Business Development Representative

Pendo's Business Development team fuels our go-to-market motion. The team is often the first point of contact for companies that may become Pendo's next customers, and it plays a critical role in building qualified pipeline. This team moves fast, thinks strategically, and serves as both a pipeline engine and a talent funnel for Pendo. As a Business Development Representative, you will build real sales skills, learn a category-defining product, and work directly with Account Executives to drive revenue. You will research and engage companies across the SaaS and web application space through outbound campaigns across phone, email, social, and marketing events. You will learn MEDDPICC and Command of the Message, sharpen your prospecting instincts, and contribute to pipeline that converts. This role is based in our Raleigh office.

Responsibilities

Pipeline generation: Generate new, high-quality sales-qualified meetings for Account Executives; Strategic outbound: Research and target strong-fit companies and the right personas within them; Multi-channel campaigns: Create and run outbound campaigns across cold calling, email, social selling, marketing follow-up, and other channels; AE partnership: Work directly with Account Executives to align on target accounts, pipeline generation strategies, and follow-up priorities; Platform fluency: Build enough fluency in the Pendo platform to speak credibly with prospective customers; CRM hygiene: Log activity accurately in Salesforce and use data to track your performance against weekly, monthly, and quarterly goals

Requirements

Internal motivation, resilience, and a genuine drive to succeed in a goal-driven environment; Active AI fluency, including day-to-day use of AI tools and genuine curiosity about where else they can improve your workflow; A strong sense of urgency; Ability to embrace feedback and iterate; Exposure to or passion for SaaS technology and the AI era

Nice to have

Proven success in a quota-driven environment; Experience with CRM or sales technology tools such as Salesforce, Nooks, Outreach, LinkedIn Sales Navigator, ZoomInfo, or similar platforms; Bachelor's degree or equivalent work experience; Familiarity with MEDDPICC, Command of the Message, SPIN Selling, or another structured sales methodology

Benefits

Highly competitive, employer-heavy coverage including $0 premium options; Strong 401(k) match; Equity; Flexible time off