Business Development Representative

Overview

You'll spend your days prospecting to CFOs, VPs of Finance, and RevOps leaders at B2B SaaS companies to book qualified demos for the AE team. You're selling SaaS benchmarking data—essentially a BI platform that shows SaaS operators how their metrics stack up against peers. It's a consultative sell that requires educating buyers on why they need this data.

Role Snapshot

Company Context

Stage: Early-stage (13 employees, Bain-backed)

Size: 13 employees total

Growth: Actively hiring, building out sales team

Market Position: Niche player in SaaS benchmarking space—competing with Bain's brand reputation and depth of data vs lighter-weight alternatives

GTM Reality

Pipeline Sources:

• 80% Outbound - Cold calling, LinkedIn outreach, email sequences to finance leaders at SaaS companies
• 15% Inbound - Some brand recognition from Bain name drives inbound inquiries
• 5% Referrals - Network effects from existing customers

SDR/AE Structure: Small team, you'll work directly with Andrew (likely the founding AE or sales leader). Close collaboration, lots of feedback.

SE Support: No dedicated SE—product is data-driven, so demos are data walkthroughs rather than technical deep dives.

Competitive Landscape

Main Competitors: Other SaaS benchmarking tools, homegrown spreadsheets, free industry reports, consultants who provide similar analysis

How They Differentiate: Bain's brand and methodology, depth of data, proprietary insights from working with portfolio companies

Common Objections:

• "We already track this internally"
• "Can't we just look at public benchmarks?"
• "Not a priority right now"
• Price concerns (data products can be expensive)

Win Themes: Bain credibility, data depth that can't be replicated internally, time savings vs building your own benchmarking

What You'll Actually Do

Time Breakdown

Cold Calling (40%) | Email/LinkedIn Outreach (30%) | Research (20%) | Internal Syncs (10%)

Key Activities

• Cold Calling: 50-70 calls/day to CFOs, VPs Finance, and finance leaders at SaaS companies (Series A-C stage). Most don't pick up. You're trying to get 2-3 conversations per day that lead to booked meetings.
• Email Sequences: Building and managing multi-touch sequences. Testing subject lines, messaging angles. Lots of A/B testing to figure out what resonates with finance buyers.
• Account Research: Identifying target companies (SaaS businesses at growth stage), finding the right contacts, understanding their business model so you can personalize outreach.
• Meeting Handoffs: Prepping meeting notes for Andrew, sitting in on demos to learn the product and sales motion, following up with no-shows.

The Honest Reality

What's Hard

• CFOs and finance leaders are notoriously hard to reach. You'll leave a lot of voicemails and send a lot of emails that go unanswered.
• Selling "data" is abstract—you're not solving an obvious pain point like CRM or payroll. You have to educate people on why they need this.
• At 13 people, processes are still being figured out. You'll be expected to contribute ideas on messaging, ICP, outreach strategies.
• Small team means limited career paths—there's probably only 1-2 AE spots, so promotion depends on company growth and timing.

What Success Looks Like

• Consistently booking 15-20 qualified meetings per month (qualified = right title, right company stage, actual interest)
• Converting 30-40% of conversations to booked demos
• Getting promoted to AE within 12-18 months if you hit your numbers

Who You're Selling To

Primary Buyers:

• CFOs at Series A-C SaaS companies (30-200 employees)
• VPs of Finance, FP&A leads
• RevOps leaders who care about metrics and benchmarking

What They Care About:

• Accurate data to inform board reporting and strategic decisions
• Understanding where they're over/under-spending vs peers
• Justifying headcount, budget allocation with benchmark data
• Credible, Bain-quality insights (not just publicly available data)

Requirements

• 1-3 years of SDR/BDR experience (preferably in B2B SaaS)
• Comfortable calling senior finance executives (not entry-level buyers)
• Self-starter mentality—small team means you need to figure things out
• Interest in moving into closing roles (this is explicitly a path to AE)
• Ability to talk about data, metrics, and SaaS business models intelligently