Business Development Representative (Remote, United States EST/CST)

Responsibilities

The Business Development Representative is responsible for proactive outbound prospecting to create qualified discovery meetings within assigned North American accounts. They will partner with Account Executives to align on messaging, manage the sales pipeline, and maintain accurate CRM records.

Requirements

Candidates should have at least one year of experience in outbound sales or a related customer-facing role with strong communication and prospecting skills. Proficiency in sales tools like Salesforce, LinkedIn Sales Navigator, and Gong Engage is preferred.

Skills

• Outbound prospecting
• Cold calling
• Sales development
• Lead qualification
• Account research
• Objection handling
• CRM management
• Communication
• Social selling
• Salesforce
• Gong engage
• LinkedIn sales navigator
• 6sense
• Pipeline management
• Strategic planning

Benefits

• 10 Paid holidays
• 15 Days vacation
• 4 Floating holidays
• 6 Days paid sick leave
• Matching 401k plan
• Health insurance
• Dental insurance
• Vision insurance
• Life insurance
• Short-term disability
• Long-term disability
• Flexible spending plan

About this role

APPLICATION DEADLINE: Friday, August 28th at 12:00pm central time.
We know the job search process can feel uncertain and want to be respectful of your time and interest. All candidates who apply online will receive application status updates via email. Thank you for considering M-Files as your next career opportunity.
Who we are:
M-Files is redefining how work gets done. Our context-first document management system offers purpose-built business use cases—spanning universal and industry-specific workflows—to enable secure collaboration, automate processes, and ensure governance.
Unlike traditional systems, M-Files organizes content around the context of your business, connecting documents to related people, projects, and transactions. With our unique metadata-driven architecture, organizations can model content in line with their business processes, unify information across silos, and apply AI at scale. The result is greater productivity, reduced risk, and smarter, faster decisions for over 6,000 customers in 100+ countries.
At M-Files, our Guiding Principles unite us across diverse cultures and personalities:
Make It Happen – We set bold goals, take ownership, learn from mistakes, and relentlessly pursue results.
Help Others – We lead with kindness, assume good intentions, hold one another accountable, and celebrate wins together.
Love Customers – We put customers and partners at the heart of everything, delivering value with respect, fairness, and speed.
To learn more about us we encourage you to visit our company page.
To learn more about how we became a Certified Great Place to Work visit, Working at M-Files | Great Place to Work.
Summary of the Role:
As part of the NA Business Development team, the Business Development Representative (BDR) creates qualified discovery meetings through proactive outbound prospecting. The BDR will research priority accounts, engages relevant buyers through phone, email, social media, and video, qualifies initial interest, and completes a clear handoff to the Account Executive. The Account Executive owns opportunity progression and the broader sales cycle.
The BDR partners closely with assigned Account Executives, Sales leadership, and Growth Marketing to align target accounts, messaging, and campaigns. This is a fully remote role open to candidates located in the United States; Eastern or Central time zones are preferred. Occasional travel for company events, conferences, and internal meetings is required. The role reports to the Manager, Business Development – North America.
What you will be doing/Responsibilities and Duties:
Outbound prospecting: Create qualified discovery meetings within assigned North America accounts and territories and support early-stage opportunity creation through strong qualification and handoff.
Execute consistent prospecting: Meet assigned daily, weekly, monthly, and quarterly outreach goals across phone, email, social media, video, and other approved channels.
Prioritize the right accounts: Use ideal customer profile criteria, intent signals, campaign engagement, and account research to target the right accounts.
Build account and contact coverage: Identify relevant decision-makers, influencers, and potential champions and engage multiple stakeholders across each priority account.
Personalize outreach: Connect M-Files capabilities to the prospect’s industry, business priorities, information-management challenges, and potential use cases rather than relying on generic messaging.
Qualify prospective interest: Confirm business need, current environment, relevant stakeholders, urgency, and an agreed next step before handing the qualified discovery meeting to an Account Executive.
Partner with Account Executives: Align on priority accounts and messaging, share prospect intelligence, coordinate the qualified meeting handoff, and document agreed next steps.
Maintain disciplined follow-up: Work through objections, lack of response, and longer buying timelines with persistent, professional, and relevant outreach.
Protect data quality: Keep CRM records, contact information, activity history, qualification notes, meeting outcomes, and handoff details complete and current.
Use performance data to improve: Review outreach activity, conversion, meeting quality, and contribution to opportunity creation with management, then adjust execution based on coaching and results.
Share market feedback: Communicate common objections, messaging insights, competitive information, and campaign feedback to Sales and Marketing.
Participate in company events: Travel for Sales Kickoff and occasional relevant team events or conferences, generally semi-annually or annually.
How success will be measured: Success is measured by outbound activity, qualified discovery meetings, qualification and handoff quality, CRM accuracy, and contribution to sales-qualified opportunities and pipeline creation. Variable compensation includes a revenue-impact component as defined in the BDR compensation plan. Specific targets are outlined in the BDR performance plan.
Who you are/Qualifications and Skills:
One or more years of experience in outbound business development, sales development, outbound sales, or a related customer-facing role is preferred; equivalent experience demonstrating strong prospecting and communication skills will also be considered.
Demonstrated ability to create conversations through cold calling, personalized email, social selling, referrals, and persistent multi-channel follow-up.
Comfort working toward clear activity, qualified discovery meeting, conversion, and pipeline-contribution goals in a performance-driven environment.
Strong account research, written communication, discovery, objection-handling, and verbal communication skills.
Self-motivated, coachable, disciplined, organized, and accountable for consistent execution.
Experience with Salesforce, Gong Engage, LinkedIn Sales Navigator, 6sense, or similar sales tools is preferred.
Participat...

About M-Files

Software Development · 501-1,000 employees · headquartered in Austin, TX · founded 2002