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