Business Development Representative

Job description

The Role We’re searching for a high-impact sales professional who intimately understands the nuances of how professional services are bought and sold. Unlike SaaS sales roles, this position requires a consultative mindset and the ability to navigate complex multi-stakeholder enterprise environments. You will be responsible for generating and qualifying pipeline by identifying enterprise organizations with fragmented digital ecosystems, specifically those underserved in areas of lifecycle and data strategy, marketing automation, web experience, and revenue operations. Your goal is to credibly connect these complex operational gaps to SHIFT’s holistic consulting and implementation capabilities. In addition, you’ll need strong persuasion skills to turn prospects into qualified leads. Our ideal candidate is someone who has 2-4 years of sales experience specifically within a professional services agency or consultancy. What You'll Accomplish Craft relevant and compelling cold outreach messages to identified POC’s within target accounts Partner with GTM and Client Partner team members to build pipeline, develop targeted campaigns (e.g. email cadences) to key segments, and close deals Continuously sourcing new sales opportunities into enterprise-level organizations with complex marketing technology needs through inbound lead follow-up and outbound cold calls and emails Listening for potential client buying signals and engage in high-level business conversations with CMOs, CTOs and VPs of Marketing about their long-term digital and marketing roadmaps. Route qualified opportunities to the appropriate Client Partner for further development and closure Achieve monthly & quarterly quotas Research accounts, identify key players and generate interest Maintain and expand your database of prospects, utilizing all forms of information possible Support pre-meeting preparation with Client Partner & Delivery Leads and collaborate closely with technical and delivery teams to ensure prospective clients understand the depth of our experience and how we scope hours against client business requirements. Conduct and facilitate effective first call meetings with prospects to validate opportunity and qualify to the next stage of the sales cycle. What You Bring Experience & Expertise Intent-Driven & Strategic Prospecting: Ability to research an organization’s tech stack and identify specific pain points where a consultancy can add immediate value. Experience using 6sense (or similar intent platforms) to identify "in-market" accounts and prioritize outreach based on buying signals. CRM & Conversation Intelligence: Proficient in for pipeline management and Chorus for call analysis, coaching, and deal tracking. Modern Outreach Channels: Demonstrated success using LinkedIn Sales Navigator and other social selling platforms to build relationships and secure meetings. Inbound Lead Management: Experience managing high-intent leads from real-time sources, specifically Adobe Dynamic Chat or similar conversational marketing bots. Agency or Consultancy Background: Proven experience working within a fast-paced agency or professional services consultancy environment (especially within the Adobe or Salesforce ecosystems). You must understand how to sell ‘hours and outcomes’ rather than ‘seats and licenses’. MarTech Ecosystem Knowledge: Familiarity with enterprise ecosystems and martech stacks (i.e Adobe or Salesforce), helping you speak the "language" of our partners and clients. Enterprise-Level Prospecting and Navigation: Proven track record of identifying, engaging and navigating the long sales cycles of Fortune 500/Enterprise organizations across VP and C-level decision-makers. Skills & Capabilities Speed-to-Lead Excellence: The ability to pivot quickly from outbound tasks to engage internally identified high-intent leads ensuring no lead goes cold. Signal-Based Outreach: The skill to translate 6sense "intent data" into highly personalized, relevant messaging that resonates with a prospect's current pain points. Active Listening & Iteration: Utilizing Chorus insights to self-coach, refine scripts, and improve discovery questions based on what is actually working in the market. Multichannel Execution: Seamlessly orchestrating outreach across phone, email, LinkedIn, etc., to surround target accounts. Prioritization & Organization: Managing a complex daily workflow of inbound leads, outbound "warm" accounts (from 6sense), and administrative CRM hygiene. Mindset Data-Curious: You don't just follow a list; you enjoy "playing detective" with 6sense data to find the best angle into an account. Agile & Responsive: Comfortable in an "always-on" environment where you can balance deep-work prospecting with the urgency of a live chat request. Growth-Oriented: Being open to feedback and constantly reviewing your own performance to sharpen your sales craft. Tech-Forward: An early adopter mindset that views sales technology as an accelerator rather than a chore. Consultative Curiosity: You view yourself as a partner to the prospect, not just a seller; you are eager to understand how complex ecosystems like Adobe and Salesforce can solve their business and marketing challenges. What We Offer Competitive compensation aligned with your experience and impact Remote flexibility Collaborative culture that values diverse perspectives and innovative thinking Work that makes a measurable difference for your clients Why SH/FT: SH/FT is a consultancy built for transformation. We bridge the gap between marketing, data, and technology to unlock growth for some of the world's most recognized brands. At SH/FT you'll shape the future of how organizations connect with their customers through intelligent architecture, scalable systems, and the power of data-driven strategy. Comp & Benefits The salary range for this role is $65,000 to $75,000 USD + commissions. Salary is based on several factors including but not limited to skillset, relevant education, level of experience, certifications, and scope of responsibilities. In addition to base salary, SH/FT offers benefits such as medical, dental, vision, STD/LTD, Life/AD&D, Flexible Paid Time Off, and various other ancillary benefits and perks. We welcome and encourage applications from people with disabilities under the Accessibility for Ontarians with Disabilities Act. Accommodations are available on request for candidates taking part in all aspects of the selection process. Candidates must have current US or Canada work authorization. For US candidates, this employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the US. No relocation assistance can be offered at this time. All inquiries are held in strict confidence. About SH/FT Shift Paradigm is an execution-led strategic consultancy that bridges the gap between enterprise strategy and technical reality. We partner with Fortune 500 brands and emerging leaders to solve the inherent complexity of modern digital marketing. As partners to the world’s leading MarTech platforms, including Adobe, Salesforce, Optimizely, and Braze, we deploy integrated experts across data analytics, marketing strategy, technology development, engineering, and revenue operations to ensure our clients’ tech stacks don't just exist, but perform.