Description

Job Title: Business Development Representative

We’re looking for two Business Development Representatives to join our Marketing team. Each will report to our VP of Marketing. Given our current business needs, we envision one BDR focusing on customer growth through upsells in close partnership with our Customer Success team and one BDR focusing on expanding our customer base through new prospect sales in close partnership with our Sales team. The focus of each role may change over time as business needs evolve; so either way we’re looking for passionate folks to increase awareness of Ethena’s diverse offerings and generate sales opportunities.

Ethena today has a fabulous group of loyal customers (96%+ retention!) and strong advocacy. Our customers love us! With a growing set of products and courses (e.g. Compliance Training Courses and Software, Hotline & Case Management, Phishing Simulator) there is a huge opportunity for our BDR’s to help us add new customers and grow our existing ones.

As a tech start-up you’ll have a lot of autonomy to try new things: testing outbound messaging to large audiences, leveraging executives, and using our network of advisors to reach prospects and customers and secure meetings with our sales and customer success teams. We’re looking for someone who is a quick learner, a problem solver, and is a self-starter.

Open to candidates with experience in cold outreach, whether that’s direct BDR/SDR experience or more indirect experience such as Talent Acquisition.

Reports to
Chris Vandermarel, VP of Marketing

What you’ll do

• Build multi-channel (calls, emails, LinkedIn, video, events, exec/advisor) outbound programs that reach our key personas at target accounts, ultimately leading to new qualified opportunities for the sales and/or customer success team.
• Work with Marketing, Revenue Ops, and Sales stakeholders to ensure alignment.
• Develop outbound messaging and creative concepts that catch attention, generate responses, and open relationships with our prospects and with new personas at our existing accounts.
• Ensure a tight and thorough follow-up process on marketing leads sourced from events, content, webinars, etc.
• Drive attendance to our in-person events from target account lists and new personas at our customer accounts
  Continuously monitor your outbound cadences and optimize performance.
• Leverage connections on social networks to help facilitate new introductions to Ethena.
• Assist account executives and customer success managers with account research, value hypotheses, and prospecting strategy.
• Work with AEs or CSMs to prep for meetings, mine connections/referrals, multi-thread, and generate interest within top accounts.
• Build new outbound sequences using inspiration from executives, advisors, customers, and competitors.

What makes a great candidate

• Experience with sourcing leads and targeted outreach. Prior cold outbound experience is a must (BDR/SDR experience, Talent Acquisition, etc.)
• Past experience leveraging advisor and investor networks to facilitate introductions
• Familiarity with tactics that turn customer advocacy into new customers
• Strong creative writing ability and outside-of-the-box thinking to capture attention. Clear written communication skills.
• Expertise using outbound tools such as outreach.io, Lemlist, ZoomInfo, PhamtomBuster, Salesforce, and HubSpot. In particular, a deep understanding of how to automate the outbound prospecting process using targeted list building and mass personalization.
• Experience A/B testing outbound messaging to uncover best bets
• Some past experience working with HR, Legal, and Compliance personas or in a field that involves regulation is a plus
• Experience and demonstrated success with AI-based workflows and tools to help with research and copywriting
• Experience at multiple B2B SaaS organizations is preferred
• Experience and proven success with cold calling on the phone

What’s going to be the hardest part

• Thinking on the spot, learning a lot, and iterating quickly because you’ll be on the front lines of expanding into new personas.
• A steep learning curve. You’ll need to quickly get up to speed on our courses, customers, tools, and key personas.
• Balancing outbound volume and quality to ensure you hit quota
• Ethena already generates a large volume of inbound opportunities, and this role will be focused on increasing the volume coming from sales outbound channels. Our prospects are busy and already inundated with messages, so you’ll need to prove to us you can cut through the noise.

Compensation

The pay structure for this role is a combination of base pay and commission.
$80,000 – $100,000 a year

The base salary range is $55,000 – $75,000 USD depending on experience with the remaining variable pay earned via commission. The on target earnings (OTE) for this role is $80,000 – $100,000 USD annually.

At Ethena, we’re committed to fair and equitable compensation. We carefully evaluate each candidate’s skills and qualifications to provide our best possible offer upfront. Our no-negotiation policy ensures that our first offer is always our best offer, promoting pay equity throughout our organization.

Benefits that work for you:

• 20 days of paid time off (prorated from your start date), plus 11 U.S. federal holidays
• Unlimited sick leave
• Competitive compensation and meaningful equity
• Remote work flexibility with teammates across the U.S. and Canada
• $100 monthly bonding perk to spend time with your fellow ethenians
• 401(k)
• 12 weeks of paid parental leave
• A thoughtful, inclusive onboarding experience (with real humans and real context)

You can check out more benefits information here.

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