Business Development Representative at Pavago

About the Role

• 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.

Responsibilities
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