The Enterprise Business Development Representative (BDR) plays a critical role in advancing CPA.com’s Tax Category strategy and accelerating adoption of transformative tax technologies—including Blue J and future partners—within the Top 200 CPA firms and other high‑potential firms. This early‑career role partners closely with CPA.com Account Management, Technology Partner sales teams, and Tax Category leadership to identify whitespace, map stakeholders, and create qualified interest that fuels pipeline growth.

Key Responsibilities

1. Strategic Outbound & Opportunity Generation
   1. Execute targeted outbound outreach focused on relevance and context.
   2. Mine firm org charts to identify decision-makers across Tax, Advisory, IT, and Innovation.
   3. Conduct structured discovery to validate fit and urgency.
   4. Build value-aligned messaging grounded in firm needs.
2. Firm Insights & Territory Planning
   1. Develop territory strategies with Account Managers and partner sales.
   2. Analyze buying patterns and ICP data to identify high-probability opportunities.
   3. Identify whitespace across tax workflows and technology stacks.
   4. Maintain accurate forecasting and pipeline data in Salesforce.
3. Collaboration Across CPA.com and Partners
   1. Align outreach with broader CPA.com firm relationship strategies.
   2. Coordinate with Blue J and future partners for unified go-to-market execution.
   3. Support meeting preparation with research and structured handoffs.
   4. Represent CPA.com at conferences and industry events.
4. Value Positioning & Expertise Development
   1. Develop deep understanding of partner technologies and tax workflow impact.
   2. Articulate multi-solution value propositions to senior firm leaders.
   3. Continuously refine outbound strategies based on market signals.
5. Performance & Accountability
   1. Meet or exceed KPIs for meetings, demos, and pipeline creation.
   2. Maintain disciplined daily habits to drive consistent results.
   3. Use performance data to improve targeting and messaging.

Qualifications

Required

• 3–4 years of BDR, outbound sales, or equivalent experience.
• Strong ability to understand and communicate complex value propositions.
• Demonstrated success with thoughtful, strategic outbound outreach.
• Strong business acumen and comfort engaging senior stakeholders.
• High resilience, discipline, and accountability.
• Proficiency with Salesforce or CRM tools.

Preferred

• Experience selling into accounting, tax, or professional services.
• Knowledge of Top 200 CPA firm structures and tax workflows.
• Experience in partner-enabled or channel sales models.
• Understanding of tax technology transformation.

Attributes & Leadership Competencies

• Trusted Advisor
• Accountable
• Intellectually Curious
• Collaborative
• Customer-Obsessed
• Adaptable
• Driven

About CPA.com

CPA.com empowers accounting and finance professionals with innovative technology solutions and deep expertise that enable firms to transform their practices, enhance client service, and accelerate growth. As a subsidiary of the AICPA, we collaborate with leading technology companies and bring best-in-class solutions across Tax, Audit, and CAS.