Business Development Representative

Role Summary

• Job Title: Business Development Representative (BDR)
• Position Type: Full-Time, Remote
• Working Hours: U.S. client business hours (aligned with prospect time zones and sales team schedules)

Our client is seeking a Business Development Representative (BDR) to generate, qualify, and nurture high-quality sales opportunities. This role is responsible for engaging inbound and outbound leads, conducting discovery conversations, building relationships with prospects, and passing well-qualified opportunities to Account Executives.

The ideal candidate is a strong communicator who combines persistence with professionalism and understands how to balance high-volume outreach with thoughtful qualification. You will play a critical role in driving pipeline growth while ensuring prospects receive a positive and consultative early sales experience.

This is an ideal opportunity for someone who enjoys outbound prospecting, relationship building, and contributing directly to revenue growth in a fast-paced B2B sales environment.

Responsibilities

Lead Qualification & Discovery

Engage inbound leads generated through marketing campaigns, website forms, referrals, and events

• Conduct discovery calls to understand prospect needs, budget, timeline, and decision-making process
• Qualify opportunities using frameworks such as BANT, MEDDIC, SPICED, or SPIN
• Identify pain points and business challenges to determine sales readiness
• Maintain detailed qualification notes and opportunity updates within the CRM

Outbound Prospecting & Pipeline Generation

Identify and research target accounts using LinkedIn Sales Navigator, Apollo, ZoomInfo, or similar tools

• Execute outbound prospecting campaigns through email, phone, LinkedIn, and multi-channel outreach
• Personalize messaging based on company insights, ICP alignment, and prospect pain points
• Build and maintain a consistent pipeline of qualified opportunities for Account Executives

Pipeline Nurturing & Relationship Building

Maintain communication with early-stage or not-yet-ready prospects through follow-up campaigns

• Share relevant resources, case studies, and value-driven messaging to nurture relationships
• Re-engage cold leads and route warm opportunities back into active sales conversations
• Build trust with prospects while maintaining a consultative sales approach

Sales Collaboration & Handoff

Schedule demos, meetings, and discovery sessions for Account Executives

• Prepare detailed handoff notes, qualification summaries, and context for sales teams
• Participate in pipeline review meetings with sales leadership and AEs
• Collaborate with sales and marketing teams to improve targeting, messaging, and conversion performance

CRM & Reporting

Maintain accurate records within Salesforce, HubSpot, Zoho, or similar CRM platforms

• Track lead stages, outreach activity, conversion metrics, and opportunity outcomes
• Ensure CRM hygiene and complete documentation across all opportunities
• Report weekly on outreach activity, pipeline generation, and qualification performance

Feedback & Continuous Improvement

Share prospect feedback and objections with marketing and leadership teams

• Continuously optimize outreach messaging and qualification approaches
• Stay current on industry trends, prospect pain points, and competitor positioning

What Makes You a Perfect Fit

Strong communicator who asks thoughtful questions and actively listens

• Consultative and relationship-focused rather than transactional
• Organized, metrics-driven, and highly disciplined with follow-through
• Comfortable with high-volume outreach while maintaining personalization and quality
• Resilient, coachable, and motivated by targets and pipeline growth
• Confident operating independently in a remote sales environment

Required Experience & Skills

2+ years of experience in BDR, SDR, inside sales, or outbound prospecting roles

• Experience qualifying leads through structured discovery conversations
• Proficiency with CRM systems such as Salesforce, HubSpot, or Zoho
• Experience using sales engagement and prospecting tools such as Outreach, SalesLoft, Apollo, or LinkedIn Sales Navigator
• Strong written and verbal English communication skills
• Ability to manage multiple conversations and follow-up sequences simultaneously

Ideal Experience & Skills

3–5 years of BDR or outbound sales experience with quota attainment history

• Experience selling into B2B SaaS, technology, professional services, or high-ticket industries
• Familiarity with sales methodologies such as MEDDIC, Challenger, SPIN, or Sandler
• Experience supporting mid-market or enterprise sales cycles
• Background in multi-channel outbound campaigns and account-based outreach strategies

What Does a Typical Day Look Like?

A Business Development Representative’s day revolves around creating and qualifying new pipeline opportunities. You will:

Respond to inbound leads and conduct discovery conversations

• Build prospect lists and execute outbound outreach campaigns
• Personalize emails, LinkedIn messages, and call strategies for target accounts
• Conduct qualification calls and identify sales-ready opportunities
• Maintain detailed CRM records and update pipeline stages
• Collaborate with Account Executives on handoffs and sales strategy
• Review activity metrics and optimize outreach performance daily

In essence: you ensure the sales team consistently receives high-quality, well-qualified opportunities backed by thoughtful discovery and professional prospect engagement.

Key Metrics for Success (KPIs)

Daily and weekly outreach activity levels (calls, emails, LinkedIn touches)

• Discovery calls completed per week

Qualified opportunities generated and passed to Account Executives

• Conversion rate from lead → discovery → qualified opportunity
• Pipeline contribution and sourced revenue opportunities
• CRM accuracy and completeness of documentation
• Response rates and outbound engagement performance

About the Company

Work directly with leadership in a highly visible role.

Operate at the forefront of AI, marketing, and automation.

Gain exposure across content, growth, outreach, events, and operations.

Significant ownership and creative freedom.

Opportunity to build systems that directly impact business growth.

Fully remote work environment.

Additional Information

Initial Phone Screen

• Video Interview with Pavago Recruiter

Practical Assessment (Mock Discovery Call or Qualification Exercise)

• Client Interview
• Offer & Background Verification

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