Business Development Representative - ERP Solutions

ArcherPoint • Full-time • Atlanta, GA, US • 1d ago

Business Development Representative (BDR) – ERP Solutions

Position Summary

The Business Development Representative (BDR) is responsible for identifying, qualifying, and nurturing new business opportunities for ERP solutions and related services. This role requires a consultative mindset and the ability to uncover complex business needs across finance, operations, supply chain, and leadership stakeholders. The ideal candidate is comfortable engaging prospects in long-cycle, high-value buying journeys and can build credibility early in the sales process.

This role focuses on generating qualified opportunities for the sales team by uncovering ERP replacement, modernization, and optimization needs, particularly in mid-market organizations.

Key Responsibilities Lead generation & outbound prospecting

Identify and engage target accounts through outbound outreach (calls, email, LinkedIn, events, partner referrals).
Research companies to uncover potential ERP triggers such as growth, acquisition, system limitations, reporting needs, compliance pressures, or operational inefficiencies.
Build prospecting plans aligned with ICP, industry focus, and strategic vertical campaigns.

Discovery & qualification (ERP-focused)

Conduct consultative discovery calls to identify business pains tied to ERP processes (finance close, inventory visibility, multi-entity complexity, reporting, forecasting, automation, etc.).
Ask high-impact questions to uncover:
Current ERP/accounting platform and limitations
Organizational complexity (multi-company, multi-location, multi-currency)
Process inefficiencies and manual workarounds
Integration challenges with CRM, eCommerce, WMS, BI, payroll, etc.
Leadership priorities and upcoming initiatives
Budget awareness, timeline, and urgency drivers
Identify key stakeholders and the buying committee structure (CFO, Controller, COO, IT, operations leadership).

Opportunity development & pipeline creation

Qualify leads using defined criteria.
Nurture early-stage opportunities over time through structured follow-up and value-based touchpoints.
Maintain accurate CRM notes and activity tracking to support long buying cycles and multi-contact selling.

Collaboration with sales & marketing

Schedule qualified discovery meetings for ERP Account Executives or Sales Consultants.
Partner with marketing to follow up on inbound leads, webinar attendees, content downloads, and campaign responses.
Provide feedback on market messaging, objections, and competitive intel.

What success looks like in this role

Consistently generates qualified ERP opportunities, not just meetings.
Demonstrates ability to uncover “hidden” pain and ERP dissatisfaction prospects don’t initially volunteer.
Builds multi-threaded relationships across departments.
Moves prospects forward even when they’re in “research mode” for months.
Produces a steady pipeline of real ERP replacement/upgrade projects.

Required Skills & Experience

2+ years of outbound business development or inside sales experience (B2B preferred).
Demonstrated success selling into mid-market organizations with longer sales cycles.
Strong discovery and questioning skills; able to lead business conversations, not just pitch.
Ability to understand and speak to business processes (finance, operations, inventory, reporting).
Comfortable prospecting into CFO/Controller/COO-level personas.
Excellent written and verbal communication skills.
Strong organization and follow-up discipline (ERP deals require persistence).
Platform proficiency (Salesforce, HubSpot, 6sense, Outreach preferred).

Preferred Qualifications

Experience selling ERP, accounting software, business systems, or professional services.
Familiarity with Microsoft Dynamics 365 Business Central, NAV, GP, or similar ERP platforms.
Experience in manufacturing, distribution, retail, 3PL, food & beverage, or project-based industries.
Understanding of long-cycle sales environments involving multiple decision makers.
Exposure to channel/partner selling or the Microsoft ecosystem is a plus.

Core Competencies (must-have traits for ERP pipeline development)

Curiosity: digs for real pain, not surface-level interest
Business acumen: understands how ERP impacts the business
Patience and persistence: comfortable with long buying timelines
Multi-threading ability: can build relationships across roles
Structured follow-up: manages nurture sequences and touchpoints over months
Confidence with executives: can ask direct, thoughtful questions without sounding scripted
Resilience: doesn’t fold when prospects ghost or stall

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