Business Development Representative at Pavago

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.
• 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.