Sales & Customer Success SMB (51-200 employees)

Business Development Representative at SMB

OCEAN+ profile for BDRs: intensive outbound prospecting, qualified lead generation, and high-volume conversation opening.

In LATAM SMBs, the Sales Manager reports directly to the owner or CEO

Regional economic cycles directly affect deal closings

Network within the vertical industry has tangible value

Generic profile Startup (1-50 employees) Enterprise (201-1000 employees) Global (1001+ employees)

Ideal OCEAN+ Profile

Ideal range

Openness

60 80

At SMBs (51-200 employees), openness to trying new channels and sales strategies

Conscientiousness

62 79

At SMBs (51-200 employees), discipline in pipeline management and follow-up

Extraversion

83 100

At SMBs (51-200 employees), the energy to build relationships and close deals

Agreeableness

39 59

At SMBs (51-200 employees), the balance between assertive persuasion and active listening

Emotional Stability

73 90

At SMBs (51-200 employees), resilience in the face of constant rejection and long sales cycles

Structure & Rhythm

38 58

At SMBs (51-200 employees), building long-term relationships with clients

Strengths and Red Flags

Strengths

Discipline in high-volume outreach cadences
Creativity to personalize messages and sequences
Managing long-term relationships where personal trust matters more than the formal contract
Generating expansion revenue from existing accounts without a dedicated customer success team

Red Flags

Vanity metrics: lots of activity, few qualified meetings
Copy-pasting templates without real personalization
Doesn't document pipeline or activities in a CRM; everything lives in their head
Avoids conflict with problematic clients instead of renegotiating terms

Interview Questions

Describe your best outbound sequence that generated qualified meetings. Which channels did you use, how many steps did it have, and what was the conversion rate?

Evaluates: Conscientiousness and Openness

Tell me about a prospect who took 4 months to respond. How did you stay in touch without becoming spam? Did you improvise each touch or follow a fixed cadence?

Evaluates: Emotional Stability and Structure & Rhythm

How do you balance attention to existing accounts with opening new ones?

Evaluates: Time management and pipeline prioritization

Tell me about an account at risk of churn. What did you do?

Evaluates: Emotional intelligence applied to retention