Strategic Business Development Representative
CentralReachHolmdel, New Jersey, United States · Posted 1 month agoDescription
CentralReach is a leading provider of autism and IDD care software for Applied Behavior Analysis (ABA), multidisciplinary therapy, and special education. Trusted by more than 200,000 users, we enable therapy providers, educators, and employers to scale the way they deliver ABA and related therapies with innovative technology, market-leading industry expertise, and world-class customer satisfaction.
The Strategic Business Development Representative is a newly created, high-impact role on CentralReach's Enterprise Sales team. This is not a traditional SDR seat. You will work in a dedicated two-person model alongside a Strategic Account Executive, jointly targeting the largest and most complex ABA and IDD organizations in the country — multi-location provider groups, PE-backed ABA platforms, and national IDD service networks.
This is a Hybrid role in our Holmdel NJ office.
Your primary mission is to build pipeline in a defined book of strategic accounts through disciplined outbound prospecting, deep account research, and multi-threaded stakeholder engagement. You will be the tip of the spear — opening doors, mapping organizations, building early relationships, and creating the conditions that allow the Strategic AE to engage, advance, and close transformative deals. This role requires a hunter's mindset, strong commercial instincts, and a genuine curiosity about the ABA market and the organizations that serve it.
Key Accountabilities:
- Execute high-volume, high-quality outbound prospecting across a defined set of 50–75 strategic target accounts — including multi-site ABA provider groups, PE-backed ABA platforms, and large IDD/waiver service organizations.
- Build and maintain deep account intelligence for each target: org structure, decision-makers, current technology stack, growth trajectory, and known pain points.
- Develop and execute multi-touch, multi-channel outreach sequences (phone, email, LinkedIn, event follow-up) tailored to specific personas — CEO, COO, CFO, Clinical Director, and PE Sponsor.
- Qualify prospects against CentralReach's Ideal Customer Profile, identifying organizations with the size, complexity, and strategic fit to become high-value Enterprise customers.
- Book and coordinate qualified discovery meetings and executive introductions for the Strategic Account Executive.
- Partner closely with the Strategic AE in weekly syncs — aligning on account prioritization, messaging strategy, and pursuit sequencing.
- Maintain precise and current records of all prospect activity, outreach history, and pipeline status in Salesforce; no gaps, no stale records.
- Monitor trigger events across the target account list — funding announcements, M&A activity, leadership changes, new clinic openings, and regulatory developments — and convert them into timely, relevant outreach.
- Represent CentralReach at key ABA industry conferences, trade events, and executive gatherings to build brand presence and initiate in-person relationships.
- Consistently meet or exceed monthly and quarterly KPIs for outbound activity, qualified meetings booked, and pipeline contribution.
- Share market intelligence, prospect feedback, and competitive observations with the broader sales and marketing teams on an ongoing basis.
Desired Skills and Experience:
- 4+ years of outbound B2B sales, sales development or business development experience, with a track record of meeting or exceeding activity and pipeline targets.
- Experience or genuine familiarity with the ABA, behavioral health, or IDD market — either through a prior sales role, a clinical or operational background, or a strong personal connection to the space.
- True hunter mentality — you are energized by opening new doors, comfortable with rejection, and relentless in creative follow-through.
- Strong research instincts — you know how to map an organization, find the right contacts, and construct a relevant, personalized outreach narrative before sending a single email.
- Excellent written and verbal communication skills; you can write a crisp, compelling cold email and hold an intelligent conversation with a C-suite executive.
- High commercial acumen — you understand how ABA businesses operate, what keeps operators up at night, and how to connect those pressures to CentralReach's value proposition.
- Proficiency with Salesforce or equivalent CRM; experience with sales engagement platforms (Outreach, Salesloft, Apollo) is strongly preferred.
- Self-motivated and disciplined — you manage your own time, prioritize without being told twice, and hold yourself accountable to your numbers.
- Coachable and growth-oriented; you take feedback seriously, iterate quickly, and want to build a long-term career in enterprise sales.
- Comfortable working in a fast-paced, evolving environment where the playbook is still being written — and eager to help write it.
- Willingness to travel for industry events, onsite visits, and executive engagements (up to 20–25%).
Key Performance Indicators:
- Qualified meetings booked per month for the Strategic AE
- Outbound activity volume — calls, emails, and LinkedIn touches per week
- Active accounts with documented multi-touch sequences in motion
- Pipeline contribution ($ARR) generated from BDR-sourced opportunities
- Salesforce hygiene — accuracy and completeness of all prospect records
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