Business Development Representative (BDR) – B2B SaaS, Outbound Sales & Lead Generation

Position Type: Full-Time, Remote
Location: Colombia, Mexico, Brazil
Working Hours: U.S. Business Hours

About the Role

At Pavago, one of our clients is hiring a Business Development Representative (BDR) to generate qualified opportunities and build a consistent B2B sales pipeline.

This is a quota-carrying, execution-focused sales role for someone who is comfortable prospecting every day, speaking with decision-makers, qualifying inbound opportunities, and turning cold outreach into booked meetings.

You’ll own both inbound lead qualification and outbound prospecting, using modern sales tools and multi-channel outreach across phone, email, and LinkedIn.

Your primary objective is simple: create qualified pipeline that turns into revenue.

If you have experience as an SDR or BDR, are confident cold calling U.S.-based prospects, and enjoy working toward measurable targets, this role is a strong fit.

What You’ll Own

Outbound Prospecting & Lead Generation

Build and execute targeted outbound campaigns using:

• LinkedIn Sales Navigator
• Apollo
• ZoomInfo
• Email
• Cold calling
• LinkedIn outreach

You’ll:

• Research target accounts and decision-makers.
• Build high-quality prospect lists.
• Execute personalized multi-channel outreach sequences.
• Cold call prospective customers.
• Write compelling cold emails and LinkedIn messages.
• Test messaging, sequences, and outreach strategies.
• Follow up consistently with prospects.
• Generate qualified meetings for Account Executives.

Inbound Lead Qualification

Respond quickly to inbound leads generated through:

• Marketing campaigns
• Website inquiries
• Events
• Other demand-generation channels

Conduct discovery and qualification conversations to understand:

• Business needs
• Pain points
• Budget
• Decision-making authority
• Buying process
• Timeline

Determine whether opportunities meet qualification criteria and move qualified prospects into the sales pipeline.

Discovery Calls & Meeting Booking

Conduct professional conversations with B2B prospects and decision-makers.

You’ll:

• Ask effective discovery questions.
• Identify business challenges and buying intent.
• Understand prospect needs before positioning next steps.
• Handle common objections confidently.
• Qualify opportunities accurately.
• Schedule qualified meetings and demos for Account Executives.
• Provide clear handoff notes so AEs enter meetings with the right context.

CRM & Pipeline Management

Maintain accurate sales records using platforms such as:

• Salesforce
• HubSpot
• Zoho CRM

Track:

• Prospect activity
• Calls
• Emails
• Qualification notes
• Follow-ups
• Opportunity stages
• Meetings booked

Maintain strong CRM hygiene so the sales team has reliable visibility into pipeline activity and next steps.

Lead Nurturing & Follow-Up

Not every prospect will be ready to buy immediately.

You’ll:

• Nurture early-stage opportunities.
• Maintain structured follow-up cadences.
• Re-engage prospects at the right time.
• Track next steps and buying signals.
• Ensure qualified prospects don’t disappear because of missed follow-ups.

Sales Collaboration & Optimization

Work closely with Account Executives and sales leadership on:

• Pipeline reviews
• Target account strategy
• Qualification criteria
• Prospect feedback
• Objection patterns
• Outreach messaging

Share insights from prospect conversations to help improve targeting and sales execution.

Continuously evaluate:

• Reply rates
• Connect rates
• Meetings booked
• Qualification rates
• Lead-to-opportunity conversion
• Pipeline generated

Use performance data to improve your outreach approach.

Required Experience & Skills

Must-Have

• 2+ years of experience as a BDR, SDR, Inside Sales Representative, or similar B2B sales professional.
• Proven track record of:
• Meeting or exceeding quota
• Booking qualified meetings
• Generating sales pipeline
• Hands-on outbound prospecting experience.
• Confidence with:
• Cold calling
• Cold email
• LinkedIn prospecting
• Experience with prospecting tools such as:
• Apollo
• ZoomInfo
• LinkedIn Sales Navigator
• Experience using CRM platforms such as:
• Salesforce
• HubSpot
• Zoho CRM
• Strong discovery and lead qualification skills.
• Excellent spoken and written English.
• Comfortable communicating with U.S.-based prospects and decision-makers.
• Highly organized with strong follow-through.
• Metrics-driven and comfortable working toward activity and pipeline targets.
• Resilient and comfortable handling rejection.
• Ability to work remotely during U.S. business hours.
• Based in Colombia, Mexico, or Brazil.

Nice-to-Have Experience

• B2B SaaS sales experience.
• Technology or professional services sales experience.
• Experience running structured outbound campaigns.
• Familiarity with sales methodologies such as:
• SPIN
• MEDDIC
• Challenger
• Experience working with Account Executives in a structured SDR/BDR organization.
• Experience selling into U.S. businesses.
• Experience prospecting senior decision-makers.
• Familiarity with sales engagement and sequencing tools.

What Makes You a Strong Fit

You:

• Are comfortable picking up the phone and starting conversations.
• Know how to personalize outreach without sacrificing volume.
• Understand the difference between booking meetings and booking qualified meetings.
• Ask thoughtful discovery questions rather than immediately pitching.
• Follow up consistently without needing reminders.
• Stay motivated despite rejection.
• Think in terms of pipeline and revenue, not activity alone.
• Keep your CRM clean and accurate.
• Take ownership of your numbers.
• Constantly test ways to improve your conversion rates.

What a Typical Day Looks Like

Your day may include:

• Reviewing new inbound leads and responding quickly.
• Researching target accounts and decision-makers.
• Building prospect lists using Apollo, ZoomInfo, and LinkedIn Sales Navigator.
• Making outbound cold calls.
• Sending personalized cold emails and LinkedIn messages.
• Running discovery and qualification calls.
• Following up with warm and previously contacted prospects.
• Booking qualified meetings for Account Executives.
• Updating CRM records and next steps.
• Reviewing sequence performance and response rates.
• Participating in pipeline reviews with the sales team.
• Testing new messaging or prospecting approaches.

In short: you create qualified sales opportunities by combining disciplined prospecting, strong communication, effective qualification, and persistent follow-up.

Key Metrics for Success

• 10–15 discovery calls per week
• 8–12 qualified opportunities per month
• Qualified meetings booked
• Lead-to-opportunity conversion rate
• Outbound response and connection rates
• Daily and weekly prospecting activity
• Pipeline generated
• Meeting quality and AE acceptance rate
• Consistency of prospect follow-up
• 100% CRM data accuracy

Spark Hire Intro Video

As part of the application process, you’ll be asked to complete a short Spark Hire intro video.

We’d like to hear about:

• Your experience as an SDR, BDR, or inside sales professional.
• The types of B2B products or services you have sold.
• Your experience selling into the U.S. market.
• Your experience with cold calling, cold email, and LinkedIn prospecting.
• How many outbound calls or touches you typically complete in a day or week.
• Your average number of qualified meetings booked per month.
• Your previous quota and how consistently you achieved it.
• A specific example of an outbound opportunity you generated that ultimately contributed to revenue.
• How you research and personalize outreach to a new prospect.
• How you handle a prospect who says, “I’m not interested.”
• How you determine whether a lead is genuinely qualified before booking a meeting for an Account Executive.
• Your approach to following up when a prospect initially responds but then goes quiet.
• Your experience with Apollo, ZoomInfo, and LinkedIn Sales Navigator.
• Which CRM platforms you have used and how you maintain accurate pipeline records.
• The prospecting or sales metrics you monitor most closely and why.

Keep your answers clear, concise, and specific. Wherever possible, include measurable results such as quota attainment, meetings booked, conversion rates, pipeline generated, or revenue influenced.

Completion of the Spark Hire intro video is required for your application to be considered.

Why This Role Stands Out

• Direct impact on pipeline and company revenue.
• Ownership across inbound and outbound lead generation.
• Hands-on experience with modern B2B sales tools.
• Clear, measurable performance expectations.
• Opportunity to work with U.S.-based prospects and businesses.
• Fully remote position.
• High-growth sales environment.
• Strong career progression into:
• Senior BDR
• Account Executive
• Business Development Manager
• Sales Development Lead

Interview Process

• Application Review
• Spark Hire Intro Video
• Initial Phone Screen
• Recruiter Interview
• Client Interview
• Offer

Apply Now

If you have strong BDR/SDR experience, are confident with cold calling, outbound prospecting, lead qualification, and CRM management, and have a track record of generating qualified B2B opportunities, we’d love to hear from you.

Apply today and complete the required Spark Hire intro video to move forward.

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