Job Description

Business Development Representative

Tunnl is building a future where artificial intelligence enables organizations to connect meaningfully with the people who matter most. We help organizations conduct research at scale, define the right audiences, surface real-time insights, identify optimal communication channels, and measure changing attitudes over time.

Tunnl serves brands, agencies, and advocacy groups alike - organizations navigating complex communications, reputational, and regulatory landscapes. These teams need smarter, faster ways to make audience-informed decisions that stand up to scrutiny and resonate across stakeholder groups. Whether you're building a brand, shaping public opinion, managing risk, or launching a new initiative, Tunnl empowers you to move from insight to impact with clarity & confidence.

We're looking for a Business Development Representative to work directly with our sales organization, generating and qualifying pipeline across our Brands, Agencies, and Public Affairs verticals. This is a strong entry point into sales for someone early in their career who wants hands-on exposure to how deals get built at the top of the funnel — through consistent prospecting, research, and relationship-building rather than passive lead flow.

You'll own outbound and inbound prospecting across all three verticals, converting cold and warm contacts into real business development conversations for our Account Executives. Because this role spans multiple verticals rather than sitting inside one, you'll also help standardize how prospecting, qualification, and handoff work across the team — building repeatable process where it doesn't yet exist. If you're ambitious about a future in sales and want to learn the craft from the ground up while helping shape how the function runs, this is the seat.

Prospect and generate qualified pipeline across our Brands, Agencies, and Public Affairs verticals through outbound outreach (LinkedIn, email, phone)

Research target accounts and contacts within each vertical to identify strong-fit prospects and personalize outreach accordingly

Monitor and manage inbound interest (website, marketing campaigns, referrals), triaging and responding promptly and thoughtfully

Qualify leads against defined criteria before handing off to Account Executives, ensuring efficient use of sales team time

Standardize and operationalize the BDR-to-AE handoff process — defining consistent qualification criteria, handoff timing, and information transfer so every AE receives leads the same way, regardless of vertical

Own scheduling and prep for discovery calls and meetings, including relevant account context and briefing materials

Drive follow-up and ongoing engagement with prospects who aren't yet sales-ready, nurturing them toward a future conversation

Maintain accurate CRM records to track prospecting activity, pipeline stage, and vertical-specific trends, ensuring consistent data hygiene and usage across all three verticals

Help align sales tools and systems (CRM, sequencing/outreach platforms, prospecting tools) so processes are consistent and scalable across verticals rather than fragmented by team

Partner with Sales and Marketing to align messaging, campaigns, and targeting strategy across all three verticals

Stay current on industry trends within Brands, Agencies, and Public Affairs to speak credibly to prospect needs

Deliver a high-quality, professional experience for every prospect interaction

2–4 years of experience; great for someone early in their career with a clear interest in building a career in sales

Experience working in a business development representative capacity, ideally at a fast-moving start-up

Exceptional written and verbal communication skills

Strong organizational skills and follow-through with limited oversight

High degree of autonomy, sound judgment, and self-motivation

Comfort building or improving process, not just following it — this role requires bringing structure to a function that spans multiple teams

Relationship-building instincts and a customer-centric mindset

Comfort with ambiguity in a fast-paced, evolving environment

Familiarity with CRM systems (HubSpot preferred), LinkedIn Sales Navigator, Google Workspace, and Slack

Prior exposure to prospecting, account research, or business development, ideally across multiple verticals or client types

Experience standardizing or documenting sales processes (playbooks, SOPs, handoff criteria)

Familiarity with the brand, agency, or public affairs/political landscape

Interest in relationship-driven sales as a long-term career path

Join a team driven by curiosity, teamwork, integrity, and a shared passion for solving big challenges.

A friendly, welcoming, and supportive culture with regular social and team events.

Comprehensive benefits with excellent medical, vision, and dental coverage.

Health Savings Account (HSA) and Flexible Spending Account (FSA) options.

Employer-paid life insurance & short-term & long-term disability, with other voluntary additional coverage available (accident, critical illness, hospital indemnity).

Flexible hybrid work policy.

Flexible paid vacation plus 80 hours of paid sick leave.

10 paid company holidays per year.

401(k) plan with 100% match up to 3%, plus 50% match up to 5% (subject to IRS limits).

Cell phone reimbursement stipend.

Monthly parking or commuter stipend for VA-based employees.

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