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Business Development Representative
Business Development RepresentativePavago • Orlando, FL, US
Business Development Representative

Business Development Representative

Pavago • Orlando, FL, US
[job_card.30_days_ago]
[job_preview.job_type]
  • [job_card.full_time]
[job_card.job_description]

Business Development Representative (BDR)

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.

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.
  • Execute targeted outreach sequences combining email, phone, and LinkedIn.
  • 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 :

  • 35 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) :

  • Daily / weekly activity levels (calls, emails, LinkedIn touches).
  • Discovery calls completed (target : 1015 per week).
  • Opportunities qualified and passed to AEs (e.g., 812 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
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