Business Development Representative

Core Responsibilities

Outbound (about 60% of your time)

• Run daily cold call blocks into target accounts. Book first meetings for our Account Executives with HR, People, Legal, and Compliance leaders.

• Build multi-channel sequences—call, email, and LinkedIn—tied to real signals like job changes, competitor renewals, regulatory updates, and hiring activity.

• Write and refine talk tracks, openers, and objection responses. Share what works to improve the whole team.

• Research accounts and personas before dialing, ensuring every conversation starts with a relevant reason to talk.

• Multi-thread into top accounts, partnering with Account Executives (AEs) and Customer Success Managers (CSMs) to uncover new personas and expansion opportunities.

Inbound (about 40% of your time)

• Follow up on marketing-sourced leads: demo requests, Sample Training requests, Marketing Qualified Leads (MQLs), event leads, webinar attendees, and inbound emails.

• Hold yourself to a speed-to-lead standard. Call high-intent leads first.

• Work the “didn’t book” and “no-show” segments hard—these are our highest-intent leads and most likely to convert.

• Qualify leads against our Ideal Customer Profile (ICP), then hand off to the right AE or CSM.

• Provide Marketing with insights on which campaigns, events, and content actually generate pipeline.

Cross-Functional Responsibilities

• Track conversion from outreach to meeting, identify drop-off points, and propose fixes to improve performance.

• Ensure HubSpot and Salesforce data accuracy to maintain reliable pipeline and attribution reporting.

• Develop and utilize AI-assisted workflows for account research and first-touch drafting to save time without sounding templated.

Key Qualifications

• Proven cold calling success. Requires 1–2 years in a Business Development Representative (BDR) or Sales Development Representative (SDR) role, with a track record of booking meetings from cold conversations.

• Comfortable handling rejection and objections. Must stay composed, curious, and persistent in live conversations.

• Self-coaching mindset. Listens back to calls, seeks feedback, and adapts messaging quickly.

• Clear, fast, and human writing skills. Follow-up emails should feel personal and engaging.

• Ability to prioritize between fresh demo requests and scheduled call blocks.

• Experience with tools like Amplemarket, Clay, HubSpot, Salesforce, and power dialers.

• Experience with A/B testing talk tracks and messaging, and interpreting results honestly.

• Experience with AI tools for account research and copywriting.

• Plus: Experience selling to HR, Legal, or Compliance personas, or working in a regulated field.

• Plus: Experience at more than one B2B SaaS company.

Challenges of the Role

• The phone is unforgiving. Most dials won’t connect, and many conversations end quickly. Requires resilience to maintain performance across 60+ calls.

• Balancing inbound and outbound. Inbound leads need immediate attention, while outbound requires protected focus time.

• A steep learning curve. Quick onboarding required to understand Ethena’s products, customers, personas, and compliance landscape.

• Cutting through the noise. Buyers are busy and receive excessive outreach; must earn attention effectively.