Business Development Representative (BDR)
Department: Sales | Reports To: CEO / General Manager | Location: Fully Remote | Type: Full-Time | Base + Commission
About FMSI
FMSI is a fintech SaaS company built exclusively for banks and credit unions. Our products — comprising OneCX, Appointments, Lobby, Analytics, and Staff Scheduler — help financial institutions modernize branch operations, reduce wait times, and deliver better experiences for their customers and members. We've been trusted by financial institutions across North America for over two decades and we're in an active growth phase. The people joining now will help define what we become.
Role Overview
We're looking for a hungry, strategic Business Development Representative to join FMSI as our first dedicated BDR. This is a ground-floor opportunity to own and shape the outbound sales motion at a company with a proven product and a clear ICP: community banks and credit unions across the United States.
You'll be both a hunter and a farmer. You'll prospect aggressively into our ICP, run multi-channel outreach campaigns, and set qualified meetings for our Account Executive. When prospects aren't ready, you won't drop them — you'll build a strategic follow-up cadence and work them until the timing is right. This role requires someone who can think, adapt, and iterate independently. There's no established playbook yet — you'll help write it.
What You'll Do
Outbound Prospecting & Pipeline Generation
- Identify, research, and target community banks and credit unions that fit FMSI's ideal customer profile (ICP)
- Execute high-volume, high-quality outreach across cold calling, cold email, and LinkedIn to generate qualified pipeline
- Build and manage multi-channel outreach sequences that balance volume with personalization
- Maintain a disciplined follow-up cadence with prospects who aren't ready now — converting long-term nurture into future pipeline
Meeting Setting & AE Collaboration
- Set qualified discovery meetings for the Account Executive, ensuring smooth and informed handoffs
- Clearly document prospect context, pain points, and conversation history so no detail is lost in the handoff
- Collaborate closely with the AE and leadership to align outreach strategy with what's converting downstream
Strategy, Iteration & Ownership
- Treat this role as your own — experiment with messaging, sequencing, and targeting until you find what works
- Analyze your own performance data and adjust strategy proactively; don't wait to be told what isn't working
- Bring ideas to leadership on how to improve the outbound motion, refine the ICP, or test new channels
- Document what works and build the early foundation of a repeatable, scalable BDR playbook
CRM & Reporting
- Keep Zoho CRM meticulously up to date — every call, email, and touchpoint logged
- Use sales intelligence tools (Sales Intel) to build targeted prospect lists and enrich contact data
- Report on weekly and monthly KPIs with transparency and accountability
What We're Looking For
Required
- 1–3 years of experience in a BDR, SDR, or sales role — you've done this before and you're ready to do it better
- Proven track record of cold calling and cold outreach; you're comfortable picking up the phone and you don't shy away from rejection
- SaaS sales experience is strongly preferred — you understand how to sell software and navigate longer B2B sales cycles
- Demonstrated ability to manage a prospect pipeline, maintain a follow-up cadence, and stay organized across a high volume of prospects
- Strong written and verbal communication skills — your emails get opened and your calls get returned
- Self-starter who can operate independently without a defined playbook; you're comfortable with ambiguity and energized by it
Preferred
- Experience selling into community banks, credit unions, or financial institutions
- Familiarity with fintech or banking technology SaaS products
- Experience with Zoho CRM or similar sales intelligence platforms
Who You Are
- Thick-skinned — rejection doesn't derail you, it refuels you
- Determined — you find a way, not an excuse
- Self-motivated — you don't need to be managed to the activity level; you hold yourself accountable
- Competitive — you keep score, and you want to win
- Coachable — you take feedback seriously and apply it quickly
- A continuous learner — you're always looking for ways to sharpen your craft
- Positive — you bring energy to the team, especially on the hard days
How We'll Measure Success
Your performance will be tracked against the following KPIs:
- Dials and emails per day — consistent outbound volume
- Meetings set per month — qualified discovery calls handed to the AE
- Pipeline generated — total dollar value of opportunities created from your outreach
- Closed won deals sourced — your ultimate downstream impact on revenue
Why FMSI
- A proven product with a clear market — you're not selling a concept, you're selling something customers already rely on
- First BDR — your fingerprints will be on how this company goes to market for years to come
- Fully remote with a results-driven culture — we care about outcomes, not hours logged
- Tight-knit team where your voice matters and your contributions are visible
- Real upside — base plus commission, with a growth path that's yours to earn