Business Development Representative

MediaRadar · New York, NY

Base: $55K–$70K
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 25d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon MediaRadar's careers page

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The job

What you'd do: Outbound BDR prospecting enterprise and mid-market brands and agencies for MediaRadar's ad intelligence platform. Books meetings and hands qualified pipeline to Account Executives.
Who you'd sell to: Brands and agencies · Advertising and marketing · big companiesIn their words: “identifying and connecting with key stakeholders at leading agencies and brands”
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 25 days. Normal, but not fresh.
Company hiring: Ramping up: posted 5 sales roles in the last 30 days.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

Hybrid NYC 2 to 3 Days per Week About MediaRadar MediaRadar, now including the data and capabilities of Vivvix, powers the mission-critical marketing and sales decisions that drive competitive advantage. Our competitive advertising intelligence platform enables clients to achieve peak performance with always-on data and insights that span the media, creative, and business strategies of five million brands across 30+ media channels. By bringing the advertising past, present, and future into focus, our clients rapidly act on the competitive moves and emerging advertising trends impacting their business. The Role We are looking for a driven, creative, and resourceful Business Development Representative (BDR) to join our high-performing demand generation team, specifically focusing on our Brands and Agencies business. In this role, you will be the engine of our sales funnel, responsible for generating qualified pipeline through strategic outreach and meaningful prospect engagement. You will work in a fast-paced, consultative environment, acting as a key contributor to our revenue growth by identifying and connecting with key stakeholders at leading agencies and brands Key Responsibilities: What You’ll Do Drive High-Quality Pipeline Growth - Strategically prospect into enterprise and mid-market target accounts across the Brand and Agency landscape. - Conduct multi-threaded outreach using a mix of channels including phone, email, video, and social, utilizing personalization at scale. - Identify key stakeholders and decision-makers, navigating complex org charts to understand account dynamics. - Book high-conversion meetings that turn into real pipeline, working closely with Account Executives to ensure a seamless lead handoff. - Meet and exceed quotas related to monthly outreach, meetings booked, and pipeline generation. Sales Strategy & Execution - Qualify leads effectively by leveraging prospecting frameworks such as Sandler, ANUM, MEDDICC, or SPIN Selling. - Utilize sales technology (LinkedIn Sales Navigator, Gong, Orum, HubSpot, and Salesforce) to manage your workflow and track activity. - Maintain strong sales hygiene and data integrity to support accurate forecasting and reporting. Research & Personalization - Conduct in-depth research on target brands and agencies to inform tailored messaging and value propositions. - Track industry trends within media, advertising, and technology to connect prospect challenges to MediaRadar’s unique value. - Collaborate cross-functionally with Marketing and RevOps to align strategies and improve conversion rates across the funnel. Requirements - Experience: 1–3 years of experience in outbound sales or business development, preferably in SaaS, MarTech, AdTech, or data-driven B2B environments. - Industry Knowledge: A strong understanding of advertising, media buying/selling, and how brands make marketing decisions. - Tech Savvy: Proficiency in CRM systems (Salesforce/HubSpot) and sales engagement platforms. - Communication: Excellent written and verbal storytelling skills with a knack for active listening. - Mindset: You are a proactive thinker, exceptionally organized, and motivated by measurable results and personal growth. Benefits In addition to career progression, training and development, and an excellent work/life balance, future Radarians can expect a great benefits package that includes: - Medical, Dental & Vision Insurance - 401k with Company Match - Flexible PTO - Commuter Benefits - Paid Parental Leave - Summer Fridays At MediaRadar, we are committed to creating an inclusive and accessible workplace where everyone can thrive. We believe that diversity of backgrounds, perspectives, and experiences makes us stronger and more innovative. We are proud to be an Equal Opportunity Employer and make employment decisions without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, or any other legally protected status. In accordance with the EEO-1 reporting requirements, we collect demographic data as part of our efforts to ensure fair and equitable hiring practices across all levels of our organization. This is a full-time exempt role with a base salary range of $55,000 - $70,000, plus benefits. We are committed to ensuring our recruitment process is accessible to all applicants. If you need a reasonable accommodation during the application or interview process, please contact us at careers@mediaradar.com . We’re excited to meet people who share our values and want to build the future with us!

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