为可扩展的、优先的外向计划。
- 将兴趣和入站流量转化为需求：对营销活动作出响应，将温暖的联系人转化为销售准备就绪的会议，包括网站访问、网络研讨会注册和电子邮件订阅者。
- 使用AI和销售参与工具实现大规模个性化：了解关键购买信号、市场趋势，并通过定制的活动和体验、直接邮寄、个性化外向接触来激发兴趣。
- 负责与销售团队的交接：安排合格的会议，并提供足够的上下文信息，使发现工作从坚实的基础上开始。
- 与需求生成和销售团队合作，了解哪些方法有效：进行活动反馈、信息测试
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Purpose
Spoke has proven the product works. What we haven’t built yet is a repeatable outbound pipeline engine — and that’s what this role exists to build. Today, outbound at Spoke runs through a single function with no inbound queue and no inherited playbook: every opportunity exists because someone made it happen through account research, multi-channel outreach, and disciplined prioritization.
As Business Development Representative, you own that outbound engine end to end. You’ll build and run the account-based motion in partnership with demand gen, keep it tightly aligned with sales, and turn a messy account list or an ambiguous market signal into a prioritized, working plan. This is a hands-on builder role today with the mandate to prove the motion, document the playbook, and make the case for scaling the function as it earns it.
What You’ll Own and Do
Primary objective:
Generate sales meetings: create marketing qualified leads, nurture ICP contacts, and build relationships with senior executives across Spoke’s target verticals to develop sales-ready meetings within financial services, insurance, healthcare, and high-value retail verticals.
Tactics and tools at your disposal:
- Outbound pipeline generation: leverage tools such as Apollo, SmartLead, HeyReach, and LinkedIn to conduct account mapping, research, and multi-channel outreach (email, cold calls, LinkedIn) that creates net-new opportunities for the sales team.
- Build and run the account-based marketing (ABM) motion: in partnership with demand gen and using tools such as Clay and Hubspot, jointly identify and qualify target accounts for coordinated outbound and marketing plays.
- Set the prioritization logic for outbound: monitor market signals — intent data, funding events, regulatory changes, tech-stack shifts — and turn them into a scalable, prioritized outreach plan.
- Turn interest and inbound into demand: act on marketing activities converting warm contacts into sales-ready meetings including website visits, webinar registrations and email subscribers
- Use AI and sales engagement tools to personalize at scale: understand key buying signals, market trends, and drive interest through curated events and experiences, direct mailing, personalized outreach.
- Own the handoff to sales: book qualified meetings and hand off with enough context that discovery starts on solid ground.
- Partner with demand gen and sales on what’s working: conduct campaign feedback, messaging tests, and pipeline reviews and feed that back into the outbound playbook.
- Document the outbound playbook as you build it: you are proving the motion and ready to hand off or scale into a team as pipeline needs grow.
What Success Looks Like
30 days
You understand Spoke’s ICP, the tools in use (CRM and sales engagement stack), and what’s been tried in outbound so far. You’ve audited the target account list and messaging, and started building working relationships with sales and demand gen.
90 days
You’re running a repeatable, documented outbound motion — account mapping, sequencing, and ABM triggers — and consistently generating net-new opportunities against mutually agreed upon targets.
6 months
The outbound engine is proven and scalable. You can show which messaging, channels, and account segments convert, and you’re making the case to the business for what to invest in next — including whether and when to grow the function into a team.
Skills, Experience & Education
- Experience generating B2B SaaS pipeline through outbound prospecting — cold email, cold calling, LinkedIn — not just working an inbound queue.
- Experience building or owning an ABM motion in partnership with a marketing or demand gen team.
- Comfortable being the person who builds the playbook rather than inherits one and energized by ambiguity and an early-stage, ground-floor build.
- Fluent with CRM and sales engagement tools e.g., HubSpot, Smartlead, Apollo, Clay, LinkedIn Sales Navigator, or similar.
- Genuine interest in AI, automation, and modern outbound and ABM strategy.
- Curiosity about how regulated industries actually operate, and comfort selling where risk and compliance, not just features or price, drive the buying decision.
- Strong written and verbal communicator. You are able to turn a campaign brief into a solid outbound play.
- Comfortable partnering closely with marketing/demand gen as well as sales — this role doesn’t operate in a silo.
- 1+ year(s) of outbound prospecting experience
What you’ll get
- Pushback, hard challenges, respect
- New learnings, great teammates, satisfying days
- Excellent tools, constructive mentoring
- Great base salary
- Healthcare
- Retirement contributions
About Spoke
Spoke is the platform for regulated conversations. We help businesses in financial services, insurance, healthcare, and high-value retail manage customer conversations in a compliant way — and turn those conversations into measurable improvement over time.
Spoke Phone manages compliant communications across desk and mobile. Spoke Enlighten automatically reviews every conversation and turns it into coaching and performance insight.
Every week, Spoke powers over 5 million conversations. We work with regulated businesses where getting it right isn't optional — it's the whole job.
We're a small team building something with real infrastructure ambitions. If you want to be the marketing engine inside a focused enterprise sales pod — working on a real problem, in industries where it matters — this is it.
Salary: $70,000 – $90,000 / yearOriginally posted on Himalayas