Job Description
Position Summary
The Business Development Representative (BDR) is responsible for identifying, qualifying, and nurturing new business opportunities for ERP solutions and related services. This role requires a consultative mindset and the ability to uncover complex business needs across finance, operations, supply chain, and leadership stakeholders. The ideal candidate is comfortable engaging prospects in long-cycle, high-value buying journeys and can build credibility early in the sales process.
This role focuses on generating qualified opportunities for the sales team by uncovering ERP replacement, modernization, and optimization needs, particularly in mid-market organizations.
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Key Responsibilities
Lead generation & outbound prospecting
• Identify and engage target accounts through outbound outreach (calls, email, LinkedIn, events, partner referrals).
• Research companies to uncover potential ERP triggers such as growth, acquisition, system limitations, reporting needs, compliance pressures, or operational inefficiencies.
• Build prospecting plans aligned with ICP, industry focus, and strategic vertical campaigns.
Discovery & qualification (ERP-focused)
• Conduct consultative discovery calls to identify business pains tied to ERP processes (finance close, inventory visibility, multi-entity complexity, reporting, forecasting, automation, etc.).
• Ask high-impact questions to uncover:
• Current ERP/accounting platform and limitations
• Organizational complexity (multi-company, multi-location, multi-currency)
• Process inefficiencies and manual workarounds
• Integration challenges with CRM, eCommerce, WMS, BI, payroll, etc.
• Leadership priorities and upcoming initiatives
• Budget awareness, timeline, and urgency drivers
• Identify key stakeholders and the buying committee structure (CFO, Controller, COO, IT, operations leadership).
Opportunity development & pipeline creation
• Qualify leads using defined criteria.
• Nurture early-stage opportunities over time through structured follow-up and value-based touchpoints.
• Maintain accurate CRM notes and activity tracking to support long buying cycles and multi-contact selling.
Collaboration with sales & marketing
• Schedule qualified discovery meetings for ERP Account Executives or Sales Consultants.
• Partner with marketing to follow up on inbound leads, webinar attendees, content downloads, and campaign responses.
• Provide feedback on market messaging, objections, and competitive intel.
What success looks like in this role
• Consistently generates qualified ERP opportunities, not just meetings.
• Demonstrates ability to uncover “hidden” pain and ERP dissatisfaction prospects don’t initially volunteer.
• Builds multi-threaded relationships across departments.
• Moves prospects forward even when they’re in “research mode” for months.
• Produces a steady pipeline of real ERP replacement/upgrade projects.
Required Skills & Experience
• 2+ years of outbound business development or inside sales experience (B2B preferred).
• Demonstrated success selling into mid-market organizations with longer sales cycles.
• Strong discovery and questioning skills; able to lead business conversations, not just pitch.
• Ability to understand and speak to business processes (finance, operations, inventory, reporting).
• Comfortable prospecting into CFO/Controller/COO-level personas.
• Excellent written and verbal communication skills.
• Strong organization and follow-up discipline (ERP deals require persistence).
• Platform proficiency (Salesforce, HubSpot, 6sense, Outreach preferred).
Preferred Qualifications
• Experience selling ERP, accounting software, business systems, or professional services.
• Familiarity with Microsoft Dynamics 365 Business Central, NAV, GP, or similar ERP platforms.
• Experience in manufacturing, distribution, retail, 3PL, food & beverage, or project-based industries.
• Understanding of long-cycle sales environments involving multiple decision makers.
• Exposure to channel/partner selling or the Microsoft ecosystem is a plus.
Core Competencies (must-have traits for ERP pipeline development)
• Curiosity: digs for real pain, not surface-level interest
• Business acumen: understands how ERP impacts the business
• Patience and persistence: comfortable with long buying timelines
• Multi-threading ability: can build relationships across roles
• Structured follow-up: manages nurture sequences and touchpoints over months
• Confidence with executives: can ask direct, thoughtful questions without sounding scripted
• Resilience: doesn’t fold when prospects ghost or stall
What you can expect from us:
Our shared values that foster inclusion and belonging including uncompromising integrity, collaboration, trust, and mutual respect
The opportunity to innovate and do work that motivates and engages you
A collaborative environment focused on enabling you to further your career growth and continuous professional development
Competitive compensation and a total rewards package that focuses on all aspects of your wellbeing
Flexibility to do impactful work and the time to enjoy your life outside of work
Opportunities to connect and learn from professionals from different backgrounds and with different cultures
Benefits Information:
Cherry Bekaert cares about our people. We offer competitive compensation packages based on performance that recognize the value our people bring to our clients and our Firm. The salary range for this position is included below. Individual salaries within this range are determined by a variety of factors including but not limited to the role, function and associated responsibilities, a candidate’s work experience, education, knowledge, skills, and geographic location. In addition, we offer a comprehensive, high-quality benefits program which includes annual bonus, medical, dental, and vision care; disability and life insurance; generous Paid Time Off; retirement plans; Paid Care Leave; and other programs that are dedicated to enhancing your personal and work life and providing you and your family with a measure of financial protection.
Pay Range:
nAbout Cherry Bekaert
Cherry Bekaert, ranked among the largest assurance, tax and advisory firms in the U.S., serves clients across industries in all 50 U.S. states and internationally. For more details, visit https://www.cbh.com/disclosure/
Cherry Bekaert provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, citizenship status, protected veteran status, disability status, or any other category protected by applicable federal, state or local laws. https://careers.cbh.com/legal-disclosures/ contains further information regarding the firm's compliance with federal, state and local recruitment and hiring laws.
This role is expected to accept applications for at least five calendar days and may continue to be posted until a qualified applicant is selected or the position has been cancelled.
Candidates must demonstrate eligibility to work in the United States. Cherry Bekaert will not provide work sponsorship for this position.
Cherry Bekaert LLP and Cherry Bekaert Advisory LLC are members of Allinial Global, an accountancy and business advisory global association. Visit us at https://careers.cbh.com/ and follow us on LinkedIn, Instagram, Twitter and Facebook.
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