Business Development Representative

Pantheon’s WebOps Platform powers more than 300,000 websites for organizations including Google, Princeton, Salesloft, and Doctors Without Borders. Our platform helps developers and marketers build, manage, and scale WordPress and Drupal websites faster.

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.

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.

• 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.

• SaaS, WebOps, digital experience, MarTech, cloud, or enterprise sales experience.
• Experience with Salesforce, LinkedIn Sales Navigator, ZoomInfo, Gong, Nooks, or similar tools.
• Experience with ABM, strategic prospecting, multi-threading, or enterprise sales.
• Experience using AI to improve research, writing, analysis, or workflow design.

We build durable skills, not just activity metrics. You’ll receive coaching, training, sales technology, and feedback on your research, messaging, conversations, and pipeline outcomes. Strong performance can create opportunities in Senior BDR, Account Executive, Account-Based Marketing, Revenue Operations, and other GTM roles. Progression is based on demonstrated capability, sustained performance, and business needs.