The Business Development Representative executes lead generation campaigns, qualifies prospects, creates a sales pipeline, collaborates with partners, and supports sales activities while maintaining account intelligence and data hygiene.
Have you heard of BlueCat? We’re one of those hidden gems that’s been disrupting the market as a key player in the rapidly growing space of Intelligent Network Operations. Organizations require a new model of network operations that links foundational core services with a deep, predictive understanding of network health and performance to improve change readiness. BlueCat’s Intelligent NetOps is a first-to-market combination of systems of understanding and change. BlueCat enables teams to enhance agility and mitigate risks from high rates of change with a unified management lifecycle, from provisioning to proactive troubleshooting and remediation.
At BlueCat, we take immense pride in our award-winning culture, an integral part of our identity. We are proud recipients of several prestigious accolades, including the "Great Place to Work" certification. By becoming a part of our team, you not only join a company at the forefront of technology but also become an integral member of Canada's top workplaces in various categories, including Technology, Today's Youth and Women, and Mental Health and Inclusion.
About Us:
Bluecat LiveAction is a leader in Network Observability software, helping enterprises gain real-time visibility, optimize network performance, and leverage automation and AI to ensure superior digital experiences. Our platform empowers IT teams to proactively detect, diagnose, and resolve network issues across hybrid, cloud, and on-prem environments. We're expanding our sales team to meet growing global demand — and we’re looking for a driven Business Development Representative (BDR) to help fuel our next stage of growth.
Position Overview:
The BDR’s north star metric is qualified pipeline contribution (ARR value of SQLs created and accepted). They must balance outbound discipline with partner collaboration. They also have a strong focus on data hygiene, discovery qualification and quality, and a disciplined cadence to the necessary daily activities and KPIs. Early success in this role is measured by activity and learning with later success by pipeline growth and conversion.
Key Responsibilities:
Lead Generation:
Execute targeted outbound campaigns (email, LinkedIn, calls) against ICPs within assigned regions or partners. Leverage marketing-generated leads and convert MQLs into SALs/SQLs.
Qualification & Discovery:
Conduct discovery to confirm pain points, urgency, budget, and authority. Apply MEDDPICC or similar qualification frameworks.
Pipeline Creation:
Build and maintain a 3–4x coverage ratio vs. quarterly ARR target. Drive both direct and partner-initiated opportunities.
Channel Collaboration:
Work closely with assigned Distributors, SI / VAR partners to co-prospect accounts. Support joint campaigns and partner enablement.
Account Intelligence:
Map accounts, identify key decision-makers, track buying signals. Keep Salesforce data clean and current.
Sales Support:
Book discovery/intro meetings for RSDs. Prepare call briefs and notes.
Marketing Alignment:
Collaborate on campaign design and follow-up sequences. Provide field feedback to refine targeting.
Qualifications
• Bachelor’s degree in business, Marketing, IT, or related field (or equivalent experience).
• 3–5 years of experience in a sales or business development role, ideally in SaaS or IT software.
• Strong written and verbal communication skills with technical acumen.
• Comfortable discussing IT infrastructure concepts (network monitoring, performance metrics, cloud environments, etc.).
• Proficiency with CRM tools (Salesforce, HubSpot) and sales engagement platforms (Outreach, SalesLoft).
• Self-motivated, goal-oriented, and eager to learn complex technology solutions.
Preferred:
• Prior experience in network management, observability, or IT operations software (NPM, APM, or NOC tools).
• Understanding of networking technologies (LAN/WAN, SNMP, SD-WAN, cloud networking).
• Track record of exceeding lead generation or quota targets.
If you share our enthusiasm for the future of our company and are eager to contribute to our vibrant workplace, we look forward to receiving your application! Our comprehensive benefits encompass your health, financial well-being, and overall wellness, and we are committed to providing an exceptional work environment, enriching employee programs, and fostering a remarkable company culture. At our core, we champion values such as transparency, curiosity, respect, and above all, the pursuit of enjoyment.
In addition, we offer a range of appealing perks, including:
A Professional Development Budget
Dedicated Wellness Days and Wellness Week
A Lifestyle Spending Account
An Employee Recognition Program
Join us in shaping the future of our organization, where your talent and dedication can truly thrive. We invite you to apply and become a valuable member of our team!
BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.
Top Skills
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Outreach
Salesforce
Salesloft
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