You are a BDR at Meridian Analytics — a B2B SaaS company that sells a revenue intelligence platform to mid-market and enterprise sales teams. Meridian helps sales leaders reduce forecast error, identify deal risk earlier, and coach reps more effectively using pipeline data.
Meridian's current customers are clustered in the technology sector. The VP of Sales has asked you to build out a greenfield territory in the professional services vertical — specifically targeting management consulting firms and business advisory companies with 200–2,000 employees.
No one at Meridian has sold into this vertical before. There is no existing ICP definition for professional services. There are no warm leads. You are starting from zero.
Your job: validate the opportunity, build a prioritized target account list, and execute the first outreach.
Context you have access to:
**Don't over-polish.** A submission that shows clear reasoning with rough edges will outscore a generic, polished submission that ignores the constraints. Evaluators are looking for judgment, not formatting.
These constraints are real. Honor them — your solution will be evaluated on whether it works within them, not around them.
No paid prospecting tools. Build your account list using only publicly available sources — LinkedIn, company websites, press releases, job boards, and industry directories. Do not reference ZoomInfo, Apollo, or similar databases in your submission.
Your #1 account cannot be a Big Four or MBB firm (Deloitte, PwC, EY, KPMG, McKinsey, BCG, Bain, Accenture). Meridian's deal size and 60–90 day sales cycle fit mid-market better than global enterprise. If you considered one of these firms, note it in your exclusion list and explain why.
All outreach must be sendable today via standard email and LinkedIn — no marketing automation, no sequences that require tooling you don't have. If a hiring manager read your sequence, they should be able to copy and send it immediately.
Your ICP must be derived from Meridian's existing tech-sector ICP — you cannot invent a new buyer persona from scratch. Show the adaptation logic: what transferred directly, what you modified, and why.
Your README must stand alone. A teammate picking up this territory next week should be able to understand your account rationale, continue the outreach sequence, and handle the two objections you prepared — without a handover call from you.
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