Business Development Representative - Founding Team - IT

About us:

We are building new-age billing and pricing infrastructure for SaaS companies. As SaaS pricing evolves from vanilla subscription-based models to more granular usage-based models, billing and pricing infrastructure needs to be completely reimagined.

Founders who sold their previous startups to Snapdeal and Gaana respectively. They have experience at organizations such as Google, Base pair, Elevation Capital, IIT Bombay, IIT Delhi and Harvard Business School. We are funded by marquee global investors, including Bessemer Venture Partners.

We are building our founding team, and are looking for:

- engineers who can optimize for quick iteration, fast deployment and having a great developer experience.

- sales, marketing and growth folks who are excited to push the envelope on GTM (go to market) innovation.

- You should be excited about learning and meaningfully shaping the trajectory of an early-stage startup from Day 0 in its journey.

What you can expect?

1. Ownership and autonomy: As a founding team member, you have immense responsibility. You own and drive the execution.

2. Learning: You will work on challenging problems and engage in some of the most meaningful work of your life.

You will have to figure out our Go-To-Market playbook from scratch - channels, messaging, discovery, demos, sales cycle, personas, nurturing, partnerships etc. Expect a whole lot of iteration and first principles thinking.

3. Culture: We don't take ourselves too seriously, and know how to have fun :)

- Health of our team is most important to us. Balance work with life - be productive, not busy.

- Being remote first, we thrive via async communication.

4. Flexibility: Remote - work from wherever you are in the world; If you prefer coming to office in person, we have a physical space in Indiranagar, Bangalore

5. Compensation: We offer competitive salary with generous ESOPs

6. Benefits (for full time roles):

- Health insurance

- Generous vacation policy

- Learning and development budget

- Team events and company offsites

- Maternity and Paternity benefits

- Company laptop

About this role:

We are building our founding team and are looking for folks who are excited to get their hands dirty in a 0 to 1 journey. If you are expecting a working playbook that you can execute upon, we are probably not the right fit for you at this point. However, if you are excited about creating the playbook from scratch, we would love to hear from you. You will directly work with the founders.

Outbound sales are critical to generating meetings with qualified prospects. You will lay the foundation for and execute upon our outbound sales strategy.

The primary objective is to generate meetings with qualified prospects by optimizing our outbound sales machinery - iterating on channels, messaging, ICP (ideal customer profile), tooling etc.

1. Outbound prospecting:

- Find leads from databases (Apollo, ZoomInfo, etc.)

- Reach out to them (manual + automated) via different channels (email, LinkedIn, cold calling, etc.) to generate new sales opportunities.

- Identify the needs of prospects, and build long-term, trusting relationships with to qualify leads as sales opportunities.

2. Iterate to maximize qualified meetings set up.

- Experiment with different databases

- Experiment with messaging, level of personalization, length of sequences etc.

- Experiment with channels (email, LinkedIn, cold calls etc.)

- Experiment with different types of collateral

- Experiment with recipient being targeted - industry, persona, intent signals etc.

- Loop in feedback from prospect responses to emails and cold calls to refine messaging further.

3. Inbound follow-ups - Respond to inbound leads and automate follow up communication; iterate on messaging/channels to maximize conversion rate.

4. Run custom campaigns e.g., writing to VCs for intros to their portfolio companies, writing to conference attendees, scraping forums and job descriptions for relevant leads etc.

5. Set up in house tooling to ensure email deliverability, monitor open rate/reply rate, track domain reputation etc.

Owning the CRM: Create and update leads, set up pipelines, email templates, and automations. Fully utilize CRM capabilities to nurture leads and deliver timely and relevant content.

Key qualifications:

- 1-2 years of experience working as a sales development representative at a B2B SaaS company

- Solid hustle and entrepreneurial mindset; Thrive under the uncertainty that comes with an early-stage setup.

- Excellent written and oral communication skills

- Experience working with lead databases, sales engagement tools etc.

- Familiarity with CRM systems and proficiency in managing leads, pipelines, and automations.

- Willingness to get your hands dirty and do the grunt work in the early days.

- Strong first principles understanding of business fundamentals; Ability to empathize with the end user and understand their pain points; Ability to understand the product at a granular level.

- Adaptable to work across time zones to cater to a global customer base.

- Self-driven individual with high ownership and strong work ethic

- Ability to build, manage and motivate a team.

- Previous entrepreneurial experience is a huge plus.

- Experience catering to CFO persona is a plus.

- Familiarity with billing systems, CPQ and accounting systems is a plus.

- Not taking yourself too seriously :)