Business Development Representative

The Business Development Representative (BDR) is responsible for converting inbound marketing leads into qualified sales opportunities and conducting targeted outbound prospecting in the heavy equipment auction space. This role spends approximately 80% of its time engaging inbound leads (Marketing Qualified Leads, MQLs) to qualify them into Sales Qualified Leads (SQLs), and 20% outbound outreach as part of curated campaigns. The BDR bridges marketing and sales by quickly responding to interested prospects, understanding their heavy equipment needs, and handing off qualified opportunities to Territory Managers or other sales team members. The ideal candidate is highly motivated, goal-oriented, and adept at initiating meaningful conversations – equally comfortable with prompt inbound follow-up and proactive outbound calls – to expand the company’s customer base.

The role offers a starting base pay plus commission pay with an anticipated year one OTE of $80,000 - $85,000. pay. Additionally, RB Global Full Time employees are offered medical, dental, vision and basic life insurances. Employees are able to enroll in our company's 401K plan and RB Global will match 100% for the first 4% contributed. Employees will also receive 15 days of PTO each year.

• Inbound Lead Follow-Up: Promptly respond to incoming inquiries (phone calls, web leads, emails) from potential customers. Engage these marketing-sourced leads in a timely manner to capitalize on their interest, answer initial questions, and turn that interest into action. Ensure every MQL receives quick, professional contact as the first point of communication
• Lead Qualification & Nurturing: Assess and qualify inbound leads against predefined criteria to determine sales readiness. Ask targeted questions to understand each prospect’s needs (e.g. equipment they want to sell, timeline) and evaluate if they align with our services. Nurture lukewarm leads by providing additional information or scheduling follow-ups. Convert prospects to qualified sales leads and hand-off to the appropriate Territory Manager or other sales team members for further engagement. 
• Outbound Prospecting (Targeted Campaigns): Allocate ~20% of time to proactive outreach as part of curated outbound campaigns. This includes cold calling, emailing, and social media outreach to lists of potential clients identified by marketing or sales (e.g. equipment owners in a new region or lapsed customers). The goal is to generate new leads and rekindle dormant relationships, using campaign-specific messaging to spark interest in upcoming auctions or services.
• Data Management: Maintain records of all lead interactions and outcomes in the CRM system. Log call/Email notes, and follow-up actions for each contact. Ensure data accuracy so that no lead falls through the cracks and the sales team has up-to-date information. Regularly update lead status (e.g. New, Working, Qualified) and input relevant customer details gathered (such as equipment details or readiness to sell).
• Collaborate with Sales Teams: Work closely with Territory Managers and regional sales reps to ensure a smooth transfer of qualified leads. Provide comprehensive notes and insights on each lead’s needs and context, so the receiving salesperson can pick up the conversation effectively.
• Pipeline Development: Actively contribute to building a robust sales pipeline of future equipment sellers through diligent inbound qualification and supplementary outbound efforts. Generate a steady stream of high-quality leads that will feed sales targets.
• AI-Enabled Lead Engagement & Process Optimization: Partner with emerging AI-driven tools and automation (e.g., AI voice agents, intelligent call routing, and lead enrichment tools) to support inbound lead engagement and qualification. Review, validate, and act on AI-assisted lead interactions, ensuring accurate qualification, timely follow-up, and appropriate handoff to Territory Managers or sales teams. Leverage AI-supported workflows to increase speed-to-lead, reduce manual administrative effort, and focus time on higher-value customer conversations.

Performance Metrics:

Consistently meet or exceed key performance indicators. Core KPIs for this role include response time to inbound leads, number of leads qualified (MQL-to-SQL conversion rate), and outbound activity volume (calls/emails per day). Maintain high conversion rates from initial contact to qualified sales lead.

Key Performance Indicators (KPIs)

• Number of calls/emails made in response to inbound marketing leads and outbound prospecting.
• Number of qualified leads (SQL) passed to sales teams.
• Conversion rate of leads to opportunities and revenue. 

• Education: Bachelor’s Degree or College Diploma in Business or a related field preferred. 
• Experience: 1–3 years of experience in sales, lead generation, with experience in outbound prospecting.
• Skills:
  • Excellent verbal and written communication skills.
  • Strong interpersonal skills to build rapport with potential clients.
  • Goal-oriented mindset with the ability to manage multiple priorities.
  • Familiarity with CRM tools (e.g., Salesforce, HubSpot) and lead management processes.
  • Basic understanding of the industry and company’s products/services.
• Attributes: Self-motivated, proactive, and resilient in a fast-paced environment.

RB Global (NYSE: RBA)

RB Global (NYSE: RBA) (TSX: RBA) is a leading, omnichannel marketplace that provides value-added insights, services and transaction solutions for buyers and sellers of commercial assets and vehicles worldwide. Through its auction sites in 13 countries and digital platform, RB Global serves customers in more than 170 countries across a variety of asset classes, including automotive, commercial transportation, construction, government surplus, lifting and material handling, energy, mining and agriculture.

The company’s marketplace brands include Ritchie Bros., the world’s largest auctioneer of commercial assets and vehicles offering online bidding, and IAA, a leading global digital marketplace connecting vehicle buyers and sellers. RB Global’s portfolio of brands also includes Rouse Services, which provides a complete end-to-end asset management, data-driven intelligence and performance benchmarking system; SmartEquip, an innovative technology platform that supports customers’ management of the equipment lifecycle and integrates parts procurement with both OEMs and dealers; Xcira, a leader in live simulcast auction technologies; and Veritread, an online marketplace for heavy haul transport.

RB Global full-time employees are offered medical, dental, vision, and basic life insurances. Employees are able to enroll in our company’s 401k plan and RB Global will match 100% for the first 4% contributed.  Employees will also receive 15 days of PTO each year.

Our sales positions are a great fit for people with a real entrepreneurial spirit. You're out there every day meeting customers, selling a world-class service, and securing equipment consignments. 

You're directly responsible for your own territory – and the future of our company. You’re the very public face of Ritchie Bros., with the support of a global company behind you. There are endless opportunities for strong salespeople to advance their careers.