Pendo The Business Development Representative at Pendo generates high-quality sales-qualified meetings and supports pipeline creation for Account Executives. This role involves multi-channel outbound campaigns and maintaining CRM hygiene.
Responsibilities
Generate new, high-quality sales-qualified meetings for Account Executives
Research and target strong-fit companies and the right personas within them
Create and run outbound campaigns across cold calling, email, social selling, marketing follow-up, and other channels
Work directly with Account Executives to align on target accounts and pipeline generation strategies
Build fluency in the Pendo platform to speak credibly with prospective customers
Log activity accurately in Salesforce and use data to track performance
Qualification
Beyond the qualificationsYou re a builderYou re AI-curious - genuinelyYou re not using AI tools occasionallyInternal motivationActive AI fluencyA strong sense of urgencyAbility to embrace feedback and iterateFamiliarity with MEDDPICCPendo Core ValuesLocation
Required
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 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.
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.
Preferred
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.
