Business Development Representative

Raleigh, United StatesHybrid

Requirements

Pendo's Business Development team fuels our go-to-market motion.
You will learn MEDDPICC and Command of the Message, sharpen your prospecting instincts, and contribute to pipeline that converts.
You will learn how to communicate why the product matters and the value customers gain from it.
CRM hygiene: Log activity accurately in Salesforce and use data to track your performance against weekly, monthly, and quarterly goals.
You're AI-curious - genuinely.
You're not using AI tools occasionally.
We want someone who sees AI as a multiplier, not a shortcut. Must-haves
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. You move quickly, respond thoughtfully, and treat pipeline generation like it matters.
Exposure to or passion for SaaS technology and the AI era. Nice-to-haves
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. About Pendo
experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech.
Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.

Compensation: The expected OTE for this role to be performed in North Carolina is $83,500 on a 60/40 base-to-variable split with base salary at $50,100.
benefits include highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.

If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io.

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.
Pipeline generation: Generate new, high-quality sales-qualified meetings for Account Executives. Your goal is pipeline that converts, not activity for its own sake.
Strategic outbound: Research and target strong-fit companies and the right personas within them.
You will use available sales data to recognize trends, inform outreach decisions, and operate with ownership.
Multi-channel campaigns: Create and run outbound campaigns across cold calling, email, social selling, marketing follow-up, and other channels.
You will engage prospects where they are and tailor outreach to drive meaningful conversations.
AE partnership: Work directly with Account Executives to align on target accounts, pipeline generation strategies, and follow-up priorities.