Business Development Representative

THE ROLE

The Revenue Team at Orum combines product, industry, and technical expertise in both fintech and SaaS to create seamless experiences for our partners and their customers. Orum is hiring for a Business Development Representative to join our Revenue team.

We are looking for a Business Development Representative to drive Orum’s top of funnel sales pipeline to help us meet our ambitious growth targets. As an Orum Business Development Representative, you are a tenacious and strategic salesperson, who excels at prospecting new account opportunities and converting those prospects into top of funnel leads. You will play a crucial role in building the Orum sales pipeline by thoughtfully prospecting and nurturing accounts - targeting early stage startups across many different verticals, late stage fintechs, and traditional financial institutions. You will also partner with Account Executives to co-create Orum’s ideal customer profile (ICP) target account list.  By conducting due diligence on target accounts through research, networking events and market intelligence tools, you will help unlock our most valuable prospects and bring them into our active pipeline. Finally, you will also help to qualify these leads for Orum with the goal of organizing discovery meetings for Account Executives. 

You are joining a rapidly growing company and team of experienced technologists and business people excited to be changing the experience of moving money in the US for everyone. This role will report to the Head of Sales.

THE OPPORTUNITY

Orum is at an exciting juncture as a startup in the payments space - a $72 trillion market domestically. We have recently found our niche of providing a seamless, single-API, that unlocks the ability for companies to instantly move money to their end users. Our next phase as a business is to identify, connect and partner with the thousands of US companies that critically need this functionality but don’t understand where to start. The Business Development Representative will play a critical role in helping to build our sales pipeline by filling our top of funnel with prospects across different verticals, stages and sizes of businesses. Beyond prospecting, converting prospects into Sales Qualified Leads and booking discovery calls, this Business Development Representative role also comes with a unique opportunity to have a hand in working cross functionally with our Product, Marketing and Customer Success teams to help extract feedback from our market to help us hone in on what our Ideal Customer Profile looks like moving forward with the goal of finding clear Product Market Fit. 

Learning how to effectively communicate with internal and external C-Suite personas, participate in feedback loops that help us define and execute a Go-to-Market strategy, and drive top line revenue growth for an early stage startup are just some of the experiences and growth opportunities the Business Development Representative can expect to enjoy.

THE TEAM

The Revenue Team consists of several Account Executives, Sales Engineer, Head of Marketing, Director of Customer Success and a Delivery Manager. The goal of the team is to drive top line revenue by attracting, closing and retaining customers. The majority of the Business Development Representative’s time will be spent with the Account Executives, as the prospects, leads and opportunities created by the Business Development Representative will funnel into the Account Executives’ pipelines to close. As a smaller team, you will be able to build close relationships with the Account Executives and learn what happens after a Sales Qualified Lead is sent to them by sitting in on discovery calls, collaborating on outreach efforts and getting feedback that will help develop you as a salesperson.

There will also be opportunities to work with Marketing and Customer Success to provide feedback on what you are uncovering from the market in your conversations or research that will help Orum sharpen it’s messaging to prospects and make sure customers are set up for success from the moment you identify them as a prospect.

YOUR IMPACT

Within 1 Month, You’ll:

• Understand the landscape of the payments industry in the U.S.
• Build relationships inside and outside of the Revenue Team
• Begin to monitor, assign/disqualify inbound leads in HubSpot
• Listen to 10 recorded Account Executive discovery/pitch calls on Gong

Within 3 Months, You’ll:

• Identify 50 new Ideal Customer prospects
• Begin outreach via email and phone calls to prospects in order to create new top of funnel Sales Qualified Leads
• Utilize Orum’s internal CRM tools to organize, enable and track performance
• Sit in on discovery calls that you have booked for AEs

Within 6 Months, You’ll:

• Lead the top of funnel activities, such as email marketing campaigns, nurture campaigns, cold calling, conferences, social media and networking
• Co-create a Top Target list that will be used to drive our most valuable prospects into Orum’s pipeline

YOU SHOULD APPLY IF YOU HAVE:

• 1+ year business development experience with a proven track record of high performance
• Experience in technology, SaaS, Fintech and/or banking is a plus
• Self-driven over-achiever who thrives under pressure and loves to exceed expectations
• Excellent communication skills: verbal, written, and presentation
• Detail oriented, especially with regards to documenting customer requirements 
• Takes initiative to reach out for help within, or outside of, the team
• Curious about new technologies and quick to learn new concepts
• Have a familiarity with APIs and will be fast to fluency in our product requirements
• Provide and solicit feedback proactively and view different perspectives as an opportunity to learn and improve
• Genuine curiosity and a willingness to learn from and teach others through mutual feedback

Pay Transparency

The base salary for this role will range between $84,000 to $100,000 and is determined on a few factors including your skills, prior relevant experience, quality of interviews, and leveling.