Pipefy is looking for a Business Development Representative to support our team. This is an incredible opportunity to prospect the market through outbound strategies. In your day-to-day, you will be responsible for prospecting new contacts and working directly with one of our talented Account Executives to reach ideal prospects and customers. You will help develop world-class cadences, understand prospect needs through discovery, present light demonstrations, and qualify leads for conversations with AEs.
This role will officially report to the marketing team and will work strategically alongside the rest of the Go-To-Market team to share best practices, develop campaign experiments, and, above all, generate revenue. Our team operates in a unified way, which requires clear and effective communication about what works and what does not. This role will be essential in these discussions, helping us continuously refine our marketing messaging to attract ideal prospects.
We are looking for candidates who have the creative ability to solve problems and constantly find new ways to generate pipeline and revenue. If this sounds like you, we encourage you to apply.
Responsibilities
- Execute prospecting campaigns through calls, emails, LinkedIn, WhatsApp, and other channels. Being comfortable with cold outreach is essential.
- Build and operate semi-automated cadences using generative AI (e.g., message personalization at scale via Clay + Claude, or similar tools), maintaining a high level of relevance for each persona.
- Work from lead lists generated through segmented campaigns, personalizing outreach based on business context, digital maturity, and the challenges faced by prospects.
- Develop ICP hypotheses and test them based on response and conversion data from the cadences themselves.
- Consult prospects based on knowledge of the Pipefy platform and its use cases, delivering real value to leads and, through this, generating qualified meetings for the sales team.
- Work in an integrated way with marketing, sales, and technical teams, contributing market insights and learnings from prospecting while ensuring the entire team continues to grow.
- Solve problems proactively, collaborating with stakeholders and leveraging the available technology stack.
- Record and track activities, cadences, and results in the CRM (HubSpot).
- Actively contribute to improving segmentation and outreach strategy, supporting ICP qualification by cross-referencing intent signals with real conversion results.
- Analyze funnel metrics independently (such as open rates, reply rates, conversion to SQL, and Open Opp) and propose strategic changes based on data.
- Work on ICP qualification using intent data.
- Adopt a testing mindset: treat prospecting cadences as a product by structuring hypotheses, measuring results by segment and channel, rapidly iterating on learnings (feedback looping), and documenting them. The goal is to understand the reason behind each metric, not just achieve the result.
- Be creative and have an innovative mindset. We are looking for candidates who go beyond the standard and push the team to the next level.
Requirements
- Experience as an outbound Business Development Representative in a B2B SaaS company.
- Ability to execute with autonomy, sound judgment, and consistency in managing your activities and goals.
- Experience tracking and measuring performance using metrics such as SAL-to-SQL conversion rates, pipeline generation, and revenue contribution, with the ability to structure and track your own success through data.
- Advanced writing skills, especially for communication directed at prospects, with the ability to craft clear, relevant, and personalized messages.
- Experience building outbound strategies, including defining priority segments, prospecting motions, outreach approaches, and account prioritization.
- Experience or familiarity with Account-Based Marketing (ABM) as a prospecting and opportunity generation strategy.
- Knowledge and use of tools such as Salesforce, HubSpot, Sales Navigator, and generative AI tools applied to prospecting (e.g., Gemini, ChatGPT, Clay), including their use for data enrichment, research support, outreach personalization, and building semi-automated cadences.
- Ability to use data and technological tools, including AI, to identify patterns, generate insights, and optimize prospecting and opportunity conversion.
- Strong customer focus, understanding that this role often represents the first interaction prospects have with Pipefy, making it essential to create value in conversations and deeply understand their needs.
- A track record of proactively adopting new tools, with examples of impact on performance, including the strategic use of Artificial Intelligence to improve efficiency and scale commercial results.
Nice to Have
- Experience building outbound strategies, including defining prospecting motions, account segmentation, and outreach approaches.
- Ability to operate with autonomy, sound judgment, and consistency in managing activities and goals.
- Knowledge and use of prospecting and sales tools such as Apollo, Lusha, and WhatsApp for opportunity generation and qualification.
- Experience with verticalized tools such as CRMs and specialized platforms, especially in industries such as financial services and insurance.
