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 opportunities by combining disciplined prospecting, strong communication, effective qualification, and persistent follow-up.

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 connection rates

• Daily and weekly prospecting activity

• Pipeline generated

• Meeting quality and AE acceptance rate

• Consistency of prospect follow-up

• 100% CRM data accuracy

Spark Hire Intro Video

As part of the application process, you’ll be asked to complete a short Spark Hire intro video.

We’d like to hear about:

• Your experience as an SDR, BDR, or inside sales professional.

• The types of B2B products or services you have sold.

• Your experience selling into the U.S. market.

• Your experience with cold calling, cold email, and LinkedIn prospecting.

• How many outbound calls or touches you typically complete in a day or week.

• Your average number of qualified meetings booked per month.

• Your previous quota and how consistently you achieved it.

• A specific example of an outbound opportunity you generated that ultimately contributed to revenue.

• How you research and personalize outreach to a new prospect.

• How you handle a prospect who says, “I’m not interested.”