Business Development Representative (BDR)

Job Description

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?

A BDR’s day revolves around turning raw leads into qualified opportunities. You will:

• 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:

1. Initial Phone Screen
2. Video Interview with Pavago Recruiter
3. Practical Task (e.g., run a mock discovery call or write a qualification summary for a sample lead)
4. Client Interview
5. Offer & Background Verification