Business Development Representative / Conference Travel

About BluShark Digital:

BluShark Digital is a digital marketing agency focused on helping law firms and professional service businesses grow through search engine optimization, digital strategy, and measurable online visibility. We are a client-first, results-driven company that combines data, strategy, and relationship-building to help businesses compete in highly competitive markets.

We are seeking a motivated and personable Business Development Representative to support both outbound appointment setting and event-driven business development. This is a hybrid role for someone comfortable working leads from a CRM, executing structured outreach campaigns, and representing BluShark in person at conferences, trade shows, and industry events.

Our Approach to Business Development:

BluShark’s business development approach is consultative, relationship-driven, and reputation-conscious. We are not looking for someone to create artificial conversations, force appointments, or push prospects into meetings that do not make sense.

This role is about identifying businesses that may genuinely benefit from BluShark’s services, starting thoughtful conversations, understanding their goals and challenges, and helping determine whether a deeper consultation would be valuable.

We believe strong business development begins with trust. Our team is expected to represent BluShark as a knowledgeable and professional partner, not as a transactional vendor. The goal is not simply to “book meetings.” The goal is to create qualified, meaningful opportunities where BluShark can provide insight, guidance, and potential value.

Candidates should be comfortable with outbound activity and follow-up, but they should also understand that our reputation depends on how we show up in every interaction.

Position Overview:

*PLEASE NOTE - this is a remote position, however we would prefer candidates based on the east coast who are willing to travel to our Washington D.C. office as needed.

The Business Development Representative will be responsible for generating qualified sales conversations through outbound outreach, lead nurturing, conference follow-up, and in-person event engagement. This role blends traditional BDR responsibilities with relationship-based business development for event and conference business.

This is not a high-pressure appointment-setting role focused on volume for volume’s sake. The right candidate will know how to identify prospects who may genuinely benefit from BluShark’s services, clearly communicate value, ask thoughtful questions, and help determine whether a consultation is the appropriate next step.

The ideal candidate is organized, confident, personable, and persistent. They should be comfortable making calls, sending emails, managing HubSpot tasks, following up consistently, and having professional conversations with business owners, attorneys, executives, and referral partners.

Success in this role depends on two core abilities: disciplined CRM-based sales execution and the interpersonal skill to create meaningful, reputation-enhancing opportunities in live-event environments.

Key Responsibilities:

Outbound Sales & Appointment Setting

• Conduct outbound outreach through phone, email, text, LinkedIn, and other approved channels.
• Identify, qualify, and nurture prospective clients who may benefit from BluShark’s services.
• Help convert qualified, relevant conversations into appropriate discovery or consultation appointments.
• Research prospects to understand their business, market, online presence, and potential growth needs.
• Communicate BluShark’s value proposition clearly, professionally, and honestly.
• Maintain consistent outreach and follow-up activity while prioritizing quality, relevance, and professionalism in every prospect interaction.
• Track all lead activity, notes, tasks, statuses, and outcomes in HubSpot.
• Support lead nurturing campaigns and structured sales sequences.
• Collaborate with Account Executives and leadership to improve messaging, targeting, and conversion.
• Ensure prospects are properly qualified before being advanced to the next stage of the sales process.

Event & Conference Business Development

• Support pre-conference outreach campaigns to targeted attendees, sponsors, exhibitors, or prospect lists.
• Help create qualified meeting opportunities before conferences and events.
• Represent BluShark professionally at conferences, trade shows, networking events, and industry gatherings.
• Engage prospects on the conference floor, at booths, during receptions, and in informal networking settings.
• Capture lead information accurately and promptly.
• Qualify event conversations and determine appropriate next steps.
• Support post-conference follow-up campaigns to convert meaningful event conversations into appropriate sales opportunities.
• Maintain detailed event notes and ensure conference-related contacts are properly tracked in HubSpot.
• Work with internal teams to improve event strategy, lead capture, and post-event conversion.
• Protect BluShark’s reputation by approaching event conversations with professionalism, curiosity, and respect.

Qualifications:

• Prior sales, business development, appointment setting, or client-facing experience preferred.
• Experience with outbound sales activity, including calls, emails, and follow-up.
• Strong written and verbal communication skills.
• Comfortable speaking with business owners, attorneys, executives, and professional service providers.
• Highly organized and detail-oriented, especially with CRM management.
• Ability to manage multiple lead sources, campaigns, and follow-up timelines.
• Comfortable attending conferences and representing the company in person.
• Strong relationship-building instincts and professional presence.
• Consultative mindset with the ability to listen, ask thoughtful questions, and identify potential fit.
• Self-motivated, resilient, and comfortable working in a performance-driven environment.
• Experience with HubSpot, Salesforce, or another CRM preferred.
• Digital marketing, SEO, legal marketing, or professional services experience is a plus.
• Willingness to travel for conferences and business development events as needed.

What Success Looks Like

• Qualified meetings are consistently booked from outbound, event, and nurture efforts.
• Prospects are advanced because there is a real potential fit, not because of pressure or artificial activity.
• HubSpot records are clean, current, and actionable.
• Leads receive timely, professional, and persistent follow-up.
• Conference outreach produces booked meetings, qualified conversations, and clear post-event next steps.
• The sales team receives well-documented, properly qualified opportunities.
• BluShark is represented professionally and confidently in both digital and in-person settings.
• Business development activity strengthens BluShark’s reputation as a consultative partner.

Compensation & Benefits

BluShark offers a competitive compensation package, including base salary and performance-based incentives. Benefits may include health, dental, and vision insurance, 401(k), paid holidays, vacation days, and opportunities for professional growth.

Expected Base Compensation Range: $65,000–$75,000 annually. The salary range listed represents our anticipated base compensation for this position, not OTE. We are committed to offering competitive pay based on each candidate's unique experience, skills, and qualifications. While this range reflects our target compensation, exceptional candidates may be considered for compensation outside of the listed range when appropriate

Equal Employment Opportunity

BluShark Digital is committed to maintaining a professional work environment where all individuals are treated with respect and dignity. We provide equal employment opportunities to all employees and applicants and prohibit discrimination or harassment of any kind based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable federal, state, or local law.