Business Development Representative

The Team + The Role

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.

What this looks like day-to-day

• 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. You will help ensure handoffs are clean and Accou