Inside Sales Representative (Business Development Representative)

Reports to:

Co-owner, Sales & Marketing

Headquarters:

Savannah, GA

Job Location:

Remote

What we do at Dental Claim Support:

DCS is a dental revenue cycle management company that works with dentists, dental offices, and DSOs in the United States. DCS empowers dental teams by integrating highly trained RCM experts and a unique technology framework to maximize profitability and catalyze growth. Our dental billing systems and processes allow our employees to work all aspects of the full revenue cycle system efficiently, to increase profits for dental practices and groups.

Position Summary:

Dental Claim Support is seeking a highly motivated, persistent, and goal-oriented Business Development Representative (BDR) to drive top-of-funnel growth through outbound prospecting, with a heavy emphasis on cold calling. This role is responsible for identifying potential client-partners, initiating conversations, qualifying leads, and scheduling meetings for the sales organization.

The BDR plays a critical role in expanding market reach, generating qualified opportunities, and supporting DCS's broader revenue goals. This role requires strong communication skills, discipline in outreach, consistent activity volume, and an ability to engage dental practices with clarity and confidence.

How the Business Development Representative adds value:

The BDR strengthens DCS's growth engine by consistently generating qualified leads, creating meaningful first impressions, and ensuring a steady flow of opportunities into the sales pipeline. Through disciplined outreach and accurate CRM tracking, they help Sales Leadership understand pipeline health, improve forecasting, and ensure the sales cycle begins with high-quality conversations.

In this role, you will:

Outbound Prospecting & Lead Generation

• Conduct high-volume outbound cold calls to dental practices, DSOs, and office managers -- assessing immediate needs, level of interest, pain points, and potential fit for DCS services.
• Achieve a daily activity minimum of 50 outbound calls per day (or prorated based on employment status: full-time, part-time, or ramp period).
• Use call scripts, objection handling frameworks, and value-based messaging aligned with DCS offerings.
• Qualify prospects using company criteria (practice size, service needs, pain points, decision-maker identification).
• Schedule discovery meetings for the Sales team, ensuring a warm handoff.

Pipeline Management & CRM Excellence

• Enter all prospecting activity into the CRM (HubSpot) with 100% accuracy.
• Maintain clean and updated lead records, ensuring all notes, call outcomes, and next actions are documented.
• Follow structured cadences for outreach (calls, emails, voicemail, LinkedIn follow-ups when applicable).

Collaboration & Cross-Functional Support

• Partner closely with the Co-owner, Sales & Marketing, and the sales team to understand target markets, lead quality, and conversion expectations.
• Collaborate with Marketing to optimize lead lists, refine messaging, and provide feedback on campaign outcomes.
• Participate in weekly sales meetings to review performance, alignment on target accounts, and strategies for improving reach.

Continuous Improvement

• Regularly assess performance data to identify trends, challenges, and opportunities for improvement.
• Participate in coaching sessions and role-play exercises to strengthen sales skills.
• Support special sales initiatives such as new service launches, event follow-up, and prospect list development.

Success Criteria:

Outbound Activity

• Make an average of 50 outbound cold calls per day (prorated based on employment status)

Lead Qualification & Meetings

• Generate and schedule a minimum of 20-30 qualified discovery meetings per month to support each Key Account Manager's pipeline needs, with scalability toward 50+ meetings per month as prospect lists, targeting, and territory maturity increase.
• Ensure 100% of scheduled meetings meet qualification criteria (practice size, service need, decision-maker identified).
• Maintain an 80% or higher meeting attendance rate through proper confirmation, follow-up, and clear handoffs.

CRM Accuracy

• Maintain 98% CRM data hygiene (complete notes and next steps logged same day).
• Achieve 100% daily logging of all outreach activity (calls, emails, follow-ups).

Requirements:

• 1-2 years of experience in outbound sales, business development, cold calling, or lead generation (B2B preferred).
• Experience selling into healthcare, dental, strongly preferred but not required.
• Familiarity with CRM systems (HubSpot preferred).
• Strong verbal communication skills with confidence in initiating conversations with prospects.
• Excellent time management, prioritization, and organizational skills.
• Resilience, coachability, and comfort working in a high-activity environment.
• Ability to work independently and meet established goals in a remote setting.

Salary Details:

• Starting $45,000 (commensurate based on experience) or hourly equivalent for Part-time status.

Our Company Values:

• Customer Success
• Transparency
• Reliability
• Professional Excellence
• Alignment