What are the responsibilities and job description for the Business Development Representative position at Pendo.io?
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
Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.
You're a builder, not a maintainer.
You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Business Development Representatives don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.
You're AI-curious - genuinely.
You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.
Must-haves
Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's 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.
Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.
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: United States benefits include highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.
EEOC: We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.
Accessibility: Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
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 Account Executives are set up for success.
- Platform fluency: Build enough fluency in the Pendo platform to speak credibly with prospective customers. 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 will treat CRM accuracy as a core part of running a disciplined sales process.
Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.
You're a builder, not a maintainer.
You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Business Development Representatives don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.
You're AI-curious - genuinely.
You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.
Must-haves
- Internal motivation, resilience, and a genuine drive to succeed in a goal-driven environment. You hold yourself accountable and do not need external pressure to stay focused.
- 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.
- Ability to embrace feedback and iterate. Coachability is essential to success in this role.
- Exposure to or passion for SaaS technology and the AI era.
- 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.
Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's 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.
Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.
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: United States benefits include highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.
EEOC: We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.
Accessibility: Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
Salary : $50,100