Case IQ is a leading B2B SaaS company in the governance, risk, and compliance (GRC) space, helping organizations build safer, more accountable workplaces. We offer a comprehensive suite of solutions that enable organizations to move from reactive approaches to proactive risk management. Our software helps teams across compliance, HR, legal, and investigations report, manage, investigate, and prevent workplace risk - including ethics violations, fraud, harassment, discrimination, security incidents, and third-party issues - so they can better protect their people, culture, and business.
Backed by over 25 years of domain expertise and trusted by Fortune 500 companies, Case IQ has supported the management of millions of cases and helped mitigate billions in financial and reputational risk.
Role Summary
We are looking for a Business Development Representative to join our expanding Sales team!
In this role (remote-first), you will be responsible for identifying, prospecting, and qualifying target accounts, then converting qualified prospects into meetings for the Account Executive team. You will use phone, email, LinkedIn, and sales engagement cadences to connect with prospective customers, explain the value of Case IQ, and build early-stage pipeline with organizations that align to our ideal customer profile.
AI-Forward Ways of Working
At Case IQ, AI is part of how we build. We look for engineers who can use AI-assisted development and agentic workflows with strong technical judgment: defining clear intent and constraints, validating outputs, protecting customer data, and keeping humans accountable for production decisions. You will help establish practical patterns for responsible AI use across discovery, design, implementation, testing, observability, and operations.
What You’ll Do
- Respond promptly to inbound leads—including demo requests, webinar attendees, event leads, and other marketing-generated inquiries—to create a strong first impression and maximize conversion opportunities.
- Lead thoughtful qualification conversations to understand each prospect’s business needs, challenges, priorities, and fit with the Case IQ suite of products.
- Identify high-potential opportunities, route qualified prospects to the appropriate Account Executive, and ensure a seamless, well-documented handoff.
- Maintain accurate, complete, and up-to-date lead and activity records in Salesforce to support effective pipeline management and reporting.
- Partner closely with Marketing to share actionable feedback on lead quality, campaign effectiveness, prospect trends, and messaging.
- Execute consistent follow-up strategies to nurture early-stage leads and re-engage inactive prospects.
- Meet or exceed monthly targets for qualified opportunities, conversion rates, and pipeline contribution.
- Continuously strengthen knowledge of Case IQ’s products, target markets, customer needs, and competitive positioning to deliver relevant and compelling messaging.
What Success Looks Like
- 30 Days: Learn Case IQ's product positioning, ICP, target personas, sales process, outreach tools, and activity expectations while beginning to build prospect lists, complete onboarding activities, and shadow effective outreach.
- 60 Days: Execute outbound cadences with increasing independence, make consistent cold calls and follow-up touches, maintain clean Salesforce activity records, and begin booking qualified meetings for Account Executives.
- 90 Days: Consistently manage daily and monthly KPIs, demonstrate strong call quality and concise communication, use feedback to improve outreach, and contribute to qualified pipeline generation.
- 6 Months: Own a repeatable outbound workflow, maintain reliable activity and meeting performance, understand priority segments and personas, and collaborate effectively with Account Executives and Marketing on targeted campaigns.
- 1 Year: Operate as a high-performing BDR who consistently contributes to pipeline, demonstrates resilience and competitiveness, shares useful market feedback, and helps strengthen the team's outbound playbook.
Who You Are
- 1+ year experience with prospecting, ideally in a SaaS, technology, or B2B sales environment.
- Comfortable making cold calls, writing concise emails, using LinkedIn, and following structured sales cadences.
- Experience handling inbound leads and converting “warm” leads from webinars & tradeshows
- Quota- and metrics-driven, with the motivation and discipline to work toward daily, monthly, and team targets.
- Resilient and able to stay motivated through rejection, low-response periods, and changing priorities.
- Coachability and willingness to learn from feedback, call reviews, performance data, and missed opportunities.
- Proactive, curious, and able to work independently while collaborating with Account Executives, Marketing, and Sales Operations.
- Strong written, verbal, and listening skills, and the ability to communicate clearly and concisely.
- Interest in learning Case IQ's market, including HR, Ethics & Compliance, investigations, and governance, risk, and compliance audiences.
- Competitive spirit, strong money motivation, and ambition to learn, improve, and exceed individual and team goals.
- Experience with Salesloft, Salesforce, LinkedIn Sales Navigator, ZoomInfo, Qualified chatbot, RollWorks, or other ABM / intent data tools (asset)
Perks and Benefits
- Work remotely within a flexible work environment (our team spans 7 Countries!).
- Competitive company-paid benefits plan starting day 1!
- Generous professional development budget.
- RRSP/ 401k matching program and company stock options.
- Half-day Fridays in the summer.
Selected candidates will be contacted through our BambooHR system (please check your junk mail).
Case IQ is an equal opportunity employer. All qualified applicants are given consideration regardless of race, religion, color, gender, sex, age, sexual orientation, gender identity, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable employment laws. If you have a disability or special need that requires accommodation, please contact us at [email protected]
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