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.

Key Responsibilities

1. Generate Qualified Pipeline Through Outbound Prospecting

Build and execute proactive prospecting campaigns across phone, email, LinkedIn, referrals, events, and other channels to generate qualified meetings and opportunities within target Mid-Market accounts.

2. Own Inbound Lead Qualification and Conversion

Serve as the first point of contact for inbound interest, ensuring rapid follow-up, effective qualification, and seamless handoff of qualified opportunities to Account Executives.

3. Execute Account-Based Prospecting Strategies

Partner with Account Executives to develop account plans, identify buying committees, prioritize target accounts, and create coordinated outreach strategies designed to increase engagement and opportunity creation.

4. Conduct Market and Account Research

Research target organizations, decision-makers, business initiatives, industry trends, and trigger events to personalize outreach and improve conversion rates.

5. Maintain Operational Excellence

Maintain accurate records of prospecting activity, account engagement, meeting outcomes, and opportunity progression within Salesforce and sales engagement platforms to support reporting, forecasting, and pipeline management.

6. Provide Market Intelligence and Strategic Insights

Capture and share prospect feedback, competitive intelligence, market trends, messaging effectiveness, and emerging opportunities to help inform Mid-Market sales and marketing strategies.

What Success Looks Like

Pipeline Creation

• Consistently creates qualified pipeline that contributes meaningfully to Mid-Market revenue targets.
• Generates a significant portion of Mid-Market opportunities through self-sourced outbound activity.
• Supports healthy pipeline coverage and opportunity creation across the segment.

Meeting Generation

• Consistently delivers high-quality meetings with Mid-Market decision-makers and influencers.
• Maintains a balanced pipeline of near-term and future opportunities through disciplined prospecting activity.
• Demonstrates strong conversion from outreach activity to qualified sales conversations.

Account Penetration

• Successfully engages multiple stakeholders within target accounts.
• Expands awareness of Workhuman across key Mid-Market organizations.
• Builds relationships that create long-term opportunity potential beyond initial meetings.

Inbound Excellence

• Responds rapidly to inbound leads and inquiries.
• Converts marketing-generated interest into qualified opportunities at a high rate.
• Creates a seamless and professional first experience for prospective customers.

Operational Discipline

• Maintains accurate CRM records and activity tracking.
• Provides reliable visibility into prospecting performance, pipeline creation, and account engagement.
• Demonstrates strong process adherence and forecasting discipline.

Strategic Contribution

• Shares actionable market insights that improve targeting, messaging, and campaign effectiveness.
• Identifies emerging opportunities, verticals, and prospecting approaches that can help scale the Mid-Market business.
• Serves as a trusted partner to Account Executives and the broader Mid-Market leadership team.

Performance Expectations & KPIs

Meeting Generation

• Generate 7-10 qualified first meetings per week with Mid-Market decision-makers and buying influencers.
• Maintain a consistent pipeline of future meetings through proactive prospecting and follow-up.

Outbound Performance

• Consistently execute high-quality multi-channel outreach across target accounts.
• Demonstrate strong engagement and conversion rates relative to team benchmarks.
• Build repeatable prospecting motions that scale pipeline generation.

Inbound Performance

• Respond to inbound leads within established service-level agreements (target: less than 15 minutes during business hours).
• Maintain strong lead qualification and conversion performance.

Data Quality & Reporting

• Maintain complete and accurate prospect, account, activity, and opportunity records.
• Ensure all pipeline attribution and reporting requirements are met.

Development & Growth

• Continuously improve prospecting, qualification, and business acumen skills.
• Develop expertise in Workhuman's Mid-Market customer profile, value proposition, competitive landscape, and growth strategy.

The base salary range for this position is $50,000–$60,000. 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 g[email protected] for assistance. We are committed to ensuring equal access to opportunities for all individuals.