Business Development Representative, Mid-Market

Job Description

Workhuman is building the Mid-Market (MM) segment as a distinct growth engine, with dedicated focus, strategy, and execution across Sales, Marketing, Product, Customer Success, and Operations.

The Mid-Market Business Development Representative (BDR) is responsible for generating qualified pipeline and accelerating revenue growth within the Mid-Market segment. This role serves as the front line of Workhuman's go-to-market strategy, identifying target accounts, engaging prospective buyers, qualifying opportunities, and creating sales conversations that convert into pipeline and revenue.

The BDR will partner closely with Mid-Market Account Executives, Marketing, and Sales Leadership to execute account-based prospecting strategies, convert inbound demand, and uncover new opportunities within target markets. This individual will also act as a critical source of market intelligence, helping Workhuman continuously refine its Mid-Market strategy, messaging, and target account approach.

Success in this role will be measured by qualified meetings generated, pipeline created, account penetration, and contribution to overall Mid-Market revenue growth.

Key Responsibilities

• Generate Qualified Pipeline Through Outbound Prospecting

Build and execute proactive prospecting campaigns across phone, email, LinkedIn, referrals, events, and other channels to generate qualified meetings and opportunities within target Mid-Market accounts.

• Own Inbound Lead Qualification and Conversion

Serve as the first point of contact for inbound interest, ensuring rapid follow-up, effective qualification, and seamless handoff of qualified opportunities to Account Executives.

• Execute Account-Based Prospecting Strategies

Partner with Account Executives to develop account plans, identify buying committees, prioritize target accounts, and create coordinated outreach strategies designed to increase engagement and opportunity creation.

• Conduct Market and Account Research

Research target organizations, decision-makers, business initiatives, industry trends, and trigger events to personalize outreach and improve conversion rates.

• Maintain Operational Excellence

Maintain accurate records of prospecting activity, account engagement, meeting outcomes, and opportunity progression within Salesforce and sales engagement platforms to support reporting, forecasting, and pipeline management.

• Provide Market Intelligence and Strategic Insights

Capture and share prospect feedback, competitive intelligence, market trends, messaging effectiveness, and emerging opportunities to help inform Mid-Market sales and marketing strategies.

What Success Looks Like

Pipeline Creation

• Consistently creates qualified pipeline that contributes meaningfully to Mid-Market revenue targets.
• Generates a significant portion of Mid-Market opportunities through self-sourced outbound activity.
• Supports healthy pipeline coverage and opportunity creation across the segment.

Meeting Generation

• Consistently delivers high-quality meetings with Mid-Market decision-makers and influencers.
• Maintains a balanced pipeline of near-term and future opportunities through disciplined prospecting activity.
• Demonstrates strong conversion from outreach activity to qualified sales conversations.

Account Penetration

• Successfully engages multiple stakeholders within target accounts.
• Expands awareness of Workhuman across key Mid-Market organizations.
• Builds relationships that create long-term opportunity potential beyond initial meetings.

Inbound Excellence

• Responds rapidly to inbound leads and inquiries.
• Converts marketing-generated interest into qualified opportunities at a high rate.
• Creates a seamless and professional first experience for prospective customers.

Operational Discipline

• Maintains accurate CRM records and activity tracking.
• Provides reliable visibility into prospecting performance, pipeline creation, and account engagement.
• Demonstrates strong process adherence and forecasting discipline.

Strategic Contribution

• Shares actionable market insights that improve targeting, messaging, and campaign effectiveness.
• Identifies emerging opportunities, verticals, and prospecting approaches that can help scale the Mid-Market business.
• Serves as a trusted partner to Account Executives and the broader Mid-Market leadership team.

Performance Expectations & KPIs

Meeting Generation

• Generate 7-10 qualified first meetings per week with Mid-Market decision-makers and buying influencers.
• Maintain a consistent pipeline of future meetings through proactive prospecting and follow-up.

Outbound Performance

• Consistently execute high-quality multi-channel outreach across target accounts.
• Demonstrate strong engagement and conversion rates relative to team benchmarks.
• Build repeatable prospecting motions that scale pipeline generation.

Inbound Performance

• Respond to inbound leads within established service-level agreements (target: less than 15 minutes during business hours).
• Maintain strong lead qualification and conversion performance.

Data Quality & Reporting

• Maintain complete and accurate prospect, account, activity, and opportunity records.
• Ensure all pipeline attribution and reporting requirements are met.

Development & Growth

• Continuously improve prospecting, qualification, and business acumen skills.
• Develop expertise in Workhuman's Mid-Market customer profile, value proposition, competitive landscape, and growth strategy.

The base salary range for this position is $50,000–$60,000. Offered base compensation within this range will be determined based on the candidate’s qualifications, experience, geographic location, and other factors relevant to the scope and responsibilities of this role.

This role is also eligible for bonus or other variable compensation based on job performance and our standard benefits package, which supports employee well-being and work-life balance.

Thank you for considering joining our team. We strive to create an inclusive and accessible application process for all candidates. If you encounter any difficulties or have specific accessibility requirements while applying for this position, please don't hesitate to reach out to us at [email protected] for assistance. We are committed to ensuring equal access to opportunities for all individuals.

The Company

At Workhuman® our mission is to bring more humanity to the workplace. We recognise and embrace individuals’ differences and believe that workforce diversity and inclusion are essential to our long-term growth and success. Even if you don’t think you “check every single box” above, please still consider applying. We’re looking for a human who is collaborative, and innovative with a growth mindset. We love what we do because we’re shaping the future of work through our people and our technology. Our human cloud-based applications are helping some of the world’s leading global brands connect culture to shared purpose. The Workhuman Cloud empowers employees to thank, talk and celebrate each other, creating an environment that sparks gratitude and human connection while increasing employee engagement and productivity.

Did you know we have an award-winning culture across EMEA and North America:

• We were named as #5 Best Workplace in the Great Place to Work Awards in Ireland in 2022 in the large sized workplace category. We were also recognised as a Best Workplace for Women and a Best Workplace in Technology in 2020, 2021 and 2022.
• In 2021 we were named as #2 Best Workplace in Europe in the medium sized workplace category.
• We were also recognised as #2 Best Large Places to Work in Boston by Built In for 2023 as well as a Best Place to Work in Boston, U.S. Best Large Places to Work and U.S. Best Places to Work.
• There are currently over 7.5 million users on the Workhuman® cloud across 180 countries.
• Our core values are Respect, Determination, Innovation and Imagination.

Workhuman is an Equal Opportunity Employer and is committed to the principle of equal employment opportunity for all employees. We proudly provide a work environment free of discrimination and harassment. Employment decisions at Workhuman are based on solely on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social, or ethnic origin, sex (including pregnancy), age, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, or any other status protected by the laws or regulations in the locations where we operate. Workhuman believes that diversity and inclusion among our teammates is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.