Business Development Representative - Small Business

Our Story:
Crisis Prevention Institute Inc. (CPI) is the worldwide leader in evidence-based de-escalation and crisis prevention training and dementia care services. Our programs teach professionals the skills to recognize, prevent, and respond to crises in the workplace. Since 1980, we’ve helped train more than 17 million people within service-oriented industries including education, health care, behavioral health, long-term care, human services, security, corporate, and retail.

At CPI, we are dedicated to changing behaviors and reducing conflict for the Care, Welfare, Safety, and Security of everyone. We believe the power of empathy, meaningful connections, personal safety, and security are the antidotes to fear and anxiety. It’s a philosophy that is central to everything we do, and traces back to our beginning.

As a member of the team, you can expect to:

• Make a difference through your work – You’ll be proud to tell your family and friends about what you do.
• Gain significant career experience only obtained within a fast-growing organization.
• Feel fulfilled and have fun – We work hard but make the time to build meaningful relationships and celebrate the wins.

Position Summary

The Business Development Representative – Small Business converts marketing‑generated Scheduled Consultation Leads (SCLs) into qualified sales conversations through timely outreach, effective qualification, and accurate routing. This role manages a high‑volume flow of inbound and lightly outbound leads, focusing on speed‑to‑contact, consistent engagement, and disciplined lead management. The BDR assesses initial customer needs, determines the correct sales owner using established segmentation and account rules, and schedules qualified appointments for Small Business Account Executives. The role emphasizes repeatable processes, strong communication, and efficient digital engagement to drive lead conversion and support Small Business revenue growth.

Essential Responsibilities

• Conduct timely, persistent outreach to assigned SCLs across phone, email, and approved channels, meeting speed‑to‑contact expectations.
• Qualify leads to understand initial customer needs, sales readiness, and appropriate next steps.
• Apply segmentation and account ownership rules to determine the correct sales owner and route leads accurately.
• Schedule qualified Small Business appointments and provide clear customer context to support effective handoffs.
• Maintain disciplined CRM practices, including accurate activity tracking, qualification notes, routing decisions, and dispositions.
• Meet or exceed expectations for lead engagement, qualification quality, appointment creation, and other defined BDR performance metrics.
• Partner with Small Business Account Executives, Sales teams, and Marketing to share insights on lead quality, customer trends, and conversion opportunities.
• Maintain working knowledge of CPI solutions, customer segments, and sales ownership rules to effectively engage prospects and determine the correct sales path.

Performance Metrics

• Speed‑to‑contact and lead engagement consistency.
• Volume and quality of qualified Small Business appointments.
• Lead qualification accuracy and routing compliance.
• CRM accuracy, completeness, and timeliness.
• Conversion rates from SCL to qualified appointment.
• Collaboration effectiveness with Small Business Account Executives and Marketing.

Qualifications

Minimum Requirements

• Bachelor’s degree or equivalent experience.
• 1+ years in business development, sales development, inside sales, customer engagement, or similar roles preferred.
• Experience conducting outbound phone and email outreach in a professional environment.
• Demonstrated ability to communicate effectively, ask thoughtful questions, and identify initial customer needs.
• Experience working in a high‑volume, activity‑driven environment with defined performance expectations.
• CRM and sales engagement tool proficiency for managing leads, activities, and dispositions.
• Strong communication, organization, time management, and follow‑up skills.

Preferred Qualifications

• Experience working with marketing‑generated leads in a B2B sales environment.
• Experience in a BDR/SDR‑to‑Account Executive sales model.
• Experience in education, healthcare, human services, training, or similar markets.

Work Environment

Standard office or remote‑work environment. Some travel may be required based on business needs.

What We Offer:

• $60,000 OTE
• Comprehensive benefits package
• 401k
• PTO
• Health & Wellness Days
• Paid Volunteer Time Off
• Continuing education and training
• Hybrid / Remote work schedule
• Paid Parental Leave