Business Development Representative

Business Development Representative — Mid-Market & Commercial PandaDoc 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? The annual OTE is up to $75,000 USD (base + bonus combined). The annual sales commission is uncapped in accordance with the relevant plan documents. Company Overview: PandaDoc empowers more than 65,000 growing organizations to thrive by taking the work out of document workflow. PandaDoc provides an all-in-one document workflow automation platform that helps fast scaling teams accelerate the ability to create, manage, and sign digital documents including proposals, quotes, contracts, and more. For more information, please visit https://www.pandadoc.com . Company Culture: We're known for our work-life balance, kind co-workers, & creative virtual team-bonding events. And although our Pandas are located across the globe, we stay connected with the help of technology and ensure that everyone on our team feels, well, like a team. Pandas work best when they're happy. We retain our talent by upholding our values of integrity & transparency, and selling a product that changes the lives of our customers. Check out our LinkedIn to learn more. PandaDoc is an Equal Opportunity Employer. We are committed to equal treatment of all employees without regard to race, national origin, religion, gender, age, sexual orientation, veteran status, physical or mental disability or other basis protected by law. EXTERNAL RECRUITERS Approval Requirement The use of external recruiters/staffing agencies requires prior approval from our HR Team. The HR Team at PandaDoc requests that external recruiters/staffing agencies not to