Business Development Representative ANZ

The Team The Role

As a Business Development Representative at Pendo youll join a high-performing sales team focused on creating new high-quality pipeline across key sales territories. The team partners closely with Account Executives and the broader go-to-market organization to identify the right companies understand their business challenges and introduce them to the value of Pendos platform.

In this role youll research SaaS software and web application companies identify relevant buyer personas and build targeted outreach that creates qualified sales opportunities. Youll gain hands-on training in software sales while learning how to prospect effectively understand customer pain points communicate Pendos value and grow toward a future sales executive role.

This role is hybrid where you will work 3 days per week in our Sydney NSW office.

What this looks like day-to-day

• Pipeline generation: Generate new high-quality sales-qualified prospects for Account Executives. Youll focus on creating meaningful opportunities that support territory plans and contribute to pipeline goals.
• Account research: Research and target high-potential SaaS software and web application companies. Youll identify relevant buyer personas and understand how Pendo can support their business and product goals.
• Outbound prospecting: Build and execute cold calling email social selling and multi-channel outreach campaigns. Youll personalize outreach based on account research prospect priorities and market signals.
• Market prioritization: Use sales data and market insights to recognize trends and prioritize outreach. Youll focus your time on the accounts and personas most likely to benefit from Pendo.
• Account Executive partnership: Partner with Account Executives to plan territory strategy and support pipeline creation. Youll align on target accounts messaging outreach priorities and next steps for qualified opportunities.
• Platform value communication: Learn how to communicate and demonstrate the value of the Pendo platform to prospective customers. Youll build confidence in connecting customer pain points to Pendos capabilities.
• Salesforce management: Maintain accurate activity prospect and pipeline records in Salesforce. Youll ensure account and prospect data stays current so the team has clear visibility into outreach and pipeline progress.
• Performance accountability: Meet weekly and monthly performance goals including activity meeting and pipeline targets. Youll manage your priorities with urgency and stay accountable to measurable outcomes.
• Coaching and development: Participate in coaching feedback sessions role plays and team learning opportunities. Youll use feedback to improve your prospecting approach communication and sales fundamentals.

Who You Are

Beyond the qualifications we hire through a specific lens. These arent buzzwords; theyre the things well actually look for in how you talk about your work.

Youre a builder not a maintainer.
Youre most energized when there isnt a clear path yet and you get to define it. You dont wait for direction; you identify gaps shape solutions and drive them forward. At Pendo great Business Development Representatives dont just follow instructions; they operate as strategic advisors influencing decisions guiding stakeholders and elevating how we work.

Youre AI-curious - genuinely.
Youre not using AI tools occasionally. Youre rewiring how you work around them. Youre 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

• 1 years of sales lead generation business development customer-facing or relevant internship experience.
• Experience using a CRM or sales system such as Salesforce HubSpot Outreach ZoomInfo or a similar platform.
• Strong written and verbal communication skills with the ability to clearly engage prospects and internal stakeholders.
• Ability to research accounts identify relevant prospects and personalize outreach based on customer context.
• Motivation resilience and drive to succeed in a goal-driven sales environment.
• Strong sense of urgency and ability to manage multiple priorities while staying accountable to outcomes.
• Willingness to learn in a fast-paced sales environment and apply feedback quickly.
• Team-first mindset and strong collaboration skills especially when partnering with Account Executives and go-to-market teammates.
• Bachelors degree or equivalent work experience.
• Excitement to build expertise in SaaS sales strategy customer engagement and Pendos platform.

Nice-to-haves

• Familiarity with product analytics digital adoption customer experience or product management.
• Experience prospecting into software technology product or revenue teams.
• Experience building cold calling and email campaigns.
• Interest in developing into an Account Executive or broader sales role.
• Familiarity with tools such as Salesforce Outreach Salesloft ZoomInfo LinkedIn Sales Navigator or similar platforms.

About Pendo

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 societys 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 -office 3 days per week unless designated remote.

Compensation: Our salary ranges are based on paying competitively for our size and industry and are one part of many compensation benefits and other reward opportunities we provide.

Benefits: Flexible high-control benefits with a monthly health stipend strong parental leave equity and above-market retirement contributions.

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: All requests for accommodations are treated discreetly and confidentially as practical and permitted by law.

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