Sales & Business Development Associate

***This is a hybrid position requiring weekly attendance at a designated Wolters Kluwer office*** About the Role : As a Sales & Business Development Associate you will own prospecting and outreach across assigned territories and accounts. You'll generate pipeline through strategic outreach via multiple channels, build relationships with key decision-makers, and ensure quality handoffs to sales leadership. This is a high-execution role where you'll combine research, personalized outreach, and CRM discipline to drive consistent pipeline creation. You'll work closely with sales reps, account executives, and sales leadership to understand territory strategy and optimize your prospecting approach. Key Responsibilities: Prospecting & Outreach • Execute daily prospecting across email, phone, LinkedIn, and other channels using Outreach platform to manage sequences and track engagement • Research accounts and decision-makers using ZoomInfo and Demandbase to identify targets and build personalized outreach strategies • Create and orchestrate multi-touch sales plays that combine email cadences, calls, and LinkedIn outreach to break through to prospects • Manage outreach sequences from initial contact through qualification, adjusting messaging and timing based on response patterns • Leverage AI-powered tools and insights to prioritize accounts, personalize messaging at scale, and identify buying signals Pipeline Management & Execution • Qualify inbound and outbound leads using defined discovery process and territory criteria • Input prospect data into Salesforce with consistent, detailed hygiene to enable sales team efficiency and accurate forecasting • Maintain accurate activity logging (calls, emails, meetings) to ensure leadership visibility into outreach progress • Manage own territory or book of accounts, planning outreach priorities weekly based on account signals and sales goals • Support sales reps with research, outreach preparation, and account context to accelerate opportunity development Cross-Functional Collaboration • Partner with sales leadership to understand account strategy, territory goals, and ideal customer profiles • Work with Account Executives on warm introductions, meeting scheduling, and prospect context-setting • Collaborate with Sales Operations and Marketing on lead definitions, campaign execution, and program support • Provide feedback on messaging, targeting, and campaign performance to optimize future outreach Required Skills & Experience: Core Prospecting Abilit y • 1+ years of outbound prospecting or BDR experience (or equivalent outreach-focused sales development background) • Demonstrated success with cold outreach, email sequences, and multi-channel prospecting campaigns • Comfort with high daily activity targets (calls, emails, touches) and systematic approach to rejection Technical & Tools Proficie ncy • Proficient in Salesforce CRM with strong data entry discipline and activity logging • Hands-on experience with sales engagement platforms (Outreach or similar) for managing sequences and cadence • Comfortable learning and leveraging account research tools (ZoomInfo, Demandbase, or equivalent) • Basic comfort with AI-assisted prospecting tools, analytics platforms, or automation workflows Communication & Relationship Building • Strong verbal communication skills for cold calling and voicemails that engage prospects • Clear written communication for email prospecting with ability to personalize at scale • Ability to build rapport quickly and handle objections with professionalism • Active listening and curiosity about prospect business needs Organization & Execution • Strong time management and ability to execute on daily outreach targets without constant supervision • Detail-oriented approach to data entry and territory management • Ability to prioritize accounts and activities based on sales strategy and pipeline goal • Problem-solving mindset to test messaging, adjust approach, and optimize prospecting efficiency Required Experience: Bachelor's degree in business, sales, marketing, or related field preferred and 2+ years of relevant experience Preferred Qualifications: • Experience with LinkedIn Sales Navigator or strategic LinkedIn prospecting • Familiarity with ABM (account-based marketing) or account-based prospecting concepts • Background in SaaS or B2B software sales • Experience with AI tools for prospecting, lead scoring, or workflow automation • Track record of exceeding activity targets or quota in previous role What Success Looks Like: • Consistent daily execution on outreach targets (calls, emails, LinkedIn touches) • Clean Salesforce data entry and activity logging for full sales team visibility • Regular pipeline creation through qualified handoffs to sales team • Positive feedback from AEs and sales leadership on prospect quality and context • Continuous improvement in prospecting approach based on response rates and feedback • Demonstrates understanding of business, customer segments, products, and market dynamics • Takes ownership of assigned territory or account portfolio and plans prospecting approach independently • Manages outreach processes, sequences, and account prioritization with moderate complexity • Monitors own activities, pipeline metrics, and effectiveness; adjusts strategy based on results Our Interview Practices To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process. Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process. Compensation: $37,700.00 - $63,200.00 USD This role is eligible for Commission. Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process. Additional Information : Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.