Business Development Representative (BDR) - Outbound Sales

The Role

As a Business Development Representative on the outbound team, you’ll identify and engage with dispensaries that haven’t yet discovered Dutchie. Your responsibilities include building target lists, executing outreach sequences, and initiating conversations that lead to qualified meetings for Account Executives and Account Managers. Success in this role requires curiosity about the businesses you prospect, resourcefulness when initial attempts don’t succeed, and enthusiasm for the challenges of top-of-funnel outbound work—including high-volume research and follow-ups.

This position offers real mentorship and coaching as you ramp up. You’ll need to adapt quickly across systems and prioritize activities that generate the most pipeline. Your success will depend on consistent activity, sharp messaging, and a coachable mindset focused on continuous improvement.

Key Responsibilities

• Outbound Prospecting: Develop and manage target account lists across U.S. dispensaries, prioritizing outreach based on state, license status, and market maturity.
• Multi-Channel Outreach: Conduct cold and warm outreach via call, email, and social media, using the Dutchie Revenue Playbook to deliver consistent, proof-driven messaging tailored to dispensary owners and operators.
• Meeting Generation: Schedule qualified meetings for Account Executives and Account Managers, ensuring a seamless handoff to maintain context and momentum.
• Pipeline Hygiene: Log activity, disposition, and source data accurately in HubSpot and Salesforce (Legacy and Greenpath) to provide leadership with reliable pipeline insights.
• Performance & Coaching: Meet weekly and monthly activity and meeting targets, and participate in regular 1:1 coaching sessions and Gong call reviews to refine messaging and objection handling.
• Market Intelligence: Share field insights—competitive signals, regional trends, buying triggers—so the team can continuously refine targeting and messaging strategies.

Requirements

• 1+ years of experience in sales, BDR/SDR, or outbound prospecting roles, preferably within B2B SaaS or tech.
• A proven track record of hitting activity and pipeline-generation targets in a metrics-driven environment.
• Strong written and verbal communication skills, with the confidence to conduct cold calls and craft personalized outreach.
• Comfort working in a CRM (Salesforce, HubSpot, or similar) and adhering to structured processes for logging activity and dispositions.
• A coachable, growth-oriented mindset, eager to receive mentorship and progress toward Account Executive or Account Management roles.
• Genuine curiosity about the cannabis retail industry and a willingness to learn regulatory nuances affecting dispensary purchasing decisions.
• Organizational skills to manage high-volume accounts and outreach while maintaining attention to detail.

Bonus Qualifications

• Prior outbound sales experience (not just inbound) and the ability to explain how you build and prioritize target account lists.
• Experience with sales engagement/sequencing tools and call intelligence platforms (e.g., Gong).
• Experience selling into retail, POS, fintech, or other regulated/vertical SaaS markets.
• Exposure to or interest in the cannabis industry.

Benefits

We are targeting a starting salary of $50,000 - $65,000 based on the intended level for this role.

In addition to cash compensation, our total rewards package includes:

• Full medical benefits, including dental and vision plans.
• Equity packages in the form of stock options for all employees.
• Technology allowance covering hardware, software, and reading materials.
• Flexible vacation and sick days.