Business Development Representative

The Business Development Representative owns early-stage account engagement within FinReg-E's revenue operating model. The role is accountable for turning target-account strategy, campaigns, regulatory triggers and inbound demand into qualified opportunities that Account Executives can progress.

The role works as part of one commercial system across Marketing, Business Development, Sales, Partnerships, Customer Success, Product and RevOps. BDRs sit at the top of the Bow Tie with Marketing and create the handover into Sales through clear account fit, buyer relevance and qualification evidence.

The first phase is hands-on. The priority is to build a disciplined outbound motion, learn which accounts and messages convert, and help turn that learning into a repeatable playbook.

Primary accountabilities

1. ICP and target-account execution

• Work a defined set of named accounts against FinReg-E's ICP, market segments and buyer personas.
• Research target firms, regulatory footprint, likely buying groups, current initiatives and relevant business triggers before outreach.
• Prioritise accounts by fit and timing rather than treating every prospect as equal.

2. Outbound engagement and pipeline creation

• Create qualified pipeline through phone, email, LinkedIn, events and coordinated account-based plays.
• Build outreach around buyer problems, regulatory change and account context rather than generic product messages.
• Own follow-up on agreed inbound and campaign responses within the required service level.
• Stay accountable for commercial progression, not activity volume alone.

3. Marketing to BDR to Sales operating model

• Run the agreed handover from Marketing into Business Development and from BDR into Account Executives.
• Use shared definitions for target accounts, engaged accounts, qualified demand and accepted opportunities.
• Work with Marketing and AEs on account planning, campaign follow-up and multi-threaded engagement.
• Recycle or disqualify demand cleanly when it does not meet the agreed entry criteria.

4. Discovery and qualification

• Run credible first conversations with senior Compliance, Risk, Legal and Regulatory Change stakeholders.
• Confirm account fit, business problem, why now, likely stakeholders and a valid next step before creating an opportunity.
• Capture qualification evidence in CRM so the AE receives context, not just a booked meeting.
• Escalate complex product or regulatory questions rather than guessing.

5. CRM, data and performance discipline

• Maintain accurate account, contact, activity, source and qualification data in the CRM.
• Track conversion from target account to engagement to qualified opportunity and use the data to improve execution.
• Keep follow-up dates, next steps and ownership current so no live account is lost between teams.
• Use the weekly commercial cadence to review pipeline creation, conversion and account coverage.

6. Market learning and feedback

• Capture objections, buyer language, competitor mentions and market signals from live conversations.
• Feed patterns back to Marketing, Sales and Product so messaging and account selection improve.
• Help document the outbound plays, triggers and sequences that consistently create qualified conversations.

Role scope

This is an individual contributor role with direct accountability for qualified pipeline. The BDR is expected to work as a disciplined account prospector, stay close to the market and help build the operating model around the role. The job is to create the right conversations with the right accounts and make the handover into Sales stronger each month.

This is a build-stage BDR role with direct accountability for pipeline quality. The roleholder is expected to be curious, persistent and commercially sharp, use research before outreach, challenge low-value activity and help create a prospecting motion that Sales trusts because the opportunities are relevant and well qualified.

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