The Inside Sales Representative/Business Development Manager reports to the Director of Sales. The mission of this role is to generate revenue for VividCortex by meeting quarterly individual sales quotas and business development team quotas. The Inside Sales Representative/Business Development Manager is expected to achieve defined prospecting goals by onboarding, training, and overseeing a team of business development representatives, while defining and continuously improving the business development process for lead generation. Create and deliver face-to-face sales presentations that demonstrate knowledge of the VividCortex product. Attend out-of-office meetings with customers on a regular basis and demonstrate excellent verbal and written skills and skill in presenting, persuading, and negotiating. Stay abreast of competitive landscape and emerging technologies to best position VividCortex in the marketplace. Maintain and build customer relationships to drive customer retention. Research companies that meet our profile and qualify them in or out based on the results; identify the best contacts at these companies (prospects) and contact them via email and phone. Personalize outreach according to the company and people you are contacting. Schedule initial calls and demos to learn more and qualify the account according to the criteria documented in Sales team resources. Involve sales engineers for demos on high-value accounts. Discover each prospect's buying process, and guide prospects through our sales process effectively, managing active demos and trials, negotiation, approval, and legal and finance review, managing your pipeline to meet your individual quarterly new logo and up-sell business goals. Onboard and train teams of Business Development Representatives on our product, competition, and the industry and technology landscape. Demonstrate our product confidently, to the extent needed. Coordinate with other team members and departments for training as appropriate. Train BDRs on tools that the sales team uses. Oversee documentation and knowledge sharing around best practices and how to use our tools effectively. Ensure that BDRs document all activities, tasks, reminders and other data in Salesforce. Create and maintain business development and prospecting training manuals and handbooks. Build prospecting campaign practices. Coach and mentor BDR team members on their activities and qualifying prospects for the next stage of the sales process. Track performance of outbound strategies both individually and teamwide; continuously implement out-bounding improvements based on performance results. Interview candidates for BDR team positions, providing feedback to Recruiting and Sales leadership on candidate and pipeline quality and staffing needs on the team. Attend conferences and trade shows to identify prospects, capture leads, meet with customers who attend, and help follow up on leads.