Who is eSHARE?
eSHARE is a leading provider of enterprise software solutions for file sharing and content collaboration with external parties using Microsoft 365. We enable organizations to engage their clients, partners and suppliers easily and securely using the productivity tools and workflows users are already familiar with – Teams, SharePoint Online, Outlook and OneDrive. Our solutions make customer experience and file-based workflow transformation practical through the easy, secure, and collaborative sharing of essential data with customers, suppliers and partners.
Where are we headed?
We are building the ability for employees and their partners, clients and customers to collaborate transparently, and therefore become more satisfied with their work, by extending all investments in M365 towards external file sharing in a seamlessly integrated way.
A workplace solution that enables better internal and external collaboration while allowing companies to implement a variety of permissive policies, (not just all or nothing) while effectively upholding their security strategy and regulation requirements
About the Role
No agencies please - direct candidates only
We’re hiring a Business Development Representative (BDR) to help us turn interest into qualified pipeline. You’ll be the first touch for many of our prospects, following up with inbound leads (events, webinars, demo requests, content downloads) and running targeted outbound campaigns into named accounts in our core verticals.
This role reports to the Director of Marketing and works very closely with the VP of Sales, Operations, and the Account Executive team. The focus is simple and critical: Turn high-quality leads and target accounts into opportunities that convert into revenue.
What You’ll Do
Be the tactical engine behind our pipeline generation
- Run a phone-based, high-activity motion every day: outbound calling, following up on inbound leads, and using email and LinkedIn to stay in front of prospects.
- Support shows and in-person events by working pre-event outreach (book meetings with key accounts), real-time follow-up on hot conversations, and post-event cadences to convert scans and attendees into real opportunities.
- Use data from Salesforce, ZoomInfo, intent tools, and campaigns to prioritize who to call next, tailor your messaging, and continuously improve which plays we run.
Own inbound follow-up & warm lead conversion (≈60%)
- Rapidly follow up with inbound leads from:
- Events and show scans
- Demo/contact requests
- Content downloads and webinars
- Content syndication and nurture/re-engaged leads
- Prioritize high-intent leads (demo/contact, strong engagement) for phone-first, fast response.
- Qualify prospects against our ICP (industry, size, environment, role, problem fit) and move them into structured cadences when they’re not ready to meet yet.
- Convert qualified inbound and ABM campaign responders into AE-accepted meetings using a clear acceptance rubric.
Drive targeted outbound (≈40%)
- Focus on quality over quantity in your prospecting: research accounts and personas, understand their environment (Microsoft 365/GCC High, security/compliance pressures), and run thoughtful outreach instead of spraying generic messages.
- Work named accounts in our core verticals (e.g., Aerospace & Defense, Health Insurance, Pharma) using persona-specific messaging for IT leaders, Security/Compliance, and Microsoft 365 admins.
- Run multi-step, multi-channel cadences (phone, email, LinkedIn) that balance structure and personalization – especially where a single opportunity can be 7-figures+ in value.
- Build and refine micro-lists from tools like ZoomInfo and intent data, in partnership with Marketing, to target the right people at the right time (new executives, tech changes, regulatory triggers, etc.).
- Use activity goals as a guardrail, but measure your success by AE-accepted meetings, pipeline quality, and opportunities created, not just dials made.
- Test and iterate on subject lines, openers, talk tracks, and CTAs to continuously improve reply and meeting rates.
Be the glue between Marketing, Sales & Operations
- Log every touchpoint in Salesforce with clear notes, sentiment, and next steps; keep data clean and complete.
- Use activity and conversion data (connect rates, reply rates, meeting conversion) to inform which campaigns and lists we double down on.
- Provide weekly feedback on list quality, objections you’re hearing, and which messages are resonating.
- Partner with AEs on calendar hygiene, pre-call context, and post-meeting follow-up to ensure smooth handoffs and strong conversion to opportunities.
- Help shape and refine our BDR playbooks, cadences, and talk tracks as we grow.
What Success Looks Like
In your first 30 days, you will:
- Complete onboarding on our product, personas, and campaigns.
- Get fluent in Salesforce, ZoomInfo, and our engagement workflows.
- Start handling inbound follow-up with coaching and support.
By 60 days, you will:
- Run both inbound and outbound motions with growing independence.
- Regularly book qualified meetings that AEs accept and value.
- Contribute ideas and small A/B tests to improve emails and call openers.
By 90 days and beyond, you will:
- Consistently hit or exceed targets for AE-accepted meetings and SQLs.
- Be seen as a trusted partner by Sales and Marketing.
- Help us refine where we focus (verticals, personas, triggers) based on what you’re seeing in the field.
What We’re Looking For
Must-haves:
- Experience in a BDR/SDR or similar outbound sales role: customer-facing and target-driven role (B2B SaaS strongly preferred).
- Comfortable talking to technical and senior stakeholders (e.g., IT Directors, CIOs, Security/Compliance leaders).
- Strong written and verbal communication skills
- Organized and self-directed – you can manage your day around activity goals, SLAs, and follow-ups without dropping balls.
- Experience with: Salesforce or another CRM, a marketing automation or sequencing tool, ZoomInfo and LinkedIn Sales Navigator (or similar tools)
- Data-aware mindset: you pay attention to conversion rates, reply rates, and what’s working vs. not.
Nice-to-haves:
- Exposure to complex or regulated environments (e.g., Aerospace & Defense, Healthcare, Insurance, Finance, Pharma) is a plus but not required.
- Interest in learning about Microsoft 365, GCC High, and security/compliance topics (CMMC, CUI, DIB, etc.).
Why Join eSHARE?
- High impact: You’ll be one of the key hires building out our BDR function, not just “another seat in the pod.”
- Interesting conversations: You’ll work with leaders in IT, Security, and Compliance on real, complex problems around secure collaboration.
- Tight alignment with Marketing & Sales: You’ll have clear feedback loops, strong campaigns behind you, and leadership that cares about quality, not just dials.
- Growth path: This role is a strong launchpad toward senior BDR, AE, or even marketing/sales strategy roles as we scale.
