Business Development Representative

Sales Herndon, Virginia


Tyler is seeking a Business Development Representative (BDR) to join our Sales team. In this role, you will act as the first point of contact for prospects by assisting with outbound prospecting, inbound lead qualification, existing customer growth, and delivering on team targets through cold calling and the use of Tyler’s Customer Relationship Management (CRM) system. The BDR develops client relationships, applies sales techniques to generate new sales leads, and provides sales groups with a pipeline of well-qualified leads.

The ideal candidate has strong phone and persuasion skills and a passion for developing new business opportunities. Travel will be needed to attend trade shows and industry events, as well as to meet with others in the portfolio (less than 10% travel).

Key Responsibilities

  • Collaborate with marketing, sales, and support teams for focused prospecting to assist in uncovering potential opportunities and create a pipeline of well-qualified opportunities for the sales team
  • Identify and generate leads, schedule meetings and presentations through cold calling and relationship building and support other sales initiatives within defined territories and product lines
  • Follow-up with inbound leads to determine the level of interest, timeframe, and budget to further qualify the lead for sales
  • Maintain CRM system with competitor information, contacts, and account information
  • Develop an understanding of the competitive landscape in the public sector market and perfect the delivery of Tyler messaging around assigned software product lines
  • Work with Business Development leadership to produce periodic reporting providing visibility of calling and prospecting activities
  • Develop knowledge of the territory, key competitors, existing Tyler opportunities/relationships, client satisfaction, and key messaging that will lead to meaningful interactions with potential prospects
  • Meet monthly and quarterly goals in accordance with the business plan

Scope, Impact, or Complexity

The majority of the Business Development Representative’s time will be spent conducting cold calls to potential prospects, following up on and further qualifying inbound leads, and developing prospecting target lists. As the first point of contact for potential prospects, generating interest in Tyler's solutions and portraying Tyler’s mission, vision, and values will be important factors in achieving successful prospect conversations.

The Business Development Representative must be able to:   

  • Stay current on new product offerings and communicate Tyler’s product portfolio to potential prospects based on their needs and interests.
  • Have a comprehensive understanding of Tyler’s competitors, buyer personas, pain points, and key messaging to have effective conversations with prospects.
  • Be effective/ comfortable making cold calls, including overcoming objections and quickly building credibility with prospects.
  • Leverage marketing automation, CRM, and lead management processes to discover and further qualify potential opportunities for sales.


  • Bachelor’s Degree in Business, Marketing, or relevant Business or Information Technology field, or comparable work experience.
  • Previous sales experience is preferred
  • Good interpersonal, communication, and presentation skills
  • Professional phone demeanor; prior phone and/or customer service experience
  • Well-developed logical thinking and reasoning skills
  • Prior exposure to technology/software sales
  • Solid knowledge of Microsoft Office products
  • Excellent organizational and time management skills
  • Highly motivated with the ability to successfully work independently and within a team environment
  • Ability to travel occasionally to trade shows and other industry events, as needed (less than 10%)