Business Development Representative (BDR)

Overview

You're the first sales touch for Matterport's 3D digital twin technology. You spend your day cold calling corporate real estate managers, facilities directors, and construction companies trying to book demos. The product creates 3D models of physical spaces—think virtual property tours and building documentation. You're working for a public company (533 employees) that's now pushing into AR/AI applications, but you're in an "early-stage environment" which likely means a new product line or market segment with less defined playbooks.

Role Snapshot

Company Context

Stage: Public company (established player, but hiring for "early-stage environment" suggests new GTM motion or product)

Size: 533 employees

Growth: Actively hiring remote BDRs with emphasis on "fast-moving" and "building something real" in 3D/AR + AI

Market Position: Known player in 3D spatial data for real estate/facilities, now expanding into newer AR/AI applications where positioning is less established

GTM Reality

Pipeline Sources:

• 90% Outbound - You're building your own lists and sequences. Cold calling, LinkedIn outreach, email cadences to target accounts
• 10% Inbound - Some brand recognition in real estate/facilities space generates inbound, but not your focus
• Minimal partner/referral infrastructure mentioned

SDR/AE Structure: You book meetings, hand off to AEs. No mention of SDR support—you're sourcing everything yourself.

SE Support: Likely have SE support for demos (3D technology requires technical demonstration), but you're not running those.

Competitive Landscape

Main Competitors: Other 3D scanning platforms, traditional photography/videography services, in-house solutions for facilities management, newer AR/VR startups

How They Differentiate: Matterport is established brand in digital twins, integrates with Procore and Autodesk (construction/design tools), runs on AWS infrastructure. The AR/AI angle is newer positioning.

Common Objections:

• "We already take photos/videos"
• "Too expensive for our use case"
• "We don't have budget for this"
• "Not a priority right now"

Win Themes: ROI on reducing site visits, buyer confidence in property marketing, staying on budget in construction projects, data-driven facility decisions

What You'll Actually Do

Time Breakdown

Prospecting (60%) | Qualification calls (25%) | Internal coordination (15%)

Key Activities

• Cold Calling: 50-70 dials/day to facilities managers, corporate real estate directors, construction project managers. Most calls go to voicemail. You're explaining a visual product over the phone, which is awkward. You're trying to get 15-20 conversations per week.

• Email/LinkedIn Sequences: Building multi-touch cadences. You're personalizing based on company type (is it corporate real estate? facilities? construction?). You'll send 100+ emails per day across various sequences. Response rates are low (2-5%).

• List Building: Nobody's handing you a perfect list. You're in ZoomInfo, LinkedIn Sales Nav, or similar tools researching companies that own/manage large properties or run construction projects. You're qualifying which companies are good fit before you reach out.

• Discovery/Qualification Calls: When someone responds, you run a 15-20 minute call to understand their use case, confirm budget authority, and book them for an AE demo. You're learning whether they manage 5 properties or 500, whether they're tired of site visits, whether there's actual budget.

The Honest Reality

What's Hard

• Minimal Structure: This is explicitly not a "hand-holding role." You figure out your own sequences, messaging, and targeting. If you need clear processes and daily direction, you'll struggle.

• Selling Visual Technology Blind: You're explaining 3D spatial models over the phone to people who are busy managing buildings. It's hard to convey value until they see it, but you can't show them—you have to get them interested enough to book the demo.

• Cold Outbound Grind: Most of your day is dials, emails, and LinkedIn messages that go unanswered. You'll get ghosted after initial interest. People will say "send me info" and disappear. Rejection is constant.

• Remote Without Infrastructure: You're remote in a "fast-moving" environment. Expect fewer team syncs, less onboarding, more figuring it out yourself. If you need in-person collaboration or structure, this isn't it.

• Unclear ICP in "Early-Stage" Motion: If they're building something new in AR/AI, the ideal customer profile isn't fully baked. You'll spend time prospecting into segments that don't convert.

What Success Looks Like

• Booking 15-25 qualified meetings per month that show up and convert to opportunities for AEs
• Finding the segments that actually respond (maybe corporate real estate is easier than construction, or vice versa)
• Building your own playbook that works—sequences, talk tracks, objection handling—because nobody's handing you one

Who You're Selling To

Primary Buyers:

• Facilities Directors/Managers (manage corporate office spaces, retail locations, industrial sites)
• Corporate Real Estate leaders (portfolio management, property marketing)
• Construction Project Managers (documentation, as-builts, progress tracking)
• Design/Architecture firms (site documentation, client presentations)

What They Care About:

• Reducing time/cost of site visits and property documentation
• Accurate building data for renovations or facilities maintenance
• Marketing properties more effectively (real estate)
• Keeping construction projects on time and documented (avoiding rework)
• ROI—this is typically not a must-have purchase, so you're fighting for budget

Requirements

• Comfortable with high-volume cold calling (50+ dials/day) and low response rates
• Self-directed enough to build your own processes without waiting for instructions
• Learns fast—you'll need to understand 3D technology, real estate, facilities, and construction enough to have credible conversations
• Thrives remote without needing constant check-ins or team collaboration
• Genuinely interested in tech (helps when you're explaining spatial data and AR/AI to skeptical prospects)
• Comfortable with ambiguity and changing direction as the "early-stage" motion evolves
• Willing to do the reps—this is high activity, repetitive work with a lot of rejection