Business Development Representative

Job Title Business Development Representative (BDR) / Senior BDR

Position Type Full-Time, Remote

Working Hours U.S. client business hours (aligned with prospect time zones and client sales team schedules)

About the Role Our client is seeking a Business Development Representative (BDR) to generate and qualify sales opportunities. The BDR is responsible for engaging inbound and outbound leads, conducting discovery calls, nurturing relationships, and passing high-quality opportunities to Account Executives. This role requires excellent communication, a consultative approach, and the ability to balance high activity levels with thoughtful qualification.

Responsibilities Lead Qualification & Discovery

Engage inbound leads from marketing campaigns, website forms, or events.

Conduct discovery calls to assess prospect needs, budget, decision-making process, and timeline (BANT, MEDDIC, or SPICED frameworks).

Document qualification thoroughly in CRM.

Outbound Prospecting

Identify strategic target accounts through LinkedIn Sales Navigator, Apollo, or ZoomInfo.

Execute targeted outreach sequences combining email, phone, and LinkedIn.

Personalize outreach with account-specific insights and pain points.

Pipeline Nurturing

Manage early-stage leads not yet ready to buy by building relationships through periodic follow-up and tailored content.

Route cold-to-warm opportunities back into nurture campaigns.

Collaboration with Sales

Schedule meetings and demos for Account Executives, ensuring prospects are properly briefed.

Provide detailed call notes, opportunity summaries, and handoff documentation.

Join weekly pipeline review meetings with sales leadership.

CRM & Data Management

Maintain accurate records in Salesforce, HubSpot, or Zoho.

Track lead stages, conversion rates, and opportunity outcomes.

Ensure the pipeline is current, clean, and reportable.

Reporting & Feedback

Report weekly on activity metrics, conversion ratios, and pipeline sourced.

Share prospect feedback with sales and marketing to refine messaging and targeting.

What Makes You a Perfect Fit

Consultative communicator who listens actively and asks thoughtful questions.

Strong balance between persistence and professionalism.

Organized and metrics-driven, with strong follow-through.

Resilient in the face of rejection and comfortable with high-volume outreach.

Required Experience & Skills (Minimum)

2+ years in BDR, SDR, or inside sales roles.

Proficiency with CRMs (Salesforce, HubSpot, Zoho) and sales engagement tools (Outreach.io, SalesLoft, Apollo).

Experience qualifying leads via structured discovery calls.

Strong verbal and written communication skills.

Ideal Experience & Skills

3–5 years BDR experience with consistent quota attainment.

Industry background in B2B SaaS, professional services, or technology sales.

Familiarity with sales methodologies (SPIN, MEDDIC, Challenger, Sandler).

Experience working mid-market or enterprise sales cycles.

What Does a Typical Day Look Like?

Engage inbound leads promptly, running discovery calls to confirm fit and qualify against criteria.

Prospect into target accounts with personalized outreach campaigns, balancing activity metrics with quality.

Document insights from conversations in the CRM to support effective handoffs.

Nurture early-stage leads with relevant follow-ups until they are ready for sales engagement.

Collaborate with AEs and managers to refine target lists, messaging, and pipeline strategies.

Track performance daily, reviewing outreach activity, conversion rates, and pipeline contributions.

In essence You ensure sales teams always receive well-qualified, sales-ready opportunities backed by thoughtful discovery and clear documentation.

Key Metrics for Success (KPIs)

Daily / weekly activity levels (calls, emails, LinkedIn touches).

Discovery calls completed (target : 10–15 per week).

Opportunities qualified and passed to AEs (e.g., 8–12 per month depending on industry).

Conversion rate from discovery → opportunity → closed-won.

CRM hygiene : 100% of opportunities fully documented.

Interview Process

Initial Phone Screen

Video Interview with Pavago Recruiter

Practical Task (e.g., run a mock discovery call or write a qualification summary for a sample lead)

Client Interview

Offer & Background Verification

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