Business Development Representative

Summary

Pantheon provides a WebOps Platform that helps organizations build, manage, and scale WordPress and Drupal websites. The Business Development Representative will research strategic accounts, identify decision-makers and business challenges, conduct personalized multichannel outreach, and create qualified pipeline for the Account Executive team. The role also involves account planning, CRM management, collaboration with Marketing, and using AI responsibly to improve research and sales workflows.

Responsibilities

• 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
• 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

Skills

• * 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

Qualifications

Must Haves

• * 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

Nice to Haves

• * 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

Benefits

• Industry-competitive compensation and equity.
• Flexible time off, sick days, and 13 paid holidays.
• Comprehensive medical, dental, and vision coverage.
• Paid parental leave and family-planning benefits.
• In-office workspace where available.
• Wellness and reading allowance, plus LinkedIn Learning.
• Team and company-wide events.