Business Development Representative

3 weeks ago

San Francisco, California, United States Calm Full time

About Calm
Calm is on a mission to support everyone on every step of their mental health journey. With the #1 app for sleep, meditation and relaxation as well as a growing library of digital, evidence-based mental health programs, Calm offers trusted support for individuals and organizations alike. Our flagship consumer app provides personalized content and activities - featuring a range of experts and beloved celebrity voices - to help users manage stress, improve sleep and live mindfully. Our workplace and healthcare solutions offer a consumer-friendly approach to clinical content and HIPAA-compliant resources in order to drive positive health and business outcomes. Named a TIME100 Most Influential Company , Calm supports more than 150 million people and 3,500 organizations across seven languages and 190 countries.
What We Do
Calm's B2B team is committed to expanding access to mental health resources by building products for enterprises and the healthcare industry that drive positive health and business outcomes. Our suite of solutions includes HIPAA-compliant resources, clinical programs, data and analytics tools, leadership and development workshops and more. What makes us unique? We take our award-winning approach to better sleep, mental resilience, and relaxation and combine it with scientifically backed techniques to create comfort and engagement throughout the mental health journey. Organizations rely on our expertise to fill the care gap created by stigma and life's daily stressors, allowing them to take an active role in making effective mental health support possible for the people they serve.
We are hiring remote workers for this role in the San Francisco Bay Area, Los Angeles, or NYC. At this time, only candidates in these locations will be considered.
What You'll Do
We are looking for a successful and passionate Business Development Representative to play a critical role in generating qualified sales pipeline for our B2B sales team. You will do this by owning a specific geographic region where you manage inbound leads and outbound prospects into various companies to generate interest in Calm's products and services.
Day-to-day responsibilities include outbound prospecting to enterprise companies, routing leads to Account Executives, and tracking various data points of success that will help optimize our sales efforts. This person should thrive in a fast-paced environment, and consistently ask for feedback to improve their skill set.

  • Utilize a consistent contact attempt cadence via phone, email, and social media to nurture, qualify, and set appointments with new prospects into our targeted accounts
  • Prospect, educate, and qualify leads to create sales-ready opportunities that consistently convert into revenue
  • Establish rapport with all levels of buyers at our top accounts, including senior executives and the C-suite.
  • Successfully manage and overcome prospect objections while cold calling and emailing
  • Deeply understand the HR buyer's challenges and effectively communicate Calm's value proposition as a solution
  • Follow the established pre-sales process and consistently use Salesforce to document prospect interaction ensuring efficient and clean pipeline management
  • Keep abreast of industry and technology trends to ensure you can act as a trusted resource to prospects and customers


Who You Are

  • Proven track record of success in outbound sales development with consistent over-achievement in monthly, quarterly, and annual quota goals
  • Excellent verbal and written communication skills with impeccable attention to detail
  • Receptive and welcoming to feedback and coaching
  • Bias for action
  • Familiarity with and Salesforce or similar systems
  • Experience generating new opportunities that convert into revenue
  • History of hitting and exceeding daily and weekly activity metrics


Nice to Haves

  • Previous success selling into HR and Benefits teams is a plus
  • Experience with ZoomInfo, 6Sense, Sales Navigator, Drift, Orum, Gong, or other similar sales technologies
  • Experience working on a "hybrid" team where BDRs own both inbound and outbound lead generation


Minimum Requirements

  • The role typically requires 2+ years of outbound sales development experience


The on-target earnings for this role are $95,000 annualized with a 70/30 split between base pay and incentive compensation ($66,500 base/$28,500 incentive). The exact salary will ultimately depend on multiple factors, which may include the successful candidate's skills, experience, and other qualifications. This role is also eligible for equity + comprehensive benefits + 401k + flexible time off.
Please note that Calm may leverage artificial intelligence technology in the application review process.
Calm is committed to providing reasonable accommodations for qualified individuals with disabilities, including disabled veterans. Please contact Calm's Recruiting team if you need a reasonable accommodation, assistance completing any forms, or to otherwise participate in the application process. You can reach the Recruiting team at
We believe that mental health is health, and every person should be considered in the discussion. That's why we're proud to be an equal opportunity workplace, committed to providing equal employment opportunities to all applicants and employees regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, medical condition, genetic information, military or veteran status, gender identity or expression, sexual orientation, or any other characteristic protected by applicable federal, state or local law.
Calm is deeply committed to diversity, equity and inclusion. We strive to create a mindful and respectful environment where everyone can bring their authentic self to work, and experience a culture that is free of harassment, racism, and discrimination.
Employment offers are contingent upon the successful completion of a background check. Roles which require access to certain types of information may also require the successful completion of a drug screening.
Calm participates in e-verify. E-verify provides the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

  • Right to Work
  • E-Verify Participation


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