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Employer job description
From Pavago's posting. “We” and “our” refer to the employer.
- 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)
About the Role
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
- Interview Process
- • Initial Phone Screen
- • Video Interview with Pavago Recruiter
- • Practical Assessment (Mock Discovery Call or Qualification Exercise)
- • Client Interview
- • Offer & Background Verification
#BusinessDevelopment #BDR #SalesDevelopment #OutboundSales #LeadGeneration #SaaS #RemoteWork #InsideSales #Prospecting #SalesPipeline #CRM #B2BSales #LinkedInSalesNavigator #SalesJobs
About this listing
LAYIQ is an independent job-discovery service. This listing does not imply a partnership with or endorsement by the employer. Review the original posting for current details and availability.
Employer posted:
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- Employer posted
- · 133 days ago
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