Business Development Representative
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Key skills for this role
About the Role
Pavago is hiring a Business Development Representative (BDR) to generate, qualify, and nurture sales opportunities through inbound and outbound prospecting. The role involves discovery calls, lead qualification, and pipeline management.
Key Skills for This Role
Responsibilities
- Engage inbound leads and conduct discovery calls to understand business needs, budget, timeline, and decision making process
- Qualify opportunities using frameworks such as BANT, MEDDIC, SPICED, or SPIN
- Research target accounts using LinkedIn Sales Navigator, Apollo, ZoomInfo, and similar tools
- Execute multi channel outbound campaigns through email, phone, LinkedIn, and social outreach
- Nurture early stage prospects through follow up campaigns and share relevant resources
- Schedule meetings, demos, and discovery calls for Account Executives with detailed handoff notes
- Maintain accurate records in CRM and provide weekly reporting on pipeline generation and performance
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
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 will engage prospective customers, conduct discovery conversations, identify business needs, and pass qualified opportunities to Account Executives.
- This opportunity is ideal for someone who enjoys outbound sales, relationship building, lead qualification, and creating new business opportunities in a fast paced B2B environment.
Key Responsibilities
- Lead Qualification & Discovery: Engage inbound leads; conduct discovery calls to understand business needs, budget, timeline, and decision making process; qualify opportunities using BANT, MEDDIC, SPICED, or SPIN; maintain detailed qualification notes and CRM records.
- Outbound Prospecting & Pipeline Generation: Research target accounts using LinkedIn Sales Navigator, Apollo, ZoomInfo, etc.; execute multi channel outbound campaigns via email, phone, LinkedIn, and social outreach; personalize messaging based on industry, ICP alignment, and prospect challenges.
- Pipeline Nurturing & Relationship Building: Nurture early stage prospects through ongoing follow up campaigns; share relevant resources, case studies, and educational content; re engage inactive leads and convert them into active opportunities.
- Sales Collaboration & Handoff: Schedule meetings, demos, and discovery calls for Account Executives; prepare detailed handoff notes and qualification summaries; collaborate with sales and marketing teams to improve messaging, targeting, and conversion rates.
- CRM & Reporting: Maintain accurate records in Salesforce, HubSpot, or Zoho; track outreach activity, lead stages, conversion metrics, and opportunity outcomes; provide weekly reporting on pipeline generation and performance.
- Continuous Improvement: Share prospect feedback and common objections; optimize outreach messaging and qualification strategies; stay informed on market trends, competitor activity, and customer challenges.
Requirements
- Must Have: 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: 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 enterpris
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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