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Key Responsibilities and Required Skills for Business Development Coordinator

💰 $48,000 - $65,000

SalesBusiness DevelopmentB2BGrowth

🎯 Role Definition

The Business Development Coordinator is an operational and strategic sales support role focused on accelerating pipeline velocity and enabling new business growth. This person coordinates lead qualification, outreach campaigns, proposal development, meeting preparation and post-meeting follow-up while maintaining CRM hygiene and producing actionable reports for sales leadership. The role frequently interfaces with marketing, product, legal and finance to ensure smooth conversion from prospect to customer and supports strategic partner initiatives.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Support Specialist
  • Marketing Coordinator with lead generation focus
  • Inside Sales Representative

Advancement To:

  • Business Development Manager
  • Account Executive / Senior Sales Representative
  • Partnerships Manager

Lateral Moves:

  • Sales Operations Analyst
  • Customer Success Manager
  • Marketing Operations Coordinator

Core Responsibilities

Primary Functions

  • Qualify inbound and outbound leads through phone, email and LinkedIn outreach, using discovery questions to assess fit, budget, timeline, and decision-making authority and to route viable opportunities to account executives.
  • Maintain and update CRM records (Salesforce, HubSpot, Pipedrive, etc.), ensuring accurate contact details, activity logs, opportunity stages and next steps to preserve pipeline integrity and enable reliable forecasting.
  • Support full sales cycle activities by scheduling discovery calls, demos and follow-ups, preparing agendas and takeaways, and ensuring timely handoffs between SDRs, AEs and other stakeholders.
  • Execute targeted outreach campaigns (cold email sequences, LinkedIn messaging, phone cadences) using best practices for personalization, A/B testing, and deliverability to generate meetings and accelerate lead conversion.
  • Prepare persuasive, on-brand proposals, quotes and contract documents in collaboration with sales leadership and finance, tailoring commercial terms and deliverables to prospect requirements.
  • Create and deliver polished sales presentations and demo scripts in PowerPoint or Google Slides, customizing content to buyer persona, industry vertical and pain points.
  • Conduct research on target accounts and industries, mapping organizational charts, identifying decision-makers, monitoring competitor activity and surfacing strategic insights for account penetration.
  • Track and report on key business development metrics (pipeline velocity, conversion rates, meetings booked, deal size, forecast coverage) with weekly and monthly dashboards for sales leadership and revenue operations.
  • Coordinate cross-functional approvals (legal, pricing, compliance) to remove blockers and shorten deal cycle times, acting as the primary point of contact for documentation and signature routing.
  • Support channel and partner programs by onboarding new partners, managing partner lead distribution, tracking co-selling activities and coordinating partner enablement materials.
  • Build and maintain sales enablement content libraries (battlecards, case studies, one-pagers, objection-handling guides) and train internal teams on how to use materials in outreach.
  • Manage and optimize lead routing rules, scoring thresholds and marketing-to-sales SLAs in collaboration with Demand Gen and RevOps teams to improve lead quality and response times.
  • Assist with competitive win/loss analysis by collecting feedback from prospects and sales reps, documenting objections and recommended product or pricing changes.
  • Facilitate executive-level meeting preparation, including briefing documents, talking points, ROI models and post-meeting next-step trackers to maximize senior stakeholder engagement.
  • Run pilot programs and targeted campaigns for new verticals or product features, monitoring KPIs, collecting qualitative feedback and making recommendations for scaling.
  • Administer customer references and case study collection processes, coordinating interviews, production timelines and approvals to support sales proof points.
  • Oversee event and webinar logistics for lead generation activities, from registration lists and attendee outreach to post-event follow-up and MQL conversion tracking.
  • Monitor and escalate high-priority inbound inquiries or escalation cases, ensuring rapid response and alignment with customer success or support teams as required.
  • Collaborate with product and marketing to create go-to-market collateral for new releases, ensuring sales understands positioning, use cases and competitive differentiation.
  • Maintain outreach cadences and nurture sequences for cold, warm and churned prospects; continuously optimize messaging based on response data and A/B test results.
  • Provide administrative support for commission tracking, pricing approvals and quote revisions, ensuring timely and accurate documentation across CRM and quoting tools.
  • Drive continuous process improvement initiatives within the commercial organization by documenting workflows, identifying bottlenecks and proposing scalable solutions.

Secondary Functions

  • Support ad-hoc competitive and market research projects, delivering slide-ready summaries and recommendations that inform territory planning and messaging.
  • Contribute to the sales operations roadmap by testing and evaluating new sales tools, automation workflows and CRM optimizations that increase rep productivity.
  • Assist in the development and execution of territory and account segmentation strategies to focus outbound efforts on high-opportunity verticals and regions.
  • Collect customer and prospect feedback to contribute to product roadmap discussions and help prioritize features that increase deal-closing potential.
  • Participate in regular sales enablement sessions, role plays and onboarding activities to level up new hires and share best practices across the team.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM proficiency (Salesforce, HubSpot, Pipedrive) — record management, reports and opportunity stage maintenance.
  • Lead qualification and appointment setting via phone, email and LinkedIn Sales Navigator.
  • Experience creating proposals, quotes and SOWs using CPQ tools or Microsoft Excel/Google Sheets.
  • Sales enablement content creation: presentations (PowerPoint/Slides), one-pagers, case studies and playbooks.
  • Basic contract and pricing familiarity to coordinate internal approvals and draft commercial terms.
  • Data analysis and reporting skills: building dashboards, calculating conversion metrics and interpreting funnel health (Excel, Google Sheets, Looker, Tableau or similar).
  • Marketing automation familiarity (Marketo, HubSpot Marketing, Outreach, SalesLoft) for running sequences and measuring campaign performance.
  • Strong research skills for account mapping, competitor analysis and market sizing.
  • Event/webinar coordination tools and processes (Zoom, GoToWebinar, event registration platforms).
  • Quoting and document management tools familiarity (DocuSign, PandaDoc).

Soft Skills

  • Exceptional written and verbal communication with the ability to craft persuasive outreach and clear internal updates.
  • High attention to detail and accuracy in CRM data entry, proposal preparation and reporting.
  • Excellent time management and prioritization skills in a fast-paced, multi-stakeholder environment.
  • Strong stakeholder management and collaboration skills across sales, marketing, product and legal teams.
  • Problem-solving mindset with a bias for action and continuous improvement.
  • Resilience and persistence in follow-up and overcoming prospect objections.
  • Customer-focused attitude with aptitude for building rapport and long-term relationships.
  • Adaptability to evolving sales processes, product offerings and market conditions.
  • Analytical curiosity — ability to surface insights from data and turn them into operational recommendations.
  • Team-oriented and coachable; comfortable both executing tasks and contributing to strategic discussions.

Education & Experience

Educational Background

Minimum Education:

  • Associate degree or equivalent practical experience in a sales-support role.

Preferred Education:

  • Bachelor's degree in Business, Marketing, Communications, Economics, or related field.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications
  • Economics
  • Sales or Entrepreneurship

Experience Requirements

Typical Experience Range:

  • 1–4 years in sales support, inside sales, business development, or marketing operations roles.

Preferred:

  • 2+ years of direct experience in B2B sales or business development with hands-on CRM and outreach campaign execution.
  • Prior experience working with cross-functional teams (marketing, product, legal) and supporting quota-carrying sales reps or channel partners.
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