Job Description

Enterprise Development Representative (EDR)

Strategic Programs | North America

Full-Time

About the Role

The Enterprise Development Representative (EDR) is a senior-level demand generation role embedded within high-complexity, Strategic-tier client programs. Unlike a traditional SDR position, the EDR operates as an extension of the client’s enterprise sales motion — owning BANT qualification, executive-level engagement, account mapping, pipeline reporting, and warm handoffs to Account Executives.

EDRs on Strategic programs are expected to build processes from the ground up, work within enterprise technology stacks, and deliver measurable pipeline outcomes under rigorous client expectations. This role requires independent judgment, strong business acumen, and the ability to thrive in ambiguous, fast-moving environments.

Key Responsibilities

Pipeline Development & Qualification

• Execute BANT-qualified outreach to target accounts within the client’s defined ICP
• Conduct executive-level prospecting and engagement across multi-stakeholder enterprise accounts
• Deliver warm handoffs to client AEs with complete qualification context and next-step alignment
• Manage pipeline tracking and reporting within the client’s CRM environment
• Achieve conversion rate targets tied to program-specific goals (demo, pipeline stage, opportunity creation)

Account & Contact Intelligence

• Enrich and maintain contact data across target account hierarchies
• Build and document account maps identifying key decision-makers and influencers
• Research account context to inform personalized, relevant outreach sequences

Program Operations & Process

• Stand up outreach processes and sequences with limited or no existing playbook
• Stress-test and troubleshoot newly implemented sales technologies and integrations
• Contribute to process documentation that supports program repeatability and scale
• Collaborate with the Delivery Manager and client stakeholders on program adjustments and strategy pivots

Reporting & Communication

• Maintain accurate activity and pipeline data in CRM systems
• Participate in program reviews and provide insight on outreach performance, blockers, and opportunities
• Communicate proactively with internal delivery leads regarding program health and risks

Qualifications

Required

• 1.5+ years of experience in a B2B sales development, demand generation, or enterprise SDR/BDR role
• Demonstrated experience with BANT or equivalent qualification frameworks
• Strong proficiency with CRM platforms (Salesforce, HubSpot, or similar)
• Experience engaging VP- and C-level contacts across enterprise accounts
• Ability to build outreach sequences and manage pipeline independently
• Excellent written and verbal communication skills
• High degree of self-direction and accountability in remote or distributed environments

Preferred

• Experience working within client-embedded or outsourced sales programs
• Familiarity with sales engagement platforms (Outreach, Salesforce.com, dialers, etc.)
• Background in account mapping and contact enrichment workflows
• Exposure to enterprise sales cycles of 3–12+ months
• Prior experience in a ramp or stand-up phase for a net-new sales program

What to Expect

EDRs joining Strategic programs should expect an intensive onboarding period (typically 30–60 days) during which process infrastructure may not yet exist, technology integrations may be in flux, and account data will require significant enrichment before outreach can begin. This is by design — and compensated accordingly.

EDRs who excel in this environment are those who treat ambiguity as opportunity, take ownership of outcomes beyond their activity metrics, and communicate proactively when blockers arise.

Growth & Mobility

EDRs are staffed from a shared bench and may be redeployed across programs as engagements evolve. Strong performers will have visibility into higher-complexity programs, expanded account ownership, and a pathway to Senior Delivery roles within the organization.

Compensation & Perks

• $55,000 - $70,000 Base + Monthly Performance Compensation
• Medical, dental, vision, and life insurance
• 401(k) with company match
• Generous PTO
• Performance-based incentives, including President’s Club trips
• Pet insurance and additional lifestyle benefits

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