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Role Description

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.

Qualifications

• 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.

Requirements

• 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.

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