Overview

The Outbound Business Development Representative (BDR) is responsible for generating new pipeline by proactively engaging target accounts through strategic outbound prospecting. The role focuses on identifying and engaging high-value prospects across priority industries and accounts, using personalised outreach to create new opportunities for the sales team. Working closely with Sales and Marketing (particularly ABM & Field Marketing Manager), the Outbound BDR executes account-based outreach strategies aligned to priority target accounts and vertical markets. This role plays a critical part in supporting the company’s current logo acquisition and market expansion strategy within a defined territory (e.g. specific industries and line size businesses in Australia, New Zealand, Singapore).

Responsibilities

Outbound Prospecting

- Generate new sales opportunities through proactive outreach including:
- Cold calling
- Personalised email outreach
- LinkedIn prospecting
- Social engagement
- Identify and engage key decision-makers within target accounts.
- Build, nurture and maintain a strong pipeline of qualified prospects.

Account-Based Outreach

- Execute structured account-based prospecting programs aligned with target account lists.
- Collaborate with ABM & Field Marketing Manager and Sales to prioritise accounts based on:
- Industry focus
- Ideal Customer Profile
- Market expansion opportunities
- Intent signals indicating buying readiness or engagement
- Develop personalised outreach strategies tailored to each target account.

Meeting Generation

- Secure qualified meetings between prospects and the sales team.
- Ensure meetings are well-qualified and aligned with agreed ICP.




- Prepare Account Executives with relevant context on each opportunity.

Market & Account Intelligence

- Research accounts to identify potential business needs, challenges, and opportunities.
- Stay informed about industry trends and regulatory developments affecting workplace safety and compliance.
- Use insights to improve prospect conversations and outreach messaging.

Collaboration with ABM & Field Programs

- Partner with Marketing on ABM campaigns, event follow-up, and webinar engagement.
- Engage target accounts around marketing initiatives to drive meeting generation.
- Leverage marketing insights and intent signals to prioritise outreach.

Performance & Reporting

- Maintain accurate prospect and activity records within Salesforce and sales engagement platforms.
- Track performance across key metrics including: activity levels, meetings booked, opportunities generated, and pipeline value created.
- Continuously test and optimise outreach approaches.

Success in This Role Looks Like

- Consistent generation of new opportunities from target accounts, measured through account penetration and conversion.
- Strong pipeline contribution through outbound prospecting, with consistent achievement of monthly meeting and opportunity targets.
- Effective collaboration with Marketing on ABM and field initiatives,



with strong feedback loop to maximise campaign impact.
- High-quality activity output that drives meetings and qualified opportunities. Meet benchmark of activity > Opportunity of 3% (Activity>MB 10%, MB>Opp 30%).

Qualifications & Experience

- 1–3 years experience in sales development, business development, or outbound prospecting.
- Proven ability to generate meetings through proactive outreach.
- Experience in B2B SaaS or technology environments preferred, preferably selling or prospecting into mid-market or enterprise organisations.
- Strong communication and storytelling skills.
- Ability to conduct research and personalise outreach, and confidently engage prospects at multiple levels within an organisation.
- Highly resilient and self-motivated with a results-driven mindset.
- Experience with Salesforce, HubSpot, or similar CRM systems, as well as sales engagement tools such as Outreach or Salesloft.

Benefits

- Access to a confidential and free EAP Service (Employee Assistance Program)
- Birthday Bonus Day – a day of paid leave for your birthday
- Access to FlareHR Employee Benefits & Discounts, including Novated Leasing
- Tuition Reimbursement – we support eligible employees with education expenses
- Volunteer Leave – 16 hours per year to support causes aligned with our mission, including the phrase “Connection Workplace Safety, Compliance and Employee Development”
- Free Skin Checks & Flu Vaccines
- A flexible and hybrid working environment with free Coffee and Snacks in the office
- Office Lunch provided monthly
- A collaborative and supportive team-based environment

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📌 Business Development Representative (Outbound) (Sydney)
🏢 HSI
📍 Sydney