Roca Alliances is a specialized recruitment and operations partner in the technology sector, building high-performance teams across Latin America. For this opportunity, we are hiring Business Development Representative (BDR) professionals to join our Center of Excellence dedicated to Upshop, the market leader in AI-powered Total Store Operations for grocery and C-Store retailers, trusted by 150+ chains across 30,000+ stores in 9 countries.
💼 Business Development Representative (BDR)
📍 Location: Colombia (Center of Excellence) | 🧭 Team: Demand Generation | 👤 Reports to: Director of Demand Generation.
🎯 Overview
The BDR fuels pipeline growth by identifying, qualifying, and developing Sales Qualified Leads (SQLs) for Upshop 360 across grocery, convenience retail, and emerging verticals. This role blends data analysis, ICP research, and targeted outreach, turning signals into conversations and conversations into qualified opportunities.
🔑 Responsibilities
🔎 Prospecting & Lead Development
* Identify and qualify opportunities through data analysis, inbound engagement, and ABM insights.
* Perform structured market and ICP research, with a strong focus on C-Store.
* Prioritize accounts using intent data, engagement metrics, and CRM analytics.
* Execute personalized digital outreach via email and LinkedIn.
* Articulate Upshop’s AI-driven differentiators.
* Invite and confirm prospects for events, webinars, and field activations.
✅ Qualification & Handoff
* Assess pain points and fit, and convert inbound and campaign leads into sales-ready opportunities.
* Schedule discovery calls and demos, providing full context to Account Executives.
* Maintain accurate tracking in Salesforce and HubSpot.
🤝 Collaboration
* Align with Product Marketing, Sales, and Demand Generation teams on messaging and targeting.
* Share lead-quality insights and support persona refinement and event follow-ups.
📊 Activity, Analytics & Reporting
* Meet or exceed weekly activity goals across channels.
* Track KPIs, conversion rates, and MQLs/SQLs, demonstrating month-over-month improvement.
* Analyze performance, recommend optimizations, and report weekly results.
🎓 Qualifications
Required
* 3–5 years of experience in B2B SaaS business development, demand generation, or lead qualification.
* Proven experience generating SQLs through digital outreach and campaign follow-up.
* Strong analytical skills, including intent, engagement, and conversion metrics.
* Advanced English level with excellent written communication skills for precise outreach.
* Proficiency with Salesforce, HubSpot, LinkedIn Sales Navigator, and intent platforms.
* Highly organized, with the ability to manage multiple initiatives.
Preferred
* Experience in retail tech, grocery, convenience, or F&B.
* Familiarity with ABM, inbound, and event-driven outreach.
* Knowledge of store operations, inventory, or supply chain workflows.
* Ability to simplify complex data insights.
Some of the benefits include:
* Competitive salary in COP plus commissions.
* Private medical insurance.
* PTOs.
* Collaborative work culture.
🚀 Join Roca Alliances’ Center of Excellence and help scale Upshop’s AI-driven growth engine.
