Business Development Representative
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Key skills for this role
About the Role
Pavago is hiring a Business Development Representative to generate, qualify, and nurture sales opportunities through inbound and outbound prospecting. The role involves conducting discovery calls, qualifying leads using BANT/MEDDIC frameworks, and passing opportunities to Account Executives.
Key Skills for This Role
Responsibilities
- Engage inbound leads and conduct discovery calls to understand business needs, budget, timeline, and decision making process
- Research target accounts using LinkedIn Sales Navigator, Apollo, ZoomInfo, and similar tools
- Execute multi channel outbound campaigns via email, phone, LinkedIn, and social outreach
- Qualify opportunities using frameworks such as BANT, MEDDIC, SPICED, or SPIN
- Maintain accurate records in Salesforce, HubSpot, or Zoho CRM and track outreach activity and conversion metrics
Requirements
- 2+ years of experience in Business Development, Sales Development, Inside Sales, or Outbound Prospecting
- Experience conducting discovery and qualification calls
- Proficiency with CRM systems such as Salesforce, HubSpot, or Zoho CRM
- Experience using LinkedIn Sales Navigator, Apollo, Outreach, SalesLoft, or similar sales engagement platforms
- Strong written and verbal English communication skills
Full Job Posting
About the Role
- We’re hiring a Business Development Representative (BDR) to generate, qualify, and nurture high quality sales opportunities through inbound and outbound prospecting.
- You’ll engage prospective customers, conduct discovery conversations, identify business needs, and pass qualified opportunities to Account Executives.
Key Responsibilities
- Engage inbound leads generated through marketing campaigns, referrals, events, and website inquiries.
- Conduct discovery calls to understand business needs, budget, timeline, and decision making process.
- Qualify opportunities using frameworks such as BANT, MEDDIC, SPICED, or SPIN.
- Identify pain points and determine sales readiness.
- Maintain detailed qualification notes and CRM records.
- Research target accounts using LinkedIn Sales Navigator, Apollo, ZoomInfo, and similar prospecting tools.
- Execute multi channel outbound campaigns through email, phone, LinkedIn, and social outreach.
- Personalize messaging based on industry, ICP alignment, and prospect challenges.
- Generate and maintain a consistent pipeline of qualified opportunities.
- Nurture early stage prospects through ongoing follow up campaigns.
- Share relevant resources, case studies, and educational content.
- Schedule meetings, demos, and discovery calls for Account Executives.
Requirements
- 2+ years of experience in Business Development, Sales Development, Inside Sales, or Outbound Prospecting.
- Experience conducting discovery and qualification calls.
- Proficiency with CRM systems such as Salesforce, HubSpot, or Zoho CRM.
- Experience using LinkedIn Sales Navigator, Apollo, Outreach, SalesLoft, or similar sales engagement platforms.
- Strong written and verbal English communication skills.
- Ability to manage multiple prospects and follow up sequences simultaneously.
Preferred Qualifications
- 3–5 years of BDR or SDR experience with proven quota attainment.
- Experience selling B2B SaaS, technology solutions, professional services, or high ticket products.
- Familiarity with MEDDIC, Challenger Sale, SPIN Selling, or Sandler Methodology.
- Experience supporting mid market or enterprise sales teams.
- Background in account based sales and multi channel outreach campaigns.
What Makes You Successful
- Strong communicator and active listener.
- Consultative and relationship focused approach to sales.
- Organized, disciplined, and metrics driven.
- Comfortable with high volume outreach while maintaining personalization.
- Resilient, coachable, and motivated by targets.
- Able to work independently in a remote environment.
Typical Day
- Respond to inbound leads and conduct discovery calls.
- Build prospect lists and identify decision makers.
- Execute outbound email, phone, and LinkedIn campaigns.
- Qualify opportunities and schedule meetings.
- Update CRM records and pipeline stages.
- Collaborate with Account Executives on active opportunities.
- Review outreach metrics and optimize performance.
Key Performance Indicators (KPIs)
- Outreach activity volume (calls, emails, LinkedIn touches).
- Discovery calls completed.
- Qualified opportunities generated.
- Lead to opportunity conversion rates.
- Pipeline contribution.
- CRM accuracy and documentation quality.
- Outbound engagement and response rates.
Why Join Us?
- Direct impact on pipeline growth and revenue generation.
- Opportunity to work closely with sales leadership and Account Executives.
- Exposure to modern outbound sales strategies and tools.
- Clear career progression into Senior BDR, Account Executive, Business Development Manager, or Sales Leadership.
- Fully remote work environment aligned with U.S. business hours.
Interview Process
- 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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