Senior Business Development Representative

Senior BDR (SPICED Framework Specialist)

About the Role

Pipefy is looking for a Senior BDR specializing in the SPICED framework ( Winning by Design ) to lead strategic discovery processes and consultative qualification for enterprise accounts within the Corporate BDR Brazil team.

In this role, your main focus will be prospecting enterprise accounts and conducting deep, consultative diagnoses with decision-makers. Your responsibility is to qualify opportunities with high precision and hand them off fully prepared and without need for rework to the Account Executive (AE) . This is a 100% consultative and diagnosis-driven role with no product demonstrations involved.

You will work in a Pod structure (paired directly with a dedicated AE) and serve as a technical reference for the SPICED methodology across the sales development team.

General Details

• Location: São Paulo (SP) or Curitiba (PR), Brazil
• Work Model: Hybrid

Key Responsibilities & Accountabilities

• Strategic & Multichannel Outbound Prospecting: Execute outbound outreach via Phone/Cold Calling, Email, and LinkedIn targeting enterprise accounts (1,000+ employees), tailoring approaches by vertical, buyer persona, and business context.
• Complex Account Mapping: Actively map and engage buying committees and multiple stakeholders in target organizations.
• Consultative Discovery (SPICED): Lead deep discovery calls with managers, directors, and C-level executives by applying the SPICED framework end-to-end.
• Impact Diagnosis & Root Cause Analysis: Investigate client situations, pain points, and business impact (quantifying time, cost, risk, or revenue), identifying root causes rather than surface-level symptoms.
• Decision Process & Urgency Mapping: Pinpoint the Critical Event and map the internal decision-making process, key influencers, and departments involved.
• Excellence in Handoff: Document complete SPICED data in the CRM and deliver highly qualified opportunities to AEs with clear next steps, eliminating the need to redo discovery.
• Pod Alignment (Pairing): Work in tight partnership with a dedicated AE, ensuring quality, alignment, and consistency throughout the opportunity handoff.
• Technical Subject Matter Expert: Support team enablement on the SPICED methodology through call reviews, constructive feedback, and sharing best practices.
• Data-Driven Mindset: Analyze personal conversion and quality metrics to propose data-backed strategy adjustments.
• Market Intelligence: Deliver front-line insights regarding ICP, common objections, and market movements to Marketing, RevOps, and Leadership.
• AI Leverage: Utilize Artificial Intelligence tools in daily sales workflows for account research, discovery call prep, and conversation analysis.

Requirements

• Seniority in B2B SaaS Discovery: Current and proven experience conducting complex discoveries in B2B SaaS as a Senior BDR/SDR or in consultative qualification/sales roles.
• Practical Mastery of the SPICED Framework: Hands-on experience applying the SPICED framework ( Winning by Design ) in daily prospecting and discovery workflows.
• Enterprise Background: Proven track record in prospecting enterprise-sized companies (1,000+ employees) and communicating with senior management (Directors, VPs, C-Level).
• Impact Quantification Focus: Strong analytical ability to translate business pain points into quantifiable financial or operational metrics (time, cost, risk, or revenue).
• CRM Discipline: Rigorous documentation habits in CRM to guarantee complete and trustworthy discovery handoffs.
• Multichannel Prospecting Mastery: Demonstrated skills in tailored phone, email, and LinkedIn outbound outreach.
• AI Sales Tooling: Advanced usage of AI tools for account research, call preparation, and conversation reviews.

Preferred Qualifications / Nice to Have

• Background in commercial operations for Workflow, Process Automation, BPM, or Low-code platforms .
• Experience with ABM (Account-Based Marketing) strategies.
• Domain knowledge in verticals such as CSC (Shared Services Centers) , Financial Services, Insurance, or IT.
• Previous experience mentoring BDRs/SDRs or facilitating call review sessions.
• Hands-on experience with HubSpot and Conversation Intelligence platforms (e.g., Gong, Chorus).