Founding BDR Leader

About the role

We're at an inflection point: strong inbound demand, a product that's winning, and a sales motion that's just beginning to be formalized. We need someone to build the BDR function from the ground up, and do it as a hands-on operator, not just a manager.

This is a rare founding role. You'll set the strategy, build the playbook, hire and develop the team, and still carry a bag. The best candidate has done this before: built something from scratch, knows what good looks like, and is energized by the messiness of early-stage GTM rather than slowed down by it.

What you'll do

• Own the BDR function end-to-end: strategy, process, tooling, hiring, and day-to-day execution
• Carry a personal pipeline quota in addition to team targets: you lead from the front, not the whiteboard
• Build and iterate on the full outbound playbook: ICP definition, sequencing, messaging, channel mix, and account prioritization
• Hire, onboard, and develop a team of BDRs, and create the hiring bar, ramp program, and performance framework from scratch
• Partner with Marketing to turn content, events, and inbound intent signals into pipeline fast
• Work closely with Account Executives to define what a qualified opportunity looks like and ensure tight handoffs
• Build and own the BDR tech stack: CRM hygiene, enrichment, sequencing, AI-assisted outreach, and reporting
• Report pipeline, activity, and conversion metrics to leadership weekly; surface insights that shape product and GTM strategy

"Must haves"

If you are smart, hungry and coachable, nothing is a must per se. But the strongest candidates will show:

• 3–6 years in BDR or SDR roles, with at least 1–2 years in a lead or player-coach capacity at a high-growth SaaS or developer-tools company
• Proven track record building outbound playbooks from scratch, not just executing someone else's
• Strong hiring instincts: you know how to spot coachable, hungry talent and develop it into top performers
• Technically fluent: comfortable talking to developers, understanding APIs and infrastructure products, and demoing complex tools at a high level
• Deep familiarity with modern GTM tools: Clay, Apollo, Gong, Salesforce, AI-assisted outreach, and enrichment tooling
• Excited about using AI and automation to build a leaner, higher-output team: you see this as a competitive edge, not a threat
• Bias toward action and experimentation: you'd rather ship a good playbook today and iterate than wait for a perfect one

Benefits include

• Competitive salary, commission, and equity
• Medical, dental, and vision coverage
• Flexible time off
• AI/tooling stipend
• High-agency environment with direct access to founders, engineering, and product