Business Development Representative, Pantheon

• 12+ months of experience in sales development, business development, outbound prospecting, or a related sales role
• A track record of holding your role, managing goals, and improving performance
• Strong account research, writing, phone, and social-selling skills
• Curiosity about technology and how digital teams work
• An analytical, coachable, resourceful approach
• Strong organization across multiple accounts and stakeholders
• Comfort using AI and sales technology thoughtfully and responsibly
• A collaborative mindset and genuine interest in building a long-term GTM career

Desirable

• Our BDRs create the first meaningful connection between Pantheon and future customers
• You’ll research priority accounts, find the right people, understand their business challenges, and create qualified pipeline for our Account Executive team
• This is not a generic, high-volume outreach role
• It’s a research-led, account-based role for someone who can turn insight into relevant conversations
• You’ll use phone, email, social selling, referrals, and events to reach decision-makers and build relationships across strategic accounts
• Own a portfolio of target accounts and prioritize where to focus
• Research companies, technologies, organizational changes, business priorities, and buying signals
• Map stakeholders and multi-thread conversations across strategic accounts
• Write and deliver concise, personalized outreach across multiple channels
• Cold call prospects and lead initial qualification and discovery conversations
• Understand priorities, pain points, urgency, stakeholders, and fit
• Partner with Account Executives on account plans, qualification, handoffs, and next steps
• Collaborate with Marketing on campaigns, messaging, content, and account insights
• Keep Salesforce and account intelligence accurate and actionable
• Test, learn, and improve your approach based on conversion and pipeline data
• AI is part of our modern BDR workflow. You’ll use approved tools to:
• Summarize account research and surface relevant signals
• Prioritize accounts and contacts
• Create first-pass account briefs, messaging angles, and call preparation
• Analyze engagement, conversion, and pipeline progression
• Improve team playbooks and repeatable workflows
• AI supports your judgment—it does not replace it. You’ll verify facts, edit every message, protect confidential information, follow Pantheon policies, and never send unreviewed AI-generated outreach
• How We Measure Success:
• Activity matters, but quality matters more. We look at:
• Qualified pipeline sourced and accepted by Sales
• Conversion from outreach to meaningful conversations and opportunities
• Account engagement and multi-threading
• Opportunity quality and progression after handoff
• Research quality, messaging relevance, CRM hygiene, and follow-through
• Consistent achievement of agreed goals