Business Development Representative

Join our Xplor Recreation as Business Development Representative to make a real impact every day. We say that because we know that every conversation we have, every interface we design, and every new feature we ship is another opportunity for us to elevate everyday life experiences for our customers and the people and communities they serve.

As a Business Development Representative (BDR), youare responsible forgeneratinghigh qualitypipelineand creating qualified sales opportunities across theXplorRecreation portfolio, includingRecDesk, Next Rec,CampBrain, Vermont Systems, andePACT. This role is focused on proactive outbound prospecting, strategic lead qualification, and creating meaningful engagement with recreation organizations across North America. You will work closely with Sales and Marketing teams toidentifythe right accounts, engage key decision makers, qualify business needs, and transition sales ready opportunities to Account Executives.

The BDR role is a foundational position within the Revenue organization with clear opportunities for career growth across Sales, Revenue Operations, Customer Success, Marketing, and leadership paths.Success in this role is measured by pipeline quality, consistency of execution, CRM discipline, conversion performance, and the ability to create valuable conversations with prospective customers.

Some of the things you'll do:

• Pipeline Generation & Prospecting
• Execute structured outbound prospecting campaigns across phone, email, LinkedIn, and other approved channels to generate qualifiedpipeline.

• Identifyand engage target accounts, stakeholders, and buying committees within parks and recreation agencies, camps, municipalities, YMCAs, schools, military recreation, and other recreation focused organizations.

• Maintainconsistent daily prospecting activity aligned with team goals, territory priorities, and campaign initiatives.

• Personalize outreach messaging based on prospect needs, industry trends, and business challenges.

Lead Qualification & Opportunity Development

• Qualifyleads using established qualification frameworks and sales processes.

• Occasionally engage Marketing Qualified Leads (MQLs) when assigned, qualifyanddeterminesales readiness prior to handoff to Account Executives.

• Conduct discovery conversations to understand organizational structure, operational challenges, existing systems,purchasingprocesses, timelines, and business priorities.

• Assess productfitacross theXplorRecreation portfolio and route opportunities to theappropriate businessunit when needed.

• Schedule and coordinate meetingsanddemoswith theappropriate sales representative.

CRM & Process Management

• Maintainaccurateand complete records within CRM and sales engagement platforms, including activities, notes, contacts, account updates, qualification details, and next steps.

• Ensure leads areproperly managedthrough defined lifecycle stages and follow established routing, reassignment, and handoff procedures.

• Maintain strong attention to detail and operational discipline to support forecasting accuracy and reporting reliability.

• Utilize outreach and automation tools effectively while balancing personalization and quality engagement.

Market & Product Knowledge

• Develop a strong understanding of the recreation technology market, customer segments, industry trends, and competitive landscape.

• Learn and communicate the value propositions, positioning, and differentiators of each business unit within theXplorRecreation portfolio.

• Confidently handleearly stageobjections and competitive conversations.

• Understand customer pain points well enough to align prospects with the mostappropriate solutionand sales team.

Cross Functional Collaboration

• Partner closely with Account Executives and leadership teams to improve lead quality, campaign effectiveness, and conversion performance.

• Share market feedback, prospect insights, and competitive intelligence gathered during prospecting activities.

• Participate in team training, coaching, call reviews, and process improvement initiatives.

Reporting & Accountability

• Track and manage performance against activity, pipeline, and conversion goals.

• Maintain ownership of assigned tasks, follow up commitments, and lead management responsibilities.

• Support continuous improvement of prospecting workflows, messaging, and qualification standards.

• Perform other duties as assigned.

Working arrangements:

You can work fully remote in this position, provided you have eligible working rights in the United States and do not require sponsorship.

Qualifications

What would make me a good candidate?

We are looking for curious and empathetic people. We also love to hear from people who are motivated by meaningful work, resonate with our core values, have a positive outlook, are comfortable with ambiguity and thrive working in an ever-evolving and complex environment. We are inspired by meeting big-picture thinkers and doers, people who can be both tactical and strategic, aim high and put people first in everything they do.

Required Qualifications

• 1+ years of experience in sales, business development, customer facing roles, or prospecting environments preferred.

• Experience within SaaS, technology, recreation management, camps, municipal software, or related industries is considered an asset.