Catena

Business Development Representative – Senior

Catena

full-time

Posted on:

Location Type: Remote

Location: Philippines

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Job Level

Junior

About the role

  • Lead Generation & Strategic Prospecting (30%)
  • - Identify and qualify potential clients through research, outbound calls, LinkedIn outreach, and email campaigns
  • - Research target organizations across healthcare, finance, logistics, and B2B SaaS industries
  • - Identify decision-makers, navigate gatekeepers, and adapt outreach strategies in real-time
  • - Approach conversations with curiosity and insight—ask smart, consultative questions that make prospects think differently
  • - Utilize channels like LinkedIn Sales Navigator, cold calling, and referrals to generate qualified lead pipeline
  • - Research potential customers, industries, and market opportunities systematically
  • - Initiate strategic outreach to key decision-makers in targeted companies
  • - Meet consistent outbound performance expectations (100 dials per day, 100 personalized emails)
  • Client Engagement & Discovery Conversations (25%)
  • - Engage prospects with professionalism, empathy, and consultative communication style
  • - Conduct discovery conversations to uncover needs, pain points, and workflow challenges (~20 conversations per day with prospects)
  • - Position solutions effectively while actively listening and adapting messaging
  • - Understand healthcare operations, burnout issues, and link value to real-world business challenges
  • - Drive meaningful, insight-based conversations that demonstrate business acumen
  • - Ask thoughtful, unexpected questions that differentiate your approach from competitors
  • - Achieve at least 5 meaningful conversations daily with decision-makers or influencers
  • - Build and maintain relationships with potential customers, understanding their needs deeply
  • Appointment Setting & Relationship Building (20%)
  • - Schedule qualified meetings by establishing credibility and trust (consistently 2-3 qualified meetings per day)
  • - Maintain persistence and organization—track follow-ups and priorities meticulously
  • - Balance assertiveness with empathy—build trust, not pressure
  • - Engage prospects through personalized follow-ups, guiding them through sales funnel
  • - Ensure smooth handover to sales team with comprehensive context and qualification notes
  • - Conduct product demos and presentations highlighting value proposition
  • - Address concerns and objections with strategic responses that move deals forward
  • - Nurture relationships over time for prospects not yet ready to engage
  • Negotiation & Deal Progression (15%)
  • - Navigate complex B2B sales cycles with strategic thinking and business judgment
  • - Handle objections professionally using active listening and consultative problem-solving
  • - Negotiate and progress deals toward qualified meetings or closures
  • - Collaborate with sales teams to achieve revenue targets and business objectives
  • - Support end-to-end sales process from lead generation through deal closure when appropriate
  • - Ensure customer satisfaction during qualification and initial engagement phases
  • - Position products as solutions by understanding and articulating ROI clearly
  • CRM Management, Data Tracking & Process Improvement (10%)
  • - Maintain accurate, detailed records of all outreach and conversations in CRM (Notion, HubSpot, Salesforce)
  • - Track and analyze performance metrics to refine strategies and improve conversion rates
  • - Monitor market trends, competition, and industry developments to identify opportunities
  • - Maintain up-to-date records of sales activities and customer interactions
  • - Partner with marketing teams to enhance messaging and campaign alignment
  • - Share market insights to support sales strategy development and positioning
  • - Learn fast—absorb healthcare terminology, technical concepts, and industry context quickly
  • - Contribute to continuous improvement of outbound processes and playbooks

Requirements

  • Experience: 1-2+ years in sales development, business development, or outbound prospecting (preferably in healthcare, SaaS, or B2B tech)
  • Business Acumen: Ability to "think like a businessperson" and drive meaningful, insight-based conversations
  • Consultative Style: Consultative communication approach—asks thoughtful, unexpected questions that create value
  • Communication: Excellent verbal and written English communication skills with professional delivery
  • Objection Handling: Strong objection-handling and active listening skills
  • CRM Proficiency: Experience using CRM systems (Notion, HubSpot, or Salesforce)
  • Organization: Highly organized, self-starter, and results-driven with strong time management
  • Performance Standards: Demonstrated ability to meet outbound performance expectations:
  • - 100 dials per day with matching 100 personalized emails
  • - ~20 conversations per day with prospects
  • - At least 5 meaningful conversations with decision-makers or influencers
  • - Consistently setting 2-3 qualified meetings per day
  • Research Skills: Strong research and prospecting abilities using multiple data sources
  • Relationship Building: Proven experience in lead generation, prospecting, and relationship building
  • Complex Sales: Understanding of B2B sales processes and ability to navigate complex sales cycles
Benefits
  • Competitive Salary: Based on experience and skills
  • Remote Work: Fully remote — work from anywhere
  • Generous PTO: In accordance with company policy
  • Direct Mentorship: Access to global industry leaders
  • Learning & Development: Continuous growth resources
  • Global Networking: Work with international teams
  • Health Coverage (Philippines only): HMO after 3 months (full-time)
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
lead generationstrategic prospectingobjection handlingconsultative communicationCRM managementdata trackingsales processB2B salesperformance metricsresearch skills
Soft Skills
business acumenactive listeningorganizationself-starterresults-drivencommunicationrelationship buildingempathystrategic thinkingnegotiation