Business Development Representative (BDR) – Outbound Sales & Lead Generation

Job Type: Full-Time, Remote
Working Hours: U.S. Business Hours

About the Role

We’re hiring a Business Development Representative (BDR) to generate, qualify, and nurture high-quality sales opportunities through inbound and outbound prospecting.

In this role, you’ll engage prospective customers, conduct discovery conversations, identify business needs, and pass qualified opportunities to Account Executives. You will play a critical role in driving pipeline growth and revenue generation while delivering a consultative and professional prospect experience.

This opportunity is ideal for someone who enjoys outbound sales, relationship building, lead qualification, and creating new business opportunities in a fast-paced B2B environment.

Key Responsibilities

Lead Qualification & Discovery

• Engage inbound leads generated through marketing campaigns, referrals, events, and website inquiries.
• Conduct discovery calls to understand:
• Business needs
• Budget
• Timeline
• Decision-making process
• Qualify opportunities using frameworks such as:
• BANT
• MEDDIC
• SPICED
• SPIN
• Identify pain points and determine sales readiness.
• Maintain detailed qualification notes and CRM records.

Outbound Prospecting & Pipeline Generation

• Research target accounts using:
• LinkedIn Sales Navigator
• Apollo
• ZoomInfo
• Similar prospecting tools
• Execute multi-channel outbound campaigns through:
• Email
• Phone
• LinkedIn
• Social outreach
• Personalize messaging based on:
• Industry
• ICP alignment
• Prospect challenges
• Generate and maintain a consistent pipeline of qualified opportunities.

Pipeline Nurturing & Relationship Building

• Nurture early-stage prospects through ongoing follow-up campaigns.
• Share relevant resources, case studies, and educational content.
• Re-engage inactive leads and convert them into active opportunities.
• Build trust through a consultative sales approach.

Sales Collaboration & Handoff

• Schedule meetings, demos, and discovery calls for Account Executives.
• Prepare detailed handoff notes and qualification summaries.
• Collaborate with sales and marketing teams to improve:
• Messaging
• Targeting
• Conversion rates
• Participate in pipeline reviews and strategy discussions.

CRM & Reporting

• Maintain accurate records in:
• Salesforce
• HubSpot
• Zoho
• Similar CRM platforms
• Track:
• Outreach activity
• Lead stages
• Conversion metrics
• Opportunity outcomes
• Maintain CRM hygiene and complete documentation.
• Provide weekly reporting on pipeline generation and performance.

Continuous Improvement

• Share prospect feedback and common objections.
• Optimize outreach messaging and qualification strategies.
• Stay informed on market trends, competitor activity, and customer challenges.

Requirements

Must-Have Qualifications

• 2+ years of experience in:
• Business Development
• Sales Development
• Inside Sales
• Outbound Prospecting
• Experience conducting discovery and qualification calls.
• Proficiency with CRM systems such as:
• Salesforce
• HubSpot
• Zoho CRM
• Experience using:
• LinkedIn Sales Navigator
• Apollo
• Outreach
• SalesLoft
• Similar sales engagement platforms
• Strong written and verbal English communication skills.
• Ability to manage multiple prospects and follow-up sequences simultaneously.

Preferred Qualifications

• 3–5 years of BDR or SDR experience with proven quota attainment.
• Experience selling:
• B2B SaaS
• Technology solutions
• Professional services
• High-ticket products or services
• Familiarity with:
• MEDDIC
• Challenger Sale
• SPIN Selling
• Sandler Methodology
• Experience supporting mid-market or enterprise sales teams.
• Background in account-based sales and multi-channel outreach campaigns.

What Makes You Successful

• Strong communicator and active listener.
• Consultative and relationship-focused approach to sales.
• Organized, disciplined, and metrics-driven.
• Comfortable with high-volume outreach while maintaining personalization.
• Resilient, coachable, and motivated by targets.
• Able to work independently in a remote environment.

Typical Day

• Respond to inbound leads and conduct discovery calls.
• Build prospect lists and identify decision-makers.
• Execute outbound email, phone, and LinkedIn campaigns.
• Qualify opportunities and schedule meetings.
• Update CRM records and pipeline stages.
• Collaborate with Account Executives on active opportunities.
• Review outreach metrics and optimize performance.

Key Performance Indicators (KPIs)

• Outreach activity volume (calls, emails, LinkedIn touches)
• Discovery calls completed
• Qualified opportunities generated
• Lead-to-opportunity conversion rates
• Pipeline contribution
• CRM accuracy and documentation quality
• Outbound engagement and response rates

Why Join Us?

• Direct impact on pipeline growth and revenue generation.
• Opportunity to work closely with sales leadership and Account Executives.
• Exposure to modern outbound sales strategies and tools.
• Clear career progression into:
• Senior BDR
• Account Executive
• Business Development Manager
• Sales Leadership
• Fully remote work environment aligned with U.S. business hours.

Interview Process

1. Initial Phone Screen
2. Video Interview with Pavago Recruiter
3. Practical Assessment (Mock Discovery Call or Qualification Exercise)
4. Client Interview
5. Offer & Background Verification

Apply Now

If you enjoy outbound prospecting, building relationships, qualifying opportunities, and driving pipeline growth, we’d love to hear from you.