Lead – SWAT / Business Development Representative (BDR), Growth Office

Job Title: Lead – SWAT / Business Development Representative (BDR), Growth Office Location: Romania or Bulgaria (Bucharest / Sofia preferred; remote within country) Reports To: Growth Office / Business Development Leadership (US-based) Work Hours: 1:00 PM – 10:00 PM local time About the Role The Lead SWAT / Business Development Representative (BDR) will play a pivotal role in the outbound and inbound prospecting efforts of the EXL Growth Office. This is a senior, hands-on role supporting US-based new logo sales executives ("hunters") by acting as their dedicated research, intelligence, and outreach engine. The Lead SWAT will own the end-to-end prospecting support workflow — from account and contact research to messaging development, campaign execution, and meeting generation. The ideal candidate combines strong research and analytical skills with excellent business writing, a consultative sales mindset, and the discipline to operate independently across time zones in a fast-paced, target-driven environment. Key Responsibilities Outbound Prospecting & Campaign Execution Collaborate with US-based sales executives to identify, prioritize, and tier target accounts and buying-center contacts. Build and maintain high-quality target account and contact lists, ensuring data accuracy and completeness in Salesforce. Execute, monitor, and track progress of targeted outbound sales campaigns by line of business and market, across email, phone, and LinkedIn channels. Employ a consultative approach to understand prospect needs and articulate the unique value of our products and services. Secure qualified first meetings / discovery calls for the sales executives supported, and ensure smooth handoff with full context. Inbound Prospecting Efficiently qualify inbound leads generated through marketing efforts using agreed qualification frameworks (e.g., BANT/MEDDICC-lite criteria). Respond to inbound emails and inquiries within the stipulated SLA and seamlessly transition qualified leads to the sales team. Market & Account Research Conduct periodic market, account, and executive-level research on prospects to deepen understanding of their strategic priorities, recent news, organizational changes, and likely pain points. Prepare concise account briefs, executive profiles, and pre-meeting prep packs for sales executives ahead of prospect interactions. Leverage various databases and tools, including but not limited to ZoomInfo, xIQ insights, LinkedIn Sales Navigator, and other tools integrated into Salesforce. Monitor competitive activity and industry signals (earnings calls, leadership changes, RFP triggers, M&A, regulatory shifts) and proactively flag opportunities to the sales team. Messaging Development Create and optimize inbound and outbound call scripts and email sequences tailored to specific industries, personas, pain points, and value propositions. Develop targeted messaging by line of business and persona, aligned with overall brand positioning and active marketing campaigns. A/B test subject lines, messaging angles, and cadences; iterate based on response data. Collaboration & Communication Foster strong communication, collaboration, and reporting cadences with sales, marketing, SWAT, and other cross-functional teams across geographies. Share data insights and feedback from outbound efforts to continually refine message development and outreach approaches. Participate in regular pipeline reviews and campaign retrospectives with sales leadership. Reporting & Analysis Utilize CRM tools to plan and track activities, update prospect information, and generate reports on performance metrics. Analyze call, email, and campaign data to identify trends, successes, and areas for improvement. Maintain dashboards covering key KPIs: activities completed, response rates, meetings booked, qualified opportunities created, and pipeline influenced. Key Performance Indicators (Indicative) Number of qualified meetings booked per month for supported sales executives Qualified pipeline generated / influenced Outbound activity volume and response/conversion rates Inbound lead response time vs. SLA Quality and timeliness of research briefs and prep materials (stakeholder feedback) Required Bachelor's degree or equivalent. 5+ years of experience in inside sales, business development, sales development (SDR/BDR), or a similar role — preferably supporting analytics, digital operations, digital transformation, consulting, or B2B technology/services sales. Demonstrated experience supporting or selling into the US enterprise market , with strong understanding of US business culture and communication norms. Excellent written and spoken English (C1/C2 level); ability to draft polished, executive-ready emails and briefs. Hands-on proficiency with Salesforce (or comparable CRM) and prospecting tools such as ZoomInfo, LinkedIn Sales Navigator, and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot Sequences). Strong research, synthesis, and analytical skills; able to turn raw information into actionable insight quickly. Self-starter comfortable working independently in a distributed, multi-time-zone team; willingness to work hours overlapping with US time zones. Highly organized, with the ability to manage multiple stakeholders, requests, and deadlines simultaneously. Preferred Prior experience in a SWAT, sales enablement, pre-sales research, or ABM (account-based marketing) function. Experience leading, mentoring, or quality-reviewing the work of junior team members. Familiarity with intent data, sales intelligence platforms, and AI-assisted research/outreach tools. Experience working in or with global professional services, BPO, analytics, or digital transformation organizations.