Business Development Representative

Business Development Representative (BDR) – B2B SaaS, Outbound Sales & Lead Generation

Position Type: Full-Time, Remote
Location: Colombia, Mexico, Brazil
Working Hours: U.S. Business Hours

About the Role

At Pavago, one of our clients is hiring a Business Development Representative (BDR) to generate qualified opportunities and build a consistent B2B sales pipeline.

This is a quota-carrying, execution-focused sales role for someone who is comfortable prospecting every day, speaking with decision-makers, qualifying inbound opportunities, and turning cold outreach into booked meetings.

You’ll own both inbound lead qualification and outbound prospecting, using modern sales tools and multi-channel outreach across phone, email, and LinkedIn.

Your primary objective is simple: create qualified pipeline that turns into revenue.

If you have experience as an SDR or BDR, are confident cold calling U.S.-based prospects, and enjoy working toward measurable targets, this role is a strong fit.

What You’ll Own

Outbound Prospecting & Lead Generation

Build and execute targeted outbound campaigns using:

• LinkedIn Sales Navigator
• Apollo
• ZoomInfo
• Email
• Cold calling
• LinkedIn outreach

You’ll:

• Research target accounts and decision-makers.
• Build high-quality prospect lists.
• Execute personalized multi-channel outreach sequences.
• Cold call prospective customers.
• Write compelling cold emails and LinkedIn messages.
• Test messaging, sequences, and outreach strategies.
• Follow up consistently with prospects.
• Generate qualified meetings for Account Executives.

Inbound Lead Qualification

Respond quickly to inbound leads generated through:

• Marketing campaigns
• Website inquiries
• Events
• Other demand-generation channels

Conduct discovery and qualification conversations to understand:

• Business needs
• Pain points
• Budget
• Decision-making authority
• Buying process
• Timeline

Determine whether opportunities meet qualification criteria and move qualified prospects into the sales pipeline.

Discovery Calls & Meeting Booking

Conduct professional conversations with B2B prospects and decision-makers.

You’ll:

• Ask effective discovery questions.
• Identify business challenges and buying intent.
• Understand prospect needs before positioning next steps.
• Handle common objections confidently.
• Qualify opportunities accurately.
• Schedule qualified meetings and demos for Account Executives.
• Provide clear handoff notes so AEs enter meetings with the right context.

CRM & Pipeline Management

Maintain accurate sales records using platforms such as:

• Salesforce
• HubSpot
• Zoho CRM

Track:

• Prospect activity
• Calls
• Emails
• Qualification notes
• Follow-ups
• Opportunity stages
• Meetings booked

Maintain strong CRM hygiene so the sales team has reliable visibility into pipeline activity and next steps.

Lead Nurturing & Follow-Up

Not every prospect will be ready to buy immediately.

You’ll:

• Nurture early-stage opportunities.
• Maintain structured follow-up cadences.
• Re-engage prospects at the right time.
• Track next steps and buying signals.
• Ensure qualified prospects don’t disappear because of missed follow-ups.

Sales Collaboration & Optimization

Work closely with Account Executives and sales leadership on:

• Pipeline reviews
• Target account strategy
• Qualification criteria
• Prospect feedback
• Objection patterns
• Outreach messaging

Share insights from prospect conversations to help improve targeting and sales execution.

Continuously evaluate:

• Reply rates
• Connect rates
• Meetings booked
• Qualification rates
• Lead-to-opportunity conversion
• Pipeline generated

Use performance data to improve your outreach approach.

Required Experience & Skills

Must-Have

• 2+ years of experience as a BDR, SDR, Inside Sales Representative, or similar B2B sales professional.
• Proven track record of:
• Meeting or exceeding quota
• Booking qualified meetings
• Generating sales pipeline
• Hands-on outbound prospecting experience.
• Confidence with:
• Cold calling
• Cold email
• LinkedIn prospecting
• Experience with prospecting tools such as:
• Apollo
• ZoomInfo
• LinkedIn Sales Navigator
• Experience using CRM platforms such as:
• Salesforce
• HubSpot
• Zoho CRM
• Strong discovery and lead qualification skills.
• Excellent spoken and written English.
• Comfortable communicating with U.S.-based prospects and decision-makers.
• Highly organized with strong follow-through.
• Metrics-driven and comfortable working toward activity and pipeline targets.
• Resilient and comfortable handling rejection.
• Ability to work remotely during U.S. business hours.
• Based in Colombia, Mexico, or Brazil.

Nice-to-Have Experience

• B2B SaaS sales experience.
• Technology or professional services sales experience.
• Experience running structured outbound campaigns.
• Familiarity with sales methodologies such as:
• SPIN
• MEDDIC
• Challenger
• Experience working with Account Executives in a structured SDR/BDR organization.
• Experience selling into U.S. businesses.
• Experience prospecting senior decision-makers.
• Familiarity with sales engagement and sequencing tools.

What Makes You a Strong Fit

You:

• Are comfortable picking up the phone and starting conversations.
• Know how to personalize outreach without sacrificing volume.
• Understand the difference between booking meetings and booking qualified meetings.
• Ask thoughtful discovery questions rather than immediately pitching.
• Follow up consistently without needing reminders.
• Stay motivated despite rejection.
• Think in terms of pipeline and revenue, not activity alone.
• Keep your CRM clean and accurate.
• Take ownership of your numbers.
• Constantly test ways to improve your conversion rates.

What a Typical Day Looks Like

Your day may include:

• Reviewing new inbound leads and responding quickly.
• Researching target accounts and decision-makers.
• Building prospect lists using Apollo, ZoomInfo, and LinkedIn Sales Navigator.
• Making outbound cold calls.
• Sending personalized cold emails and LinkedIn messages.
• Running discovery and qualification calls.
• Following up with warm and previously contacted prospects.
• Booking qualified meetings for Account Executives.
• Updating CRM records and next steps.
• Reviewing sequence performance and response rates.
• Participating in pipeline reviews with the sales team.
• Testing new messaging or prospecting approaches.

In short: you create qualified sales