Business and Engagement Development Specialist

About the role

As a Business and Engagement Development Specialist on the Demand Generation team, you will be responsible for creating qualified pipeline through strategic outbound prospecting, business relationship development, and high-impact follow-up across target accounts. This is a true hunter role focused on opening doors, building momentum within accounts, and creating sales opportunities through a combination of modern outbound tactics and traditional relationship-building skills. The ideal candidate brings strong outbound sales experience, is confident working across multiple ICPs and verticals, has a solid understanding of the ecommerce and digital commerce industry, and understands how to build a book of business over time.This person knows how to generate traction through cold outreach, thoughtful persistence, account research, referrals, event networking, and strong follow-up discipline. They are highly accountable, metrics-driven, and bring a proven track record of meeting and exceeding KPI expectations. The right person for this role has an outgoing, go-getter personality, thrives in the trenches, and knows how to turn hustle, persistence, and strong business relationship instincts into pipeline. This role will also support event-related business development efforts and must be comfortable traveling locally and nationally for trade shows, field events, meetings, and prospect engagement.

Responsibilities

• Outbound Pipeline Creation
• Own outbound prospecting efforts across target accounts, segments, ICPs, and verticals to generate qualified sales opportunities.
• Build account penetration strategies that identify key stakeholders, buying groups, whitespace, and business needs within named accounts.
• Execute high-quality outbound outreach across phone, email, LinkedIn, events, referrals, and other channels to create meaningful sales conversations.
• Personalize messaging based on business context, market signals, vertical challenges, role-specific pain points, and account research.
• Build momentum within accounts through consistent follow-up, relationship development, and strategic persistence.
• Monitor market momentum across target accounts and engage at the right time with the right persona based on buying signals, business changes, account activity, and market movement.
• Business Relationship Development
• Establish early-stage relationships with the right personas within target accounts and develop trust through relevant, informed outreach.
• Support the development of a strong book of business by creating and nurturing connections across target accounts over time.
• Represent the company effectively as a first point of contact and create a strong impression with prospects across all touchpoints.
• Identify opportunities to expand engagement within accounts by building relationships across multiple stakeholders and functions.
• Inbound and Marketing Follow-Up
• Qualify high-value inbound leads, campaign responses, and event-generated contacts with speed, judgment, and commercial focus.
• Prioritize follow-up based on fit, urgency, buying signals, and opportunity potential.
• Book discovery meetings for Account Executives and ensure a strong handoff with clear notes, business context, and recommended next steps.
• Distinguish between low-intent engagement and real pipeline opportunity, focusing effort where conversion potential is strongest.
• Events and Market Presence
• Support local and national event efforts through pre-event outreach, on-site prospect engagement, and post-event follow-up.
• Use events as a pipeline-generation opportunity to build relationships, uncover opportunities, and move prospects into active sales conversations.
• Travel as needed for trade shows, customer meetings, field events, and other business development initiatives (30-40% travel expected in this role, both local and national).
• Operational Discipline and Market Feedback
• Maintain strong CRM hygiene, including accurate activity tracking, lead and account updates, disposition notes, meeting outcomes, and account intelligence.
• Track performance against KPIs and contribute to a disciplined, measurable pipeline development process.
• Share market feedback, prospect insights, objections, and competitive intelligence to help strengthen messa

Additional Information

Connecting enterprise teams to scalable commerce solutions Focused on enterprise engagement and digital transformation initiatives About the Demand Generation Team The Demand Generation team is responsible for creating predictable, scalable pipeline and accelerating revenue growth by turning market awareness into qualified opportunities. The team drives integrated campaigns, account-based programs, outbound prospecting initiatives, and full-funnel execution in close partnership with Sales. Success in this function is measured by the ability to create meaningful sales conversations, generate qualified meetings, meet quarterly opportunity quota, and consistently contribute to pipeline growth.

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