Business Development Representative (BDR) - Lead Generation & Pipeline Growth

About the Role

At Pavago, one of our clients is hiring a Business Development Representative (BDR) to generate qualified sales opportunities through inbound lead qualification, outbound prospecting, discovery calls, and multi-channel outreach .

This is a pipeline-focused sales role for someone who is comfortable engaging prospects, understanding their needs, and moving qualified opportunities to Account Executives.

You’ll work across email, phone, LinkedIn, and prospecting platforms to build relationships, qualify potential buyers, and consistently contribute to pipeline growth.

If you have experience as a BDR, SDR, or Inside Sales Representative and enjoy prospecting, discovery, and measurable sales targets, this role is a strong fit.

What You’ll Own

Inbound Lead Qualification

• Respond quickly to inbound leads from marketing campaigns, website forms, events, and other channels
• Conduct discovery calls to understand prospect:
• Needs and pain points
• Budget
• Decision-making process
• Timeline
• Determine whether prospects meet defined qualification criteria
• Apply frameworks such as SPIN, MEDDIC, or Challenger when appropriate
• Route qualified opportunities to Account Executives
• Nurture promising leads that are not yet ready to buy

Outbound Prospecting & Lead Generation

• Build targeted prospect lists using LinkedIn Sales Navigator, Apollo, ZoomInfo , and similar tools
• Research companies, decision-makers, and buying signals
• Execute structured outbound campaigns across:
• Cold email
• Cold calling
• LinkedIn
• Personalize messaging based on prospect needs and business context
• Maintain consistent follow-up cadences
• Generate qualified meetings and new pipeline opportunities

Discovery Calls & Qualification

• Lead initial conversations with prospective customers
• Ask effective discovery questions and identify business challenges
• Understand buyer priorities and potential fit
• Handle early-stage objections confidently
• Clearly communicate relevant value propositions
• Ensure Account Executives receive qualified opportunities with proper context

Pipeline & CRM Management

• Schedule qualified meetings and demos for Account Executives
• Maintain accurate prospect and opportunity records
• Track activities, conversations, notes, and next steps inside Salesforce, HubSpot, Zoho , or similar CRMs
• Follow up consistently with early-stage prospects
• Keep CRM data clean, organized, and current
• Ensure no qualified opportunity falls through the cracks

Performance & Optimization

• Track outreach activity and conversion performance
• Monitor:
• Calls
• Emails
• Response rates
• Discovery calls
• Qualified opportunities
• Pipeline contribution
• Identify messaging and outreach approaches that generate stronger results
• Participate in pipeline reviews and sales strategy discussions
• Collaborate with Account Executives to continuously improve lead quality

Must-Have Experience & Skills

• 2+ years of experience in BDR, SDR, inside sales, or a similar B2B sales role
• Proven track record of meeting or exceeding sales or pipeline targets
• Hands-on outbound prospecting experience
• Experience conducting discovery and qualification calls
• Strong cold email, LinkedIn outreach, and phone communication skills
• Experience with CRM platforms such as:
• Salesforce
• HubSpot
• Zoho CRM
• Familiarity with prospecting and sales engagement tools
• Strong consultative selling and discovery skills
• Excellent written and verbal English communication
• Highly organized and disciplined with follow-ups
• Comfortable working in a metrics-driven sales environment
• Ability to work remotely during U.S. business hours

Nice to Have

• Experience selling into U.S.-based companies
• Background in B2B SaaS, technology, or professional services
• Familiarity with SPIN, MEDDIC, or Challenger
• Experience with high-volume outbound prospecting
• Strong experience with LinkedIn Sales Navigator
• Experience using Apollo or ZoomInfo
• Previous experience working toward meeting or pipeline quotas

What Makes You a Strong Fit

• You’re confident initiating conversations with new prospects
• You can balance high outbound activity with thoughtful personalization
• You ask strong discovery questions instead of simply following a script
• You’re disciplined about follow-ups and CRM hygiene
• You’re comfortable being measured against clear KPIs
• You handle rejection and objections professionally
• You take ownership of your pipeline and results
• You can work independently without constant supervision

What a Typical Day Looks Like

You may start by responding to new inbound leads and conducting discovery calls, then move into researching prospects and launching outbound sequences across email and LinkedIn.

Throughout the day, you’ll make prospecting calls, follow up with existing leads, qualify opportunities, book meetings for Account Executives, and update the CRM with activity and next steps.

In short: you turn inbound interest and outbound prospecting into qualified sales opportunities and measurable pipeline.

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 engagement rates
• Pipeline contribution
• Consistent outreach activity
• Follow-up completion
• CRM accuracy and hygiene

Why This Role Stands Out

• Direct impact on pipeline and revenue growth
• Hands-on experience with modern B2B sales tools
• Clear targets and measurable performance
• Exposure to both inbound and outbound sales
• Fully remote environment
• Opportunity to grow into Senior BDR, Account Executive, or other sales leadership roles