商务拓展代表
Business Development Representative
职位名称：商务拓展代表（BDR）
职位类型：全职，远程办公
工作时间：美国客户业务时间（与潜在客户时区和销售团队安排一致）
关于该职位
我们的客户正在寻找一名商务拓展代表（BDR），负责生成、筛选并培育高质量的销售机会。该职位负责对接 inbound 和 outbound 线索，进行发现性对话，与潜在客户建立关系，并将已筛选好的机会转交给客户经理。
理想的候选人是一位善于沟通的人，能够将坚持与专业精神相结合，并懂得如何在高频率接触与细致筛选之间取得平衡。你将在推动销售管道增长方面发挥关键作用，同时确保潜在客户获得积极且具有咨询性质的早期销售体验。
这是一个适合喜欢主动开拓客户、建立关系，并在快节奏的 B2B 销售环境中直接为收入增长做出贡献的人士的机会。
职责
线索筛选与发现
- 接触通过营销活动、网站表单、推荐和活动产生的 inbound 线索
- • 进行发现性电话，了解潜在客户需求、预算、时间表和决策流程
- • 使用 BANT、MEDDIC、SPICED 或 SPIN 等框架筛选机会
- • 识别痛点和业务挑战，判断销售准备情况
- • 在 CRM 中维护详细的筛选记录和机会更新
主动开拓与销售管道生成
- 使用 LinkedIn Sales Navigator、Apollo、ZoomInfo 或类似工具识别和研究目标客户
- • 通过邮件、电话、LinkedIn 和多渠道接触执行主动开拓活动
- • 根据公司洞察、ICP 匹配和潜在客户痛点定制信息
- • 建立并维护为客户经理准备的合格销售机会管道
销售管道培育与关系建立
- 通过跟进活动与早期阶段或尚未准备好的潜在客户保持联系
- • 分享相关资源、案例研究和以价值为导向的信息以培养关系
- • 重新激活冷线索，并将有潜力的机会重新引入到销售对话中
- • 与潜在客户建立信任，同时保持咨询式的销售方法
销售协作与交接
- 为客户经理安排演示、会议和发现性会话
- • 准备详细的交接材料
查看英文原文
Job Title: Business Development Representative (BDR)
Position Type: Full-Time, Remote
Working Hours: U.S. client business hours (aligned with prospect time zones and sales team schedules)
About the Role
Our client is seeking a Business Development Representative (BDR) to generate, qualify, and nurture high-quality sales opportunities. This role is responsible for engaging inbound and outbound leads, conducting discovery conversations, building relationships with prospects, and passing well-qualified opportunities to Account Executives.
The ideal candidate is a strong communicator who combines persistence with professionalism and understands how to balance high-volume outreach with thoughtful qualification. You will play a critical role in driving pipeline growth while ensuring prospects receive a positive and consultative early sales experience.
This is an ideal opportunity for someone who enjoys outbound prospecting, relationship building, and contributing directly to revenue growth in a fast-paced B2B sales environment.
Responsibilities
Lead Qualification & Discovery
- Engage inbound leads generated through marketing campaigns, website forms, referrals, and events
- • Conduct discovery calls to understand prospect needs, budget, timeline, and decision-making process
- • Qualify opportunities using frameworks such as BANT, MEDDIC, SPICED, or SPIN
- • Identify pain points and business challenges to determine sales readiness
- • Maintain detailed qualification notes and opportunity updates within the CRM
Outbound Prospecting & Pipeline Generation
- Identify and research target accounts using LinkedIn Sales Navigator, Apollo, ZoomInfo, or similar tools
- • Execute outbound prospecting campaigns through email, phone, LinkedIn, and multi-channel outreach
- • Personalize messaging based on company insights, ICP alignment, and prospect pain points
- • Build and maintain a consistent pipeline of qualified opportunities for Account Executives
Pipeline Nurturing & Relationship Building
- Maintain communication with early-stage or not-yet-ready prospects through follow-up campaigns
- • Share relevant resources, case studies, and value-driven messaging to nurture relationships
- • Re-engage cold leads and route warm opportunities back into active sales conversations
- • Build trust with prospects while maintaining a consultative sales approach
Sales Collaboration & Handoff
- Schedule demos, meetings, and discovery sessions for Account Executives
- • Prepare detailed handoff notes, qualification summaries, and context for sales teams
- • Participate in pipeline review meetings with sales leadership and AEs
- • Collaborate with sales and marketing teams to improve targeting, messaging, and conversion performance
CRM & Reporting
- Maintain accurate records within Salesforce, HubSpot, Zoho, or similar CRM platforms
- • Track lead stages, outreach activity, conversion metrics, and opportunity outcomes
- • Ensure CRM hygiene and complete documentation across all opportunities
- • Report weekly on outreach activity, pipeline generation, and qualification performance
Feedback & Continuous Improvement
- Share prospect feedback and objections with marketing and leadership teams
- • Continuously optimize outreach messaging and qualification approaches
- • Stay current on industry trends, prospect pain points, and competitor positioning
What Makes You a Perfect Fit
- Strong communicator who asks thoughtful questions and actively listens
- • Consultative and relationship-focused rather than transactional
- • Organized, metrics-driven, and highly disciplined with follow-through
- • Comfortable with high-volume outreach while maintaining personalization and quality
- • Resilient, coachable, and motivated by targets and pipeline growth
- • Confident operating independently in a remote sales environment
Required Experience & Skills
- 2+ years of experience in BDR, SDR, inside sales, or outbound prospecting roles
- • Experience qualifying leads through structured discovery conversations
- • Proficiency with CRM systems such as Salesforce, HubSpot, or Zoho
- • Experience using sales engagement and prospecting tools such as Outreach, SalesLoft, Apollo, or LinkedIn Sales Navigator
- • Strong written and verbal English communication skills
- • Ability to manage multiple conversations and follow-up sequences simultaneously
Ideal Experience & Skills
- 3–5 years of BDR or outbound sales experience with quota attainment history
- • Experience selling into B2B SaaS, technology, professional services, or high-ticket industries
- • Familiarity with sales methodologies such as MEDDIC, Challenger, SPIN, or Sandler
- • Experience supporting mid-market or enterprise sales cycles
- • Background in multi-channel outbound campaigns and account-based outreach strategies
What Does a Typical Day Look Like?
A Business Development Representative’s day revolves around creating and qualifying new pipeline opportunities. You will:
- Respond to inbound leads and conduct discovery conversations
- • Build prospect lists and execute outbound outreach campaigns
- • Personalize emails, LinkedIn messages, and call strategies for target accounts
- • Conduct qualification calls and identify sales-ready opportunities
- • Maintain detailed CRM records and update pipeline stages
- • Collaborate with Account Executives on handoffs and sales strategy
- • Review activity metrics and optimize outreach performance daily
In essence: you ensure the sales team consistently receives high-quality, well-qualified opportunities backed by thoughtful discovery and professional prospect engagement.
Key Metrics for Success (KPIs)
- Daily and weekly outreach activity levels (calls, emails, LinkedIn touches)
• Discovery calls completed per week
- Qualified opportunities generated and passed to Account Executives
- • Conversion rate from lead → discovery → qualified opportunity
- • Pipeline contribution and sourced revenue opportunities
- • CRM accuracy and completeness of documentation
- • Response rates and outbound engagement performance
Interview Process
- Initial Phone Screen
• Video Interview with Pavago Recruiter
- Practical Assessment (Mock Discovery Call or Qualification Exercise)
- • Client Interview
• Offer & Background Verification
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Originally posted on Himalayas