Job Title

Inside Sales (Business Development Representative) Role summary The Business Development Representative is an experienced individual responsible for driving high-quality pipeline into HCLTech’s A&D organization. This person designs and executes account-based outbound campaigns, performs deep account and technical research, engages multi-threaded buying centers, and mentors junior BDRs. The BDR operates with high autonomy and is expected to produce measurable, repeatable results for complex, long-cycle sales typical in the A&D sector. Key responsibilities Own outbound prospecting and account-based marketing (ABM) outreach activity for target accounts — work with sales to prioritize accounts, map stakeholders, identify buying signals and craft multi-channel outreach. Perform deep account intelligence (contracts, primes, program lifecycles, technical environments, procurement cycles). Design and A/B testing in collaboration with Marketing for personalized messaging and cadences across email, phone, LinkedIn, and events. Generate and qualify high-value sales-qualified leads (SQLs); own pipeline conversion until handoff to field sellers to run 1st intro meeting – participate in 1st intro meetings and own follow up activities to help drive prospect to opportunity. Coach and mentor Junior BDRs: run trainings, review messaging, and help scale effective campaigns and playbooks. Produce sales exec-ready account briefs, battlecards and handoff documentation. Provide measurable reporting and continuous improvement (open/read/reply rates, meeting-to-SQL conversion, pipeline value). Coordinate closely with Marketing, Presales, Solutions Architects, and Capture teams on messaging and outreach. What success looks like (KPIs) High quality outreach with measurable improvement in SQL conversion vs. baseline. 20 - 30 prospect contacts per day (or ~450 - 600/month). Targeted contribution to committed pipeline value (monthly/quarterly targets). Consistent campaign improvements through A/B testing and playbook refinement.Required skills & experience 5–7+years in BDR/SDR/inside sales with a track record of building pipeline for complex B2B or technology sales. Experience selling into Aerospace & Defense or complex manufacturing or Federal/Government, or defense primes strongly preferred. Hands-on ABM experience and familiarity with long sales cycles and multi-stakeholder deals. Proficient with Salesforce (or equivalent), Outreach/Unica, LinkedIn Sales Navigator, ZoomInfo/Draup and MS Office. Strong writing skills for hyper-personalized outreach and capability to produce concise executive briefs. Excellent verbal and written communication skills Comfortable working autonomously across time zones; good stakeholder management with senior leaders. Nice to have Experience with GovWin or other public procurement intelligence sources. Prior experience mentoring or managing junior sellers. Certifications or demonstrable training in complex solution selling / ABM.