Business Development Representative (Outsourced Accounting Services)

We are seeking a highly motivated and consultative Business Development Representative (BDR) to generate and qualify new business opportunities for our Outsourced Accounting services offering within the United States market.

This role focuses on engaging senior finance stakeholders (CFOs, Controllers, Finance Leaders) to assess their current accounting environment and identify opportunities for outsourcing, process optimization, and financial transformation.

You will play a critical role in building a high-quality pipeline and positioning Outsourced Accounting department as a strategic growth enabler rather than a cost-cutting exercise.

As a platinum Sage partner, TydeCo U and our partner entity TydeCo PTY LTD. specialize in delivering cutting-edge ERP and HRP solutions such as Sage 300 Cloud and Sage Intacct. We also offer Outsourced Accounting solutions to help clients streamline financial operations and scale with confidence. Our dedication to innovation, excellence, and client success ensures businesses not only adopt our solutions but thrive in competitive markets. If you're ready to lead in a fast-paced, high-impact environment, we invite you to be part of our journey.

This position is a hybrid role and can be based in Durban, Cape Town, or Gauteng. TydeCo operates virtual offices across these regions, providing flexibility while maintaining strong team connectivity. This is a South Africa-based role aligned with US time zones (EST/CST/PST), the standard 8-hour workday typically runs from 2:00 PM – 9:00 PM SAST. There is flexibility to adjust hours as needed to complete the full workday. The role will report to the Global Business Development Manager and may require occasional travel to the other regions as needed.

Key Responsibilities

Lead Generation & Prospecting

• Execute outbound prospecting campaigns targeting US-based companies (mid-market focus)
• Engage prospects via phone, email, and LinkedIn Sales Navigator
• Follow up on inbound leads and marketing-driven enquiries

Lead Qualification & Discovery

Conduct discovery conversations to understand:

• Current accounting systems and processes
• Reporting challenges and inefficiencies
• Resource constraints and scalability issues

• Identify key buying triggers (growth, funding, system dissatisfaction, leadership change)
• Qualify opportunities using MEDDICC, BANT, or CHAMP

Value Proposition & Positioning

Position CaaS as a strategic solution:

• Enhanced financial visibility and reporting
• Scalable finance operations
• Access to experienced accounting professionals

• Translate operational pain into business outcomes and ROI

Meeting Booking & Pipeline Development

• Schedule qualified discovery sessions or system reviews for SAEs/Consultants
• Ensure high-quality handovers with clear documentation
• Maintain a strong and consistent pipeline

Pipeline Management & CRM

• Maintain CRM accuracy (Salesforce / HubSpot)
• Track outreach, engagement, and opportunity progression
• Report on performance metrics and pipeline contribution

Collaboration with Sales & Marketing

• Work closely with Marketing on US-focused campaigns
• Provide feedback on messaging and market response
• Align with SAEs on account targeting and outreach strategies

Key Performance Indicators (KPIs)

· Qualified meetings booked per month

· Pipeline value generated

· Conversion rates (MQL → SQL)

· Activity levels (calls, emails, LinkedIn touches)

· Meeting quality and attendance

Target Market

US-based companies (20–500 employees)

Key industries:

• SaaS / Technology
• Professional Services
• Non-profits
• Healthcare

Personas:

• CFO
• Controller
• Finance Director
• CEO (SME segment)

Key Attributes

• Strategic Thinker with Strong Business Acumen: Ability to see the big picture, understand market dynamics, and anticipate client needs.
• Excellent Verbal Communication: Strong communicator who can effectively engage prospects, articulate complex value propositions, and build rapport with key stakeholders.
• Goal-Oriented & Self-Driven: Demonstrates initiative and resilience in a fast-paced environment. Results-driven with a focus on exceeding lead generation and sales targets. You are proactive in seeking out opportunities and are relentless in your pursuit of success.
• Tech-Savvy & CRM Proficient: Deep understanding of CRM systems (e.g., Salesforce, HubSpot) and experience using sales engagement tools to drive productivity and effectiveness to track, manage and optimize sales pipeline.
• Adaptability & Resilience: Thrive in a relaxed yet highly competitive environment, managing multiple priorities and meeting tight deadlines. Keeps up-to-date with market and industry trends, continuously refining outreach strategies for maximum effectiveness.

Qualifications

Experience

• 2+ years in BDR/SDR or inside sales (B2B, SaaS, or services)
• Experience selling into the US market strongly preferred
• Exposure to accounting, ERP, or finance solutions is advantageous

Skills

• Strong consultative selling approach
• Ability to engage senior finance stakeholders
• Excellent communication and discovery skills
• Highly organized, disciplined, and target-driven

Tools & Systems

• CRM: HubSpot
• Sales Engagement: Hubspot, Apollo, Slack
• LinkedIn Sales Navigator
• Microsoft Teams / Zoom

Preferred:

• Undergraduate degree in Business, Marketing, Sales, or a related field is preferred. In lieu of a degree, 3+ years of relevant experience will be considered.

Foundational understanding of:

• Financial statements (P&L, balance sheet, cash flow)
• Exposure to accounting or finance environments (internships, junior roles, or coursework)

Strongly Preferred

Experience selling into the US market, with understanding of:

• Time zone management
• US business culture and buying behaviour
• Professional communication standards