The Team + The Role
Pendo's Business Development team is the engine that fuels our go-to-market motion. The team is often the first point of contact for companies that will become Pendo's next great customers. We move fast, think strategically, and take pride in being both a pipeline engine and a talent funnel for Pendo.
The LATAM BDR role is a launching pad for building strong sales fundamentals in a high-growth SaaS environment. You will develop pipeline across Latin America by partnering closely with Account Executives, researching target accounts, and engaging prospects across phone, email, social, and marketing events. You will use English, Spanish, and Portuguese-market context to build outreach that resonates across the region.
This role is based in our Raleigh office.
What this looks like day-to-day
- Pipeline generation: Generate new, high-quality sales-qualified meetings for Account Executives across LATAM markets. Your work creates pipeline that converts, not activity for its own sake.
- Strategic outbound: Research target companies and the right personas within Spanish- and Portuguese-speaking markets. Use available sales data to identify regional trends, guide outreach decisions, and operate with ownership.
- Multilingual campaigns: Create and run outbound campaigns across cold calling, marketing, email, social selling, and other channels. Execute outreach in English, Spanish, and Portuguese where needed, adapting tone and messaging for each market rather than translating word-for-word.
- Content localization: Translate and localize outreach sequences, sales collateral, and prospecting materials from English into Spanish and/or Portuguese. Ensure messaging resonates culturally as well as linguistically.
- AE partnership: Work directly with Account Executives to align on target accounts, pipeline generation strategies, and territory priorities. Create clean handoffs so AEs are set up for success across LATAM territories.
- Platform fluency: Learn the Pendo platform well enough to demonstrate it credibly to prospective customers across markets. Speak clearly about why the platform matters and the value customers can gain from it.
- CRM hygiene: Log activity accurately in Salesforce and use data to track your own performance. Measure progress against weekly, monthly, and quarterly goals and adjust your approach accordingly.
Who You Are
Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.
You're a builder, not a maintainer.
You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great LATAM BDRs don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.
You're AI-curious - genuinely.
You're not using AI tools occasionally. You're rewiring how you work around them. You're 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
- Bilingual fluency in English and Spanish, with the ability to prospect, hold sales conversations, and write polished outreach in both languages without relying on translation tools.
- Internal motivation, resilience, and a genuine drive to succeed in a goal-driven environment. You hold yourself accountable and do not need external pressure to stay focused.
- Ability to translate and localize sales materials from English into Spanish and/or Portuguese, capturing cultural nuance rather than literal translation only.
- Strong sense of urgency and the ability to move quickly, respond promptly, and treat pipeline generation as business-critical work.
- Ability to embrace feedback, iterate on your approach, and stay coachable in a role where continuous improvement matters.
- Active AI fluency, with hands-on use of AI tools in your day-to-day workflow and genuine curiosity about where else they can improve your work.
- Exposure to or passion for SaaS technology and the AI era.
Nice-to-haves
- Trilingual fluency in English, Spanish, and Portuguese, especially the ability to engage Brazilian markets natively.
- Proven success in a quota-driven environment.
- Experience selling into or prospecting LATAM markets, with an understanding of regional business culture, buying behavior, and rapport-building across borders.
- Experience with CRM or sales technology tools such as Salesforce, Nooks, Outreach, LinkedIn Sales Navigator, ZoomInfo, or similar platforms.
- Bachelor's degree or equivalent work experience.
- Familiarity with MEDDPICC, Command of the Message, SPIN Selling, or another structured sales methodology.
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 society's 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 culture. In-office 3 days per week unless designated remote.
Compensation: The expected OTE for this role to be performed in North Carolina is $83,500 on a 60/40 base-to-variable split with base salary at $50,100.
Benefits: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.
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: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.