Business Development Representative - Remote Eligible
Business Development Representative (BDR)
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.
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