Business Development Representative


Xpan’s Business Development Representative (BDR) plays a vital role in ensuring our sales pipeline is full of qualified opportunities to meet our team revenue goals. First impressions are everything and our BDR will be the first touchpoint in the Xpan Client Experience. Facilitating that first impression will be your primary responsibility. Creativity in connecting with qualified leads is encouraged and we envision you will identify, research, connect, and convert new business opportunities into formal meetings for our senior sales team leveraging techniques including cold calls, cold emails, networking, and social selling. You will also work collaboratively in developing large proposals and sales assets that represent the Xpan team and brand.

Essential Duties and Responsibilities

  • Refresh—spanning our 20-year history we’ve developed a wealth of great contacts. Using our CRM we’ll connect you with warm opportunities to nurture into leads and explore sales opportunities
  • Research—discover organizations and individuals which align with Xpan’s products and services offering
  • Lead Generation—build account strategies, identify contacts, and define approach
  • Cold Calling—picking up the phone may seem like a thing of the past, but it’s simply one of the most effective strategies for engaging with potential leads
  • Cold Emailing—develop a compelling value proposition for your lead by crafting an email that speaks to the lead’s needs
  • Networking—we don’t want you behind the desk all day! Networking will be a critical component of your success generating net new opportunities for Xpan
  • Social Selling—we like to see our BDR’s have a great presence on social networks. LinkedIn and Twitter are our primary channels, but ultimately being top of mind for all those leads is another important element of success as a BDR
  • Writing—written communication will be a critical part of your role both in lead generation and supporting our team with proposal development
  • Zoho CRM Administration—manage all sales activity in our CRM
  • Travel may required from time-to-time

Skills and Expertise

  • Teamwork—our team works collaboratively and are supportive of each other in achieving our revenue targets. We’re looking to add a team player who can support our rapid growth trajectory
  • Creativity—be bold, be authentic, be passionate. BDR’s need original ideas to connect with leads
  • Adaptability—you’ll connect with professionals representing the needs of every organizational department all around the world. Being adaptable and able to deal with change quickly helps create connections and drive results
  • Active Listening—being able to hear underlying messages while connecting the dots to solutions will help you demonstrate an understanding of your prospect needs. This will help create a deeper connection and built trust
  • Persistence—patience is a virtue and that could not be truer in a BDR role. It may take several attempts, and creative approaches, to land a meeting with your contact. There will be wins, and there will be rejection. Learning from both will be important as you add some science to the art of sales
  • Relationship management skills—demonstrated skills in negotiation and leadership
  • Communication—excellence in written and oral communications, including presentation skills and proposals
  • Organization—ability to strategically and tactically organize and structure activities
  • Digital Literacy—be in tune with modern technologies and media treatments. Bonus if you understand how they apply to creating digital knowledge experiences
    Intermediate skills in Microsoft Project and Office
  • Minimum of 3 years of sales experience in an eLearning, Multimedia, Technology, Professional Services or Software as a Service discipline

If you would like to join our team of big, bold, and creative professionals producing engaging interactive media for big, bold, and creative clients, then what are you waiting for? Apply now by sending us your resume (careers@xpan.ca).