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:
- 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
