*job title*: business development representative (bdr) / senior bdr
*position type*: full-time, remote
*working hours*: u.s. client business hours (aligned with prospect time zones and client sales team schedules)
*about the role*:
our client is seeking a business development representative (bdr) to generate and qualify sales opportunities. The bdr is responsible for engaging inbound and outbound leads, conducting discovery calls, nurturing relationships, and passing high-quality opportunities to account executives. This role requires excellent communication, a consultative approach, and the ability to balance high activity levels with thoughtful qualification.
*responsibilities*:
- lead qualification & discovery:
- engage inbound leads from marketing campaigns, website forms, or events.
- conduct discovery calls to assess prospect needs, budget, decision-making process, and timeline (bant, meddic, or spiced frameworks).
- document qualification thoroughly in crm.
- outbound prospecting:
- identify strategic target accounts through linkedin sales navigator, apollo, or zoominfo.
- personalize outreach with account-specific insights and pain points.
- pipeline nurturing:
- manage early-stage leads not yet ready to buy by building relationships through periodic follow-up and tailored content.
- route cold-to-warm opportunities back into nurture campaigns.
- collaboration with sales:
- schedule meetings and demos for account executives, ensuring prospects are properly briefed.
- provide detailed call notes, opportunity summaries, and handoff documentation.
- join weekly pipeline review meetings with sales leadership.
- crm & data management:
- maintain accurate records in salesforce, hubspot, or zoho.
- track lead stages, conversion rates, and opportunity outcomes.
- ensure the pipeline is current, clean, and reportable.
- reporting & feedback:
- report weekly on activity metrics, conversion ratios, and pipeline sourced.
- share prospect feedback with sales and marketing to refine messaging and targeting.
*what makes you a perfect fit*:
- consultative communicator who listens actively and asks thoughtful questions.
- strong balance between persistence and professionalism.
- organized and metrics-driven, with strong follow-through.
- resilient in the face of rejection and comfortable with high-volume outreach.
*required experience & skills (minimum)*:
- 2+ years in bdr, sdr, or inside sales roles.
- proficiency with crms (salesforce, hubspot, zoho) and sales engagement tools (outreach.io, salesloft, apollo).
- experience qualifying leads via structured discovery calls.
- strong verbal and written communication skills.
*ideal experience & skills*:
- 3-5 years bdr experience with consistent quota attainment.
- industry background in b2b saas, professional services, or technology sales.
- familiarity with sales methodologies (spin, meddic, challenger, sandler).
- experience working mid-market or enterprise sales cycles.
what does a typical day look like?
a bdr’s day revolves around turning raw leads into qualified opportunities. You will:
- engage inbound leads promptly, running discovery calls to confirm fit and qualify against criteria.
- prospect into target accounts with personalized outreach campaigns, balancing activity metrics with quality.
- document insights from conversations in the crm to support effective handoffs.
- nurture early-stage leads with relevant follow-ups until they are ready for sales engagement.
- collaborate with aes and managers to refine target lists, messaging, and pipeline strategies.
- track performance daily, reviewing outreach activity, conversion rates, and pipeline contributions.
*in essence*: you ensure sales teams always receive well-qualified, sales-ready opportunities backed by thoughtful discovery and clear documentation.
*key metrics for success (kpis)*:
- discovery calls completed (target: 10-15 per week).
- opportunities qualified and passed to aes (e.g., 8-12 per month depending on industry).
- conversion rate from discovery → opportunity → closed-won.
- crm hygiene: 100% of opportunities fully documented.
*interview process*:
- initial phone screen
- video interview with pavago recruiter
- practical task (e.g., run a mock discovery call or write a qualification summary for a sample lead)
- client interview
- offer & background verification