Business Development Representative

The Business Development Representative (BDR) role at Bonfire is an entry-level sales role with a primary focus on new customer acquisition. BDR’s are responsible for hunting, prospecting, and developing new business across nonprofits, creators, communities, and for-profit businesses. Secondary responsibilities include managing and growing relationships with existing customers.

BDRs are responsible for communicating directly with clients and prospects, understanding their individual needs, recommending Bonfire’s products and services that maximize value, and ensuring customers have a positive experience on Bonfire.

All Bonfire employees are expected to embrace our Mission and Values:
Humble Ingenuity | Moral Courage | Healthy Dissatisfaction | Inclusive Cooperation | Trusting Partnerships

ESSENTIAL RESPONSIBILITIES 

include but are not limited to:

• Drive New Customer Acquisition: Outbound prospecting for new customers is the primary focus of the BDR role, measured by driving net revenue from new to Bonfire customers.
• Target Prospects Effectively: Focus new customer acquisition efforts exclusively on prospects with the potential to generate $2,400+ in annual net revenue, prioritizing opportunities that align with Bonfire’s target customer profiles.
• Own the Full Sales Cycle: Manage new business opportunities from prospect identification and initial outreach through qualification, discovery, demo, and the customer’s first financial activation.
• Build and Manage a Healthy Pipeline: Consistently identify and engage qualified prospects through cold outreach, social selling, referrals, inbound opportunities, and other prospecting channels.
• Meet Sales Activity and Revenue Goals: Consistently achieve daily and weekly sales targets established by Sales Team management, including but not limited to:
  • New outbound prospecting volume/week
  • Demo calls conducted/week
  • New customer launches/week
  • Net revenue generated/month
• Execute Effective Prospecting: Research target accounts and develop personalized, compelling outreach strategies designed to generate meaningful engagement and qualified sales conversations.
• Qualify Prospects: Quickly and effectively qualify prospects based on Bonfire’s target customer profiles, including customer segment, business needs, potential revenue, and overall fit.
• Conduct Consultative Sales Conversations: Lead discovery and demo calls with qualified prospects, understand their goals and challenges, and recommend Bonfire solutions that best meet their needs (if applicable).
• Convert Inbound Opportunities: Partner with our Sales Operations team to manage qualified inbound opportunities from discovery through close (when assigned).
• Manage CRM Activity and Pipeline: Diligently create, manage, and maintain all sales activities, tasks, opportunities, and next steps in HubSpot, ensuring accurate pipeline visibility and timely follow-up.
• Grow Existing Customer Revenue: As a secondary responsibility, manage assigned existing accounts and identify opportunities to retain, grow, or expand revenue, as well as re-engage qualified former or inactive customers.
• Advocate for Prospects and Customers: Work cross-functionally with teams across Bonfire to address customer needs, remove barriers, and secure resources or solutions that support closing and launching new business.
• Become an Expert in Bonfire’s Customers: Develop a deep understanding of Bonfire’s core customer personas, including their businesses, needs, challenges, behaviors, and motivations.
• Use Modern Sales Techniques: Leverage current sales strategies and technologies, including video messaging, social selling, personalized outreach, and other emerging prospecting techniques to increase engagement and conversion.
• Represent Bonfire with Integrity: Approach every prospect and customer interaction with a consultative mindset, professionalism, and the highest level of integrity while representing the Bonfire Team

KNOWLEDGE, SKILLS & ABILITIES

• Exceptional Communication & Interpersonal Skills: Excellent verbal and written communication skills, with the ability to build rapport, establish credibility, and earn the trust of prospects, customers, and internal stakeholders.
• Self-Motivated & Driven: Demonstrated ability to take initiative, work independently, stay focused on goals, and consistently execute the activities required to achieve results.
• Sales Technology Expertise: Strong understanding of the modern sales technology ecosystem and the ability to effectively leverage CRM, prospecting, sales engagement, communication, and productivity tools.
• Prospecting Mindset: Comfortable initiating conversations with people who may not be familiar with Bonfire, navigating rejection, and persistently creating new opportunities through outbound activity.
• Empathy & Customer Understanding: High degree of empathy and emotional intelligence, with the ability to understand a prospect’s perspective, uncover their needs, and tailor conversations accordingly.
• Organization & Time Management: Superior organizational skills and a disciplined approach to managing time, prioritizing opportunities, and using time-blocking and other productivity techniques to consistently execute sales activities.
• Consistency & Discipline: Understands that sustained sales performance is built through small, purposeful actions repeated consistently day after day.
• Lifelong Learner & Coachable: Demonstrates a growth mindset, actively seeks feedback, embraces coaching, and continuously develops sales skills, product knowledge, and professional expertise.
• Collaborative & Inclusive: Passionate about creating a fun, competitive, and collaborative work environment. Values diverse perspectives and backgrounds and contributes to discussions in a way that is respectful, inclusive, and inviting.
• Continuous Professional Development: Committed to staying current with evolving sales practices, technologies, and industry trends and applying new knowledge to improve performance.
• Integrity & Professionalism: Demonstrates sound judgment, accountability, and integrity when representing Bonfire to prospects, customers, and colleagues.
• Workplace Safety: Demonstrated ability to follow workplace safety practices, policies, and procedures.

ADDITIONAL DESIRED QUALIFICATIONS

• Familiarity with HubSpot CRM or similar customer relationship management platforms.
• Familiarity with the apparel, fundraising, nonprofit, creator, or e-commerce industries.
• Demonstrated commitment to ongoing professional development and staying current with relevant sales practices, technologies, and industry trends.

PHYSICAL REQUIREMENTS

includes but are not limited to:

• Able to talk and hear, both in person and by phone. 
• Able to use hands and fingers in a manner that allows for use of a keyboard and phone. 
• Vision abilities required by this job include close vision.
• Able to lift & carry items up to 10 lbs.
• Able to work on a computer for extended periods of time.  

BENEFITS

• Competitive salary based on experience
• Health, dental, and vision insurance
• 401(k) retirement plan with company match
• Paid time off and holidays
• Fully remote