Business Development Representative

About InAir InAir is a forward-thinking, fully remote consulting firm with a stronghold in Texas. We are proud experts in Airtable consulting services, partnering with mid-sized to large enterprises. Our mission is to harness the power of low-code platforms, enabling businesses to optimize their workflows, foster collaboration, and achieve ambitious outcomes through Airtable. At our company, we foster a culture of honesty, responsibility, and accountability. These core values create a successful, innovative, and transparent workplace. Our remote work setting is built on trust, respect, and open communication, allowing team members to shine and grow. Role Description We're hiring a Business Development Representative (BDR) to build out a new function at InAir. This is a hybrid role that combines two distinct motions. The majority of your time will go toward owning and growing InAir's existing relationship network, roughly of 100+ partners and current or former clients, running a structured outreach cadence, surfacing signals, and qualifying opportunities for our Head of Sales to close. Alongside that, you'll pilot a new outbound prospecting motion (cold email, LinkedIn, and calling) into new target accounts, to test whether outbound is worth building into its own dedicated function. This is a foundational role in a function we're actively building. You'll have real input into what works and ownership of the systems you run. In the first 90 days, success looks like full cadence coverage across the existing 100+ record base and at least one outbound-sourced qualified opportunity handed off to the Head of Sales. Key Responsibilities and Duties Relationship Management Own and maintain InAir's Relationship Database, keeping roughly 100+ partner and client records current, including status, engagement level, notes, and Last Touch and Next Touch dates. Run a structured, tiered outreach cadence across three priority tiers, a top tier of active or lapsed clients and top partners a middle tier of active contacts , and a lower tier of lapsed contacts. Identify and log signals, such as a stated need, budget, or organizational change, directly on the relevant record as they surface in calls, emails, or LinkedIn conversations. Qualify opportunities by confirming a named need, rough timing, and a next step, then hand the record off to the Head of Sales. Outbound Prospecting / New Motion Testing Pilot outbound cold prospecting, including email, LinkedIn, and cadence-triggered calling, into new target accounts and verticals, to test whether a dedicated outbound motion is worth scaling. Build and maintain a target list of large enterprise accounts (1,000+ employees) for expansion outreach driven by existing relationships. Research and build targeted prospect lists, identifying key decision makers and relevant trigger events that signal a potential need for our services. Track and report on outbound metrics (activity volume, response rates, meetings booked, conversion to qualified opportunity). Schedule qualified discovery calls, ensuring a clean handoff to the Head of Sales with full context on the prospect. General Maintain accurate, current records of all activity in HubSpot and our Relationship Database. Collaborate closely with the Head of Sales to refine cadence, targeting, and messaging based on what's actually converting. Participate in weekly syncs to share findings and help shape the process as the function matures. Qualifications & Skills 4+ years of experience in business development, account management, sales development, or another relationship role that works directly with clients or partners, ideally in tech, SaaS, or consulting. Comfortable both nurturing warm relationships over the long haul and initiating cold outreach to people who don't know your company yet; this role genuinely spans both. Strong written and verbal communication skills; able to write compelling, concise outreach and speak confidently on calls. Highly organized and self motivated, capable of managing a high volume of touches and follow up without letting things slip through the cracks. Resilient and coachable, able to handle rejection or silence, iterate on approach, and apply feedback quickly. Comfortable owning a CRM/database as a system of record, not just using one someone else maintains. Nice to Have Qualifications Familiarity with low code or no code platforms. Prior experience selling into consulting or professional services environments. Experience managing relationships across an account base or partner channel (e.g., an ISV or systems integrator ecosystem). Experience prospecting into middle market or enterprise accounts. Technical Skills / Tools Required HubSpot (or comparable CRM). Comfortable picking up a structured database tool for relationship tracking (training provided on our specific setup). LinkedIn. Apollo (or comparable prospecting/outreach tool). Soft Skills Resilience and grit in the face of rejection or silence. Coachability, quick to apply feedback and iterate. Strong verbal and written communication. Curiosity about prospects' and partners' businesses and needs. Self motivation and consistency under a varied, high volume workload. Collaborative mindset, especially in a newly built function with evolving processes. Language Requirements English: C1+ (fluent, professional working proficiency)