Business Development Representative

Summary

Ethena provides adaptive compliance training and related compliance tools for organizations. The Business Development Representative will generate and qualify sales opportunities through outbound cold calling, multichannel prospecting, and inbound lead follow-up, while partnering with Account Executives, Customer Success, and Marketing to build pipeline.

Responsibilities

• 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. Tie them 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 so the whole team gets better
• Research accounts and personas before you dial, so every conversation starts with a relevant reason to talk
• Multi-thread into top accounts, and partner with AEs and CSMs to find new personas and expansion opportunities at existing customers
• Follow up on marketing-sourced leads: demo requests that don't book, Sample Training requests, MQLs, event leads, webinar attendees, and inbound email
• Hold yourself to a speed-to-lead standard. Call high-intent leads first
• Work the "didn't book" and "no-show" segments hard. They're our highest-intent leads and the most likely to go cold
• Qualify against our ICP, then hand off to the right AE or CSM
• Tell Marketing which campaigns, events, and content actually turn into pipeline
• Track your conversion from outreach to connect to meeting, find where you're losing people, and fix it (or propose fixes to the team)
• Keep HubSpot and Salesforce accurate, so our pipeline and attribution reporting holds up
• Build and use AI-assisted workflows for research and first-touch drafting that save time without sounding templated

Skills

• We're looking for someone who is a quick learner, a problem solver, and is a self-starter
• - **Proven cold calling success.** You have 1–2 years in a BDR or SDR seat, you've made high-volume dials against a quota, and you can point to meetings booked from cold conversations
• You're comfortable with rejection and hard to rattle. You can handle an objection live, stay curious, and still ask for the meeting
• You coach yourself. You listen back to your calls, ask for feedback, and adjust quickly
• Your writing is clear, fast, and human. Your follow-up emails read like a person wrote them
• You know how to prioritize between a fresh demo request and your next call block
• Experience with tools like Amplemarket, Clay, HubSpot, Salesforce, and a power dialer or similar calling platform
• Experience A/B testing talk tracks and messaging, and reading the results honestly
• Experience with AI tools for account research and copywriting
• - A plus: experience selling to HR, Legal, or Compliance personas, or working in a regulated field
• - A plus: experience at more than one B2B SaaS company
• - **The phone is unforgiving.** Most dials won't connect, and many conversations end quickly. You'll need the resilience to have a great conversation on call 60 as well as call 6
• - **Balancing inbound and outbound.** Inbound leads need speed, and outbound needs protected focus time. You'll decide every day how to protect your call blocks without letting a hot lead sit
• - **A steep learning curve.** You'll need to get up to speed fast on our products, customers, personas, and the compliance landscape so you can think on your feet. Ethena is a startup — we move fast and are very busy! We'll onboard you, but much of your learning in this area will be self-directed
• - **Cutting through the noise.** Our buyers are busy and get too much outreach, so you'll need to show us you can earn attention
• This is sedentary work that primarily involves sitting/standing in a home office environment
• Ethena is a remote-first organization and is currently hiring candidates based in the United States
• *We are not currently offering employer visa sponsorship for this role.*

Qualifications

Must Haves

• We're looking for someone who is a quick learner, a problem solver, and is a self-starter
• - **Proven cold calling success.** You have 1–2 years in a BDR or SDR seat, you've made high-volume dials against a quota, and you can point to meetings booked from cold conversations
• You're comfortable with rejection and hard to rattle. You can handle an objection live, stay curious, and still ask for the meeting
• You coach yourself. You listen back to your calls, ask for feedback, and adjust quickly
• Your writing is clear, fast, and human. Your follow-up emails read like a person wrote them
• You know how to prioritize between a fresh demo request and your next call block
• Experience with tools like Amplemarket, Clay, HubSpot, Salesforce, and a power dialer or similar calling platform
• Experience A/B testing talk tracks and messaging, and reading the results honestly
• Experience with AI tools for account research and copywriting
• - A plus: experience selling to HR, Legal, or Compliance personas, or working in a regulated field
• - A plus: experience at more than one B2B SaaS company
• - **The phone is unforgiving.** Most dials won't connect, and many conversations end quickly. You'll need the resilience to have a great conversation on call 60 as well as call 6
• - **Balancing inbound and outbound.** Inbound leads need speed, and outbound needs protected focus time. You'll decide every day how to protect your call blocks without letting a hot lead sit
• - **A steep learning curve.** You'll need to get up to speed fast on our products, customers, personas, and the compliance landscape so you can think on your feet. Ethena is a startup — we move fast and are very busy! We'll onboard you, but much of your learning in this area will be self-directed
• - **Cutting through the noise.** Our buyers are busy and get too much outreach, so you'll need to show us you can earn attention
• This is sedentary work that primarily involves sitting/standing in a home office environment
• Ethena is a remote-first organization and is currently hiring candidates based in the United States
• *We are not currently offering employer visa sponsorship for this role.*

Benefits

• Our workforce is fully remote, and your personal working hours can be based on your own timezone.
• We provide unlimited PTO.