Business Development Representative

Welcome to 
Jackrabbit Technologies.

Jackrabbit Technologies is the leading provider of software and services that help youth activity centers -- gymnastics, dance, cheer, swim, music, childcare, and others -- grow and operate efficiently. We are an entrepreneurial-minded, rapidly growing SaaS company that has been recognized as one of the
Best Places to Work in North Carolina and one of
North Carolina's Top Industry-Driven Technology Companies. Jackrabbit Technologies' SaaS solution powers over 7000 clients in 35 countries around the world.

Our
culture empowers YOU.
We hire people passionate about what they do, provide them with the tools to succeed, and then get out of their way! Living our vision, mission, and values, our people are what make Jackrabbit Technologies an awesome place to work. And that "awesome place" is virtual--all of our employees enjoy the privilege of working remotely. We always have and always will.

What You'll Do

As a Business Development Representative, you will be responsible for the complete sales cycle from initial prospect engagement through closure. You will generate new business opportunities through a combination of inbound lead management and outbound prospecting, qualify prospects, conduct product demonstrations, and close deals. This role is critical to driving revenue growth and expanding Jackrabbit's customer base across SMB and/or Enterprise segments.

Lead Generation & Prospecting

• Manage and respond to inbound leads with timely follow-up to maximize conversion rates
• Conduct strategic outbound prospecting through calls, emails, social selling, and other channels to generate qualified opportunities
• Research target accounts and contacts to personalize outreach and increase engagement
• Leverage multiple prospecting tools and techniques to build a robust pipeline of qualified opportunities
• Execute on prospecting campaigns and cadences designed to generate interest and engagement
• Track all prospecting activities and results in Gong and/or HubSpot to ensure data accuracy and visibility

Qualification & Discovery

• Conduct thorough discovery calls to understand prospect needs, business challenges, and goals. Be an “expert” at being curious and asking questions.
• Qualify prospects based on established criteria including fit, need, budget, timeline, and decision-making authority
• Identify key stakeholders and decision-makers within target organizations
• Uncover pain points and business requirements that Jackrabbit's solution can address
• Assess prospect readiness and prioritize opportunities based on likelihood to close
• Document qualification details in Gong to maintain accurate pipeline information

Product Demonstration

• Conduct engaging product demonstrations that showcase Jackrabbit's value proposition and address specific prospect needs
• Tailor presentations to highlight features and benefits most relevant to each prospect's business
• Handle objections effectively and address concerns with confidence and product knowledge
• Articulate ROI and business value of Jackrabbit's solution in terms prospects understand
• Follow up on demonstrations with customized proposals and additional information as needed

Sales Process & Deal Management

• Manage the full sales cycle from initial contact through contract signing and handoff to implementation
• Maintain accurate pipeline forecasting and keep HubSpot and Gong updated with deal progression and status
• Coordinate internal resources (technical support, management) as needed to advance opportunities
• Meet and exceed monthly and year sales quotas
• Ensure smooth client handoffs to account management and implementation teams

Relationship Building & Market Intelligence

• Build strong relationships with prospects throughout the sales process to establish trust and credibility
• Stay current on industry trends, competitive landscape, and market dynamics
• Gather and share prospect feedback on product features, pricing, and competitive positioning
• Represent Jackrabbit professionally in all prospect interactions and communications
• Participate in team meetings to share best practices, learnings, and market insights

What You're About

You are a driven, competitive sales professional who thrives on building relationships and closing deals. You're comfortable with the full sales cycle and enjoy both the challenge of prospecting and the satisfaction of closing new business. You're organized, resilient, and motivated by hitting targets. You have strong communication skills, a consultative approach, and the ability to understand customer needs and translate them into solutions. You're coachable, eager to learn, and excited about growing your sales career!

Core Competencies

• Drives Results - Consistently achieving sales results, even under tough circumstances
• Customer Focus - Building strong customer relationships and delivering customer-centric solutions
• Communicates Effectively - Developing and delivering multi-mode communications that convey clear understanding of the unique needs of different audiences
• Persuades - Using compelling arguments to gain the support and commitment of others
• Action Oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy and enthusiasm
• Builds Networks - Effectively building formal and informal relationship networks inside and outside the organization
• Nimble Learning - Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder
• Demonstrates Self-Awareness - Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
  

Experience and Qualifications

Role Requirements

• 1- 3 years of B2B sales experience, preferably in SaaS or technology
• Proven track record of meeting or exceeding sales quotas and targets
• Experience with full-cycle sales from prospecting through close, or strong desire to learn
• Demonstrated ability to conduct product demonstrations and presentations on-camera and occasionally in-person as needed
• Strong phone and communication skills with experience in outbound prospecting
• CRM experience (HubSpot preferred) with attention to data accuracy and pipeline management
• Self-motivated and goal-oriented with ability to work independently in a remote environment
• Ability to travel up to 10% of the calendar year
• Must be a US Citizen or Green Card holders with no special circumstances living in the US
• Must have reliable high-speed internet

Preferred Qualifications

• Experience in the youth activity/education industry (gymnastics, dance, swim, childcare)
• Familiarity with SaaS sales methodologies and best practices
• Experience with sales engagement platforms (Outreach, SalesLoft, Gong, etc.)
• Understanding of B2B buying processes and decision-making dynamics

Skills & Abilities

• This position requires on-camera engagement as a core requirement
• Excellent verbal and written communication skills
• Strong presentation and demonstration abilities
• Active listening and discovery skills to uncover prospect needs
• Time management and organizational skills to balance multiple priorities
• Objection handling and negotiation capabilities
• Coachability and desire for continuous improvement
• Comfort with technology and ability to learn new software quickly
• Positive attitude and competitive drive