[Remote] Business Development Representative

Note: The job is a remote job and is open to candidates in USA. Pavago is seeking a Business Development Representative (BDR) to generate, qualify, and nurture high-quality sales opportunities. The role involves engaging inbound and outbound leads, conducting discovery conversations, and building relationships with prospects to drive pipeline growth and revenue in a fast-paced B2B sales environment.

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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

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
• 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

Company Overview