Business Development Representative

PandaDoc is looking for an experienced BDR to join their Mid-Market and Commercial sales team. The role involves driving the pipeline through outbound prospecting and converting inbound MQLs while utilizing modern AI tools to enhance productivity.

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, personalization, and prospecting
• Familiarity with Claude or similar AI tools