Beyond the Job Description – Business Development Representative

Tired of looking at dry, formal job descriptions that have no personality or depth to them? Us too! So, we wanted to take this opportunity to skip the bullet points and get right to the heart of what it is like to work at Deacom as a Business Development Representative. Oh, and guess what? We’re hiring for this team right now!

This role is crucial to the continued growth and scalability of Deacom’s infrastructure. A business development representative is on the front lines, banging down barriers to qualify leads for our Senior Sales Executives. Without their diligence and research to uncover the pain-points of our prospects, we would not have deals to chase. If we didn’t close new deals, then we wouldn’t have implementation work. If we didn’t have implementation work, then we wouldn’t have a need for additional support members or new software functionality through the creation of enhancements. So forth and so on. They are a critical first step to securing business and the company’s ability to scale relies on their ability to qualify valuable leads for our company.

The Day-to-Day

Rather than hearing it from me, I asked one of our Business Development Leads, Josh Marcolino, to tell me about it. Here is what he had to say:

“As a member of Business Development, my primary job is to find exciting new business opportunities for our Senior Sales team. My typical day is spent investigating potential sales opportunities and engaging c-level decision makers through outbound prospecting activities. Due to the complexity of our sales process, a large aspect of my job is conducting in depth research and using deductive reasoning to determine if and when a prospective customer may benefit from an ERP solution like DEACOM. Once I have identified a potential fit, I contact the appropriate decision makers and initiate the sales process to be completed by a member of our Senior Sales team.

Speaking from personal experience, the Business Development role at Deacom is a tremendous opportunity to jumpstart a career in the lucrative high-tech industry. At the same time, I have the ability to work alongside savvy, dedicated sales professionals that are very successful in what they do!”

What career development opportunities are there?

Career development doesn’t stop at inside sales. It’s a unique opportunity to learn first-hand various sales approaches from our senior sales executives as well as how to continue the sales process. This is a very valuable coaching tool and while it is the first level of sales at Deacom, many business development representatives have progressed their career in other areas of the company. Some have moved up the chain to a senior sales representative and others have ventured into the operations side of the business. The opportunities to expand into different areas are endless.

How are new business development representatives brought up to speed?

There is an extensive amount of training and it is continuous. In your first week, you will go through a structured onboarding training process with new hires across various departments. You will meet department heads, learn about our internal processes from soup to nuts, and be introduced to all of our internal systems and the software. It provides you with a great understanding of the business and software before you dive into the sales process.

In week two, you will begin shadowing other business development representatives on calls, work with senior sales executives, take a deep dive into our CRM functionality, begin learning prospecting language, and discover how to overcome objections. We won’t waste any time before getting you on the phone to begin practicing and your team lead will be helping you along the way. You can meet with your lead as much or as little as you need.

After your first couple of months, Deacom’s Founder and CEO, Jay Deakins, will personally give you a solution-based sales training – an opportunity you won’t get at other software companies!

Drop what you’re doing and apply now because you’re going to love it here if…

You can talk the talk… to both Jeff Bezos and Joe Shmoe.

Sure, you love to talk to people. What great sales person doesn’t? But do you have the ability to break down very technical and complex information into simple and digestible parts that anyone can understand? In other words, if you can effectively explain what ERP is to your grandparents, then this could be the job for you.

Deductive reasoning is second nature.

You have to think quick on your feet when you’re on a call with a potential customer. Our most successful business development representatives are able to cut through the clutter to get to the root of a prospect’s objection and quickly overcome it.

The glass is always half-full.

Let’s face it, sales can be draining some days. It’s not fun when you feel like you’ve hit a brick wall after a day of rejection. If are able to push through the hard days with a positive outlook, then the good days will be even more rewarding.

Sales is in your bones.

If you have a love for this industry, then we want to talk to you. You bring the passion, and we will provide you with the coaching and tools necessary to become a successful software sales representative.

This may not be your dream job if…

You need instant gratification. Now.

This is a complex sale with high-level decision makers. You’re going to do a lot of research and networking before you pick up the phone. This is for someone who has a long lens and can see that the hard work they put in now will pay in dividends in the future.

You don’t have a thick skin.

It’s the nature of the beast when you choose an inside sales job. You can’t be afraid to be thrown objections or just flat out be told no.

Getting that signature on the dotted line is important to you.

Your part in our process is integral to the sale of our software but you won’t be closing deals. You have to feel comfortable in knowing that once you have qualified a lead you will be turning the second half of the process over to an outside rep to close it. However, this structure allows you to get commission at two different phases of the process: once the lead is qualified and once the deal is closed.

You are afraid to think differently.

Remember what I said earlier on about the types of leads we go after? Getting a c-level executive on the phone is hard work for any salesperson. You have to be willing to get creative and think outside of the box to get their attention or even just to get them to take your call.


You are a hunter.

This isn’t an account manager role and we don’t hold your hand or micromanage your every move. You have to love the thought of doing your own lead generation and building a pipeline.

You have a “if you’re not first, you’re last” mentality.

We are a goal- and results-driven company. Merit and financial gain are dependent on your performance. If you love to compete and be rewarded for your hard work, then this is the company for you.

Sales is not a foreign concept to you.

You don’t need to have experience selling ice to an Eskimo or be a veteran in the sales realm. But, if you have had some level of sales experience – whether it was retail, door-to-door, or even some other tech company – this can give you a leg up on the process.

Apply now to be the next addition to our Business Development team.

Not for you? Check out some of the other opportunities we have open at Deacom:

Implementation Consultant

Software Developer

Consulting Services Specialist