Business Development Representative

Pavago; United States; Remote; USD 50,000 - 75,000; Full time

Job summary

Pavago is seeking a results-driven Business Development Representative (BDR) for outbound sales and lead generation. You will identify target accounts, reach decision-makers, and qualify opportunities to create pipeline for Account Executives.

Responsibilities include multi-channel outreach, discovery calls, qualification frameworks, and seamless CRM updates. Remote role with U.S. business hours and measurable quota attainment.

Qualifications

• 2+ years of experience in Business Development, Sales Development, Inside Sales, or Outbound Prospecting.
• Proven experience with cold calling and outbound lead generation.
• Experience conducting discovery and qualification calls.
• Strong written and verbal English communication skills.
• Hands-on CRM experience with Salesforce, HubSpot, Zoho, or similar.
• Experience with prospecting tools such as LinkedIn Sales Navigator, Apollo, Outreach, Salesloft, or ZoomInfo.
• Strong follow-up and pipeline management skills.
• Ability to work independently during U.S. business hours.

Responsibilities

• Research and identify target accounts and decision-makers.
• Execute multi-channel outbound outreach (cold calls, email, LinkedIn, social).
• Qualify inbound/outbound leads and conduct discovery calls.
• Schedule qualified meetings for Account Executives and prep notes.
• Maintain CRM hygiene and track pipeline activity.
• Collaborate with sales and marketing to improve targeting and messaging.
• Manage follow-ups and handoffs to ensure momentum.

Skills

Cold calling

Outbound prospecting

Discovery calls

Lead qualification

English communication

CRM experience

Multi-channel outreach

Pipeline management

Independent work

Tools

Salesforce

HubSpot

Zoho CRM

LinkedIn Sales Navigator

Apollo

Outreach

Salesloft

ZoomInfo

Job description

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

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

About the Role

We're hiring a results-driven Business Development Representative (BDR) to generate qualified sales opportunities through outbound prospecting, lead qualification, discovery calls, and pipeline development.

You'll be responsible for identifying potential customers, reaching decision-makers, understanding their business needs, and converting conversations into qualified meetings for Account Executives.

This is an ideal opportunity for someone who enjoys B2B sales, cold calling, outbound outreach, relationship building, and creating pipeline in a fast-paced, performance-driven environment.

What You'll Own

Outbound Prospecting & Lead Generation

• Research and identify target accounts and decision-makers
• Build prospect lists using tools such as:
• LinkedIn Sales Navigator
• Apollo
• ZoomInfo
• Similar prospecting platforms
• Execute multi-channel outreach through:
• Cold calls
• Email
• LinkedIn
• Social outreach
• Personalize messaging based on industry, ICP, role, and business challenges
• Maintain consistent prospecting activity and generate new pipeline

Lead Qualification & Discovery

• Respond to and qualify inbound leads from marketing, referrals, events, and website inquiries
• Conduct discovery and qualification calls
• Understand prospect:
• Business needs
• Pain points
• Budget
• Timeline
• Buying process
• Decision-makers
• Use qualification frameworks such as BANT, MEDDIC, SPICED, or SPIN
• Determine sales readiness and identify high-potential opportunities

Meeting Setting & Sales Handoff

• Schedule qualified meetings and demos for Account Executives
• Prepare detailed qualification and discovery notes
• Ensure Account Executives have the context needed for productive sales conversations
• Coordinate follow-ups and next steps
• Maintain a smooth prospect experience throughout the handoff

Pipeline Nurturing

• Follow up consistently with early-stage prospects
• Re-engage inactive or previously interested leads
• Build relationships through consultative communication
• Share relevant resources, case studies, and information
• Maintain organized follow-up sequences so opportunities don’t fall through the cracks

CRM & Pipeline Management

• Maintain accurate CRM records using platforms such as:
• Salesforce
• HubSpot
• Zoho CRM
• Track calls, emails, meetings, notes, and follow-up activity
• Update lead stages and opportunity status
• Maintain strong CRM hygiene and documentation
• Track pipeline generation and conversion metrics

Sales & Marketing Collaboration

• Work closely with Account Executives and sales leadership
• Share prospect feedback, objections, and market insights
• Collaborate with marketing to improve targeting and messaging
• Participate in pipeline reviews and sales strategy discussions
• Test and improve outreach messaging based on performance

What Makes You a Strong Fit

• You’re confident picking up the phone and starting conversations
• You enjoy outbound prospecting and building pipeline
• You can qualify prospects without making conversations feel scripted
• You’re persuasive, consultative, and a strong listener
• You stay organized across large numbers of prospects and follow-ups
• You’re resilient and comfortable working toward measurable targets
• You take feedback well and continuously improve your approach

Required Experience & Skills

• 2+ years of experience in:
• Business Development
• Sales Development
• Inside Sales
• Outbound Prospecting
• Proven experience with cold calling and outbound lead generation
• Experience conducting discovery and qualification calls
• Strong written and verbal English communication skills
• Hands-on CRM experience with Salesforce, HubSpot, Zoho, or similar
• Experience with prospecting or sales engagement tools such as:
• LinkedIn Sales Navigator
• Apollo
• Outreach
• Salesloft
• ZoomInfo
• Strong follow-up and pipeline management skills
• Ability to work independently during U.S. business hours

Nice to Have

• 3-5 years of BDR/SDR experience with demonstrated quota attainment
• Experience selling:
• B2B SaaS
• Technology solutions
• Professional services
• High-ticket products or services
• Experience supporting mid-market or enterprise sales
• Familiarity with:
• MEDDIC
• SPIN Selling
• Challenger Sale
• Sandler
• Account-based prospecting experience
• Experience running multi-channel outbound sequences

What a Typical Day Looks Like

You may start by reviewing your pipeline and prioritizing follow-ups before building a new list of target accounts and decision-makers.

Throughout the day, you'll make outbound calls, send personalized emails and LinkedIn messages, respond to inbound leads, conduct discovery conversations, and schedule qualified meetings for Account Executives.

You'll document activity in the CRM, coordinate handoffs, review outreach performance, and refine your messaging based on what's generating conversations.

In short: you create new sales opportunities by finding the right prospects, starting meaningful conversations, qualifying their needs, and moving strong opportunities into the sales pipeline.

Key Metrics for Success

• Qualified opportunities generated
• Meetings and discovery calls booked
• Outbound calls, emails, and LinkedIn activity
• Lead-to-opportunity conversion rate
• Pipeline value generated
• Outbound response and engagement rates
• Meeting show rate
• CRM accuracy and follow-up consistency
• Achievement of monthly and quarterly targets

Why This Role Stands Out

• Direct impact on pipeline and company revenue
• Hands-on experience with modern B2B prospecting tools
• Work closely with Account Executives and sales leadership
• Develop advanced discovery, qualification, and outbound sales skills
• Fully remote environment aligned with U.S. business hours
• Clear career progression into:
• Senior BDR / SDR
• Account Executive
• Business Development Manager
• Sales Leadership

Interview Process

1. Initial Application Review
2. Intro Video via Spark Hire
3. Practical Assessment – Mock Discovery Call / Qualification Exercise
4. Client Interview
5. Offer & Onboarding

What Happens After You Apply

Right after you apply, you'll receive an email invitation from Spark Hire to record your Intro Video. It's a short, self-recorded video completed on your own time and is the final step needed to complete your application.

Instead of repeating your background across multiple screening calls, you get to introduce yourself once and show hiring teams how you communicate before the first interview. If there's a strong fit, your first live conversation can focus on the opportunity rather than starting from scratch.

Don't overthink it.

Please keep an eye on both your inbox and spam folder for the Spark Hire invitation.