Business Development Representative

PandaDoc is looking for an experienced Business Development Representative to join their Mid-Market and Commercial sales team. The role involves building an outbound pipeline through various prospecting methods and converting inbound leads, all while utilizing modern sales tools and AI for efficiency.

Responsibilities:

• Build outbound pipeline through cold calling, email, and video prospecting into 200+ FTE ICP accounts — this is the core of the role
• Convert inbound MQLs with speed and precision as a secondary motion
• Qualify prospects and hand off well-researched opportunities to your AE team
• Live in Salesforce, Gong Engage, Nooks, Chilipiper, ZoomInfo, and LinkedIn Sales Navigator daily — clean data, no shortcuts
• Hit a monthly quota of qualified meetings
• Use AI tools (including Claude) to research accounts, personalise outreach, and work smarter — not as a shortcut, but as a real competitive edge

Requirements:

• 1–2 years of BDR/SDR experience at a B2B SaaS company
• Outbound-first mindset — you're comfortable building pipeline from scratch, not just working warm leads
• Experience prospecting into mid-market or commercial accounts (200+ FTEs)
• Confident on the phone — cold calling is a core part of the daily rhythm here
• Proven track record of hitting monthly targets
• Strong written and verbal communication — you write emails that get replies
• Hands-on with Salesforce CRM and modern sales engagement tools
• Actively uses AI tools for research, personalisation, and prospecting
• Familiarity with Claude or similar AI tools