Inside Sales (Business Development Representative)
Role summary
The Business Development Representative is an experienced individual responsible for driving high-quality pipeline into HCLTech's A&D organization. This person designs and executes account-based outbound campaigns, performs deep account and technical research, engages multi-threaded buying centers, and mentors junior BDRs. The BDR operates with high autonomy and is expected to produce measurable, repeatable results for complex, long-cycle sales typical in the A&D sector.
Key responsibilities
- Own outbound prospecting and account-based marketing (ABM) outreach activity for target accounts work with sales to prioritize accounts, map stakeholders, identify buying signals and craft multi-channel outreach.
- Perform deep account intelligence (contracts, primes, program lifecycles, technical environments, procurement cycles).
- Design and A/B testing in collaboration with Marketing for personalized messaging and cadences across email, phone, LinkedIn, and events.
- Generate and qualify high-value sales-qualified leads (SQLs); own pipeline conversion until handoff to field sellers to run 1st intro meeting participate in 1st intro meetings and own follow up activities to help drive prospect to opportunity.
- Coach and mentor Junior BDRs: run trainings, review messaging, and help scale effective campaigns and playbooks.
- Produce sales exec-ready account briefs, battlecards and handoff documentation.
- Provide measurable reporting and continuous improvement (open/read/reply rates, meeting-to-SQL conversion, pipeline value).
- Coordinate closely with Marketing, Presales, Solutions Architects, and Capture teams on messaging and outreach.
What success looks like (KPIs)
- High quality outreach with measurable improvement in SQL conversion vs. baseline.
- 20 - 30 prospect contacts per day (or 450 - 600/month).
- Targeted contribution to committed pipeline value (monthly/quarterly targets).
- Consistent campaign improvements through A/B testing and playbook refinement.
Required skills & experience
- 57+years in BDR/SDR/inside sales with a track record of building pipeline for complex B2B or technology sales.
- Experience selling into Aerospace & Defense or complex manufacturing or Federal/Government, or defense primes strongly preferred.
- Hands-on ABM experience and familiarity with long sales cycles and multi-stakeholder deals.
- Proficient with Salesforce (or equivalent), Outreach/Unica, LinkedIn Sales Navigator, ZoomInfo/Draup and MS Office.
- Strong writing skills for hyper-personalized outreach and capability to produce concise executive briefs.
- Excellent verbal and written communication skills
- Comfortable working autonomously across time zones; good stakeholder management with senior leaders.
Nice to have
- Experience with GovWin or other public procurement intelligence sources.
- Prior experience mentoring or managing junior sellers.
- Certifications or demonstrable training in complex solution selling / ABM.
