Business Development Representative

About the Role

PandaDoc is looking for an experienced BDR to join our Mid-Market and Commercial sales team. You'll work alongside a team of AEs, driving the pipeline primarily through outbound prospecting into 200+ FTE companies, while also converting inbound MQLs when they come in. We expect you to bring your process with you — a proven outbound motion, sharp research habits, and comfort with modern AI tools as part of your daily workflow.

What You'll Do

• 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

What We're Looking For

• 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 is a strong plus

What Success Looks Like in 90 Days

• Fully ramped on PandaDoc product, ICP, and objection handling
• Consistently hitting weekly activity metrics and monthly meeting quota
• First sourced opportunities progressing through the pipeline
• A trusted, contributing member of the AE team — not just a meeting-setter

Compensation & Growth

• Competitive base salary + uncapped commission
• Clear BDR → AE promotion track — we promote from within and track it actively
• Full access to a modern, best-in-class sales stack: Salesforce, Gong Engage, Nooks, Chilipiper, ZoomInfo, LinkedIn Sales Navigator, and Claude

To Apply

• Submit your CV and one paragraph on your outbound approach — what's your process for breaking into a cold account?