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XOi · 1 day ago

Business Development Representative

Nashville, TN

Full-time

Hybrid

Entry, Mid Level

2+ years exp

XOi is the leading provider of jobsite-focused technology for the field service ecosystem, aiming to modernize the industry with intelligent technology solutions. As a Business Development Representative, you will drive pipeline growth by researching target accounts, crafting outreach strategies, and leading conversations to uncover sales opportunities.

Artificial Intelligence (AI)Enterprise SoftwareKnowledge ManagementSaaSVideo ConferencingVirtual Workforce

Growth Opportunities

Responsibilities

Drive consistent inbound and outbound engagement with prospects through a multi-channel approach (calls, emails, social media, web inquiries) to generate qualified pipeline. Maintain a disciplined focus on achieving 80–100 high-quality activities per day, balancing volume with thoughtful outreach

Own your activity metrics and pipeline generation while maintaining a high standard of prospecting excellence by prioritizing smart, targeted outreach over aimless volume

Leverage CRM insights and self-sourced data using tools like ZoomInfo, LinkedIn, and buyer intent platforms to develop personalized outreach strategies tailored to industry, role, and buying signals. Prioritize quality interactions that demonstrate understanding of the customer’s business

Utilize account-based strategies to thoughtfully engage multiple stakeholders within a target company, focusing on relevance, timing, and value-based messaging rather than mass outreach

Qualify prospects effectively through curiosity-driven conversations that identify key challenges, business needs, and timing, ensuring alignment with XOi’s value proposition before passing leads to Account Executives

Maintain pipeline hygiene and clear documentation in CRM systems, ensuring leads are categorized, scored, and followed up on in a timely and structured manner

Partner closely with sales and marketing teams to continuously refine messaging, share real-time prospect feedback, and improve campaign performance. Act as the voice of the front line, surfacing insights that shape content, targeting, and outreach efforts

Collaborate with AEs and sales leadership to identify high-priority accounts, develop joint outreach plans, and ensure continuity from initial touch through discovery and deal progression

Lead compelling exploratory conversations with prospects to uncover their goals, challenges, and operational workflows—mapping these to XOi’s platform capabilities and setting the stage for more in-depth discussions with Account Executives

Establish trust early by demonstrating domain knowledge, listening actively, and articulating how XOi’s solution aligns to the needs of technicians, field teams, and back-office leaders

Secure qualified discovery meetings for Account Executives by building strong initial rapport and clearly communicating the value proposition of a deeper evaluation

Support pipeline movement by staying involved with prospects until hand-off is complete, offering relevant content, answering follow-up questions, and reinforcing value throughout the early stages of the sales cycle

Stay current on industry trends, buyer behavior, and competitive dynamics to ensure outreach and messaging remain relevant and differentiated. Be highly informed on competitor offerings and leverage that knowledge to highlight XOi’s differentiators in every customer interaction

Commit to ongoing development by participating in internal training, sharing peer feedback, and actively improving your approach based on what’s working in the market

Demonstrate curiosity and a growth mindset, actively exploring and leveraging AI tools to optimize prospecting, personalize messaging, and work more efficiently

Represent XOi at trade shows, conferences, and industry events, proactively building new relationships with prospects and nurturing connections with existing leads. Follow up with event-based leads quickly to capitalize on interest and momentum

Be a brand ambassador who embodies XOi’s mission, values, and understanding of our customers—elevating our reputation and expanding awareness within our target industries

Qualification

Business DevelopmentOutbound ProspectingCRM ProficiencySaaS ExperienceSalesforceTime ManagementEmotional IntelligenceCommunication SkillsRelationship BuildingAdaptability

Required

Naturally curious and highly motivated to uncover and pursue new business opportunities, consistently seeking ways to break into new accounts and generate qualified pipeline

2+ years of proven success in business development and outbound prospecting, ideally in SaaS, field service management, or construction tech industries—though a track record of success in other complex B2B sales environments is also valued

Consistently meets and exceeds monthly, quarterly, and annual performance targets, demonstrating a disciplined and data-driven approach to achieving KPIs and sales quotas

Exceptionally strong time management and prioritization skills, with the ability to focus efforts where they'll drive the highest impact—balancing prospecting volume with strategic account engagement

Conducts thoughtful, research-driven outreach to identify business needs and pain points, engaging key stakeholders through a consultative sales approach that positions XOi as a high-impact solution

Demonstrates confidence, tenacity, and emotional intelligence in negotiation scenarios, effectively navigating objections and influencing decision-makers toward next steps

Exhibits clear, professional, and persuasive communication skills, with an emphasis on delivering value and creating a positive experience throughout the buyer journey

Brings a strong sense of urgency and accountability to both pipeline generation and prospect engagement, understanding that responsiveness and momentum are key to success

Skilled in building relationships across multiple levels of an organization, including senior and C-level executives, adapting messaging and approach to align with stakeholder priorities

Proficient in modern sales tech stacks, including Salesforce, ZoomInfo, Gong, Outreach, and other tools to drive prospect research, outbound activity, and performance optimization

Adaptable and flexible in a fast-paced, evolving environment, remaining positive and solution-oriented when responding to shifting priorities, organizational changes, or market dynamics

Open to light travel (1–2 times per year) for team meetings, trade shows, or on-site prospect engagements as needed to support pipeline goals and team connection

Benefits

XOi offers a comprehensive benefits package that includes medical, dental, and health, with eligibility the 1st of the next month following your date of hire

XOi offers a 401(k), with eligibility at 90 days

XOi offers Discretionary Time Off

All new employees receive a one time $500 New Hire Stipend to support any updates needed for your home office space

All employees receive a $50/monthly stipend to be used for personal wellness and $50/ monthly stipend towards internet expenses

Company

XOi

As the data intelligence solution built for anyone who designs, maintains, or depends on critical equipment, we turn asset data into uptime — empowering every stakeholder with the visibility and foresight to move from reactive work to proactive planning and predictive maintenance.

Founded in 2013

Nashville, Tennessee, USA

51-200 employees