BDR (Business Development Representative)

Overview

You're cold calling operations managers, fleet managers, and owners at industrial service companies—crane operators, concrete pumpers, equipment rental shops. Your job is to interrupt their day, explain why digitizing their dispatch and resource tracking matters, and book a demo. Most of these people aren't sitting at a computer waiting for your call.

Role Snapshot

Company Context

Stage: Early-stage (26 employees, no funding data found)

Size: 26 employees

Growth: Hiring 1-2 sellers "immediately"—suggests they're trying to scale quickly off recent traction

Market Position: Category creator in a fragmented, low-tech market. Not competing against Salesforce—competing against Excel, whiteboards, and dispatch over the radio.

GTM Reality

Pipeline Sources:

• 90% Outbound - Cold calling and LinkedIn outreach to a niche, specific buyer list
• 10% Inbound - Minimal; these buyers aren't Googling "operations platform" or downloading whitepapers
• 0% Partners/Referrals - Too early for this

SDR/AE Structure: Small team, likely 1-2 AEs, so you're feeding a tight group. Your meetings matter.

SE Support: Unlikely at this size—AEs probably do their own demos.

Competitive Landscape

Main Competitors: Unknown from research, but likely generic tools: legacy dispatch software, Excel + Google Sheets + paper, or lightweight field service management tools that don't fit industrial use cases.

How They Differentiate: Built specifically for industrial operations (crane, concrete pumping). IoT tracking, compliance tools, and workflows tailored to equipment-heavy businesses.

Common Objections: "We've always done it this way," "Too expensive," "Our guys won't use software," "We'll look at it next year."

Win Themes: Reducing radio/phone tag chaos, real-time equipment visibility, preventing compliance violations, protecting margins on jobs.

What You'll Actually Do

Time Breakdown

Prospecting (70%) | Follow-up (20%) | Internal (10%)

Key Activities

• Cold calling: 50-80 dials/day to operations managers and business owners. Most calls go to voicemail. You're reaching people on job sites, in trucks, or in the field—not at desks.
• Email sequences: Sending follow-ups and trying to break through to people who don't live in their inbox. Open rates will be low.
• LinkedIn outreach: Connecting with owners and managers, though many won't be active users. You're experimenting with what messages get responses.
• Demo handoff: Qualifying interested prospects and scheduling them with an AE. You'll sit in on some early ones to learn the product and pitch.

The Honest Reality

What's Hard

• You're calling people who work with their hands, not software. Many are skeptical of "tech solutions" and have been burned before.
• Contact info is messy—small industrial companies don't have clean LinkedIn pages or updated websites. You'll spend time hunting for the right person.
• Long sales cycles mean your meetings won't close for months. You won't see immediate gratification from your work.
• The product requires education—you can't just say "like Salesforce but for cranes." You're teaching the category.

What Success Looks Like

• Booking 15-25 qualified meetings per month that show up and don't ghost
• Learning the product well enough to promote to AE within 6-12 months (based on "step into sales quickly" language)
• Building a list of target accounts that AEs can actually close

Who You're Selling To

Primary Buyers:

• Operations managers at mid-sized crane/concrete/equipment companies (50-200 employees)
• Owners of small-to-mid businesses in industrial services

What They Care About:

• Stopping the chaos of radio dispatch and last-minute schedule changes
• Knowing where equipment and people are in real-time
• Avoiding compliance fines or safety incidents
• Not getting burned by software that their crews won't actually use

Requirements

• Comfortable with high-volume cold calling and rejection
• Willingness to learn an unglamorous industry (crane services, concrete pumping)
• Coachable and eager to promote into closing role quickly
• No SaaS experience required, but grit and persistence essential
• OK with ambiguity—playbook is being written as you execute