Business Development Representative
About the Role
PandaDoc is seeking a Business Development Representative (BDR) to join its Mid-Market and Commercial sales team. This role involves working closely with Account Executives (AEs) to build the pipeline through outbound prospecting into 200+ FTE companies, while also converting inbound Marketing Qualified Leads (MQLs) when they arrive.
Responsibilities
- Build outbound pipeline through cold calling, email, and video prospecting into 200+ FTE ICP accounts
- Convert inbound MQLs with speed and precision
- Qualify prospects and hand off well-researched opportunities to your AE team
- Live in Salesforce, Gong Engage, Nooks, Chilipiper, ZoomInfo, LinkedIn Sales Navigator daily — clean data, no shortcuts
- Hit a monthly quota of qualified meetings
- Use AI tools (including Claude) to research accounts, personalize outreach, and work smarter — not as a shortcut, but as a real competitive edge
Requirements
- 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
Success 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?
Annual OTE
The annual OTE is up to $75,000 USD (base + bonus combined).
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.
Equal Opportunity Employer
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.
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 contact PandaDoc employees directly in an attempt to present candidates. Complying with this request will be a factor in determining future professional relationships with PandaDoc.
Applications Deadline
8/1/2026