Business Development Representative

Overview

You're prospecting into CFOs, VPs of Finance, and investors at B2B SaaS companies to get them on calls about OPEXEngine's benchmarking database. This is outbound-heavy—you're researching companies, building lists, making cold calls, and sending email sequences to book qualified meetings for the sales team. The product is a SaaS benchmarking tool backed by Bain, so you're selling to sophisticated finance buyers who already get hammered by vendors.

Role Snapshot

Company Context

Stage: Likely early-stage (12 employees, backed by Bain & Company)

Size: 12 employees

Growth: Actively hiring first BDR, suggests they're building out GTM motion

Market Position: Niche player in SaaS benchmarking space with Bain credibility as differentiator

GTM Reality

Pipeline Sources:

• 80%+ Outbound - You're building lists from LinkedIn Sales Navigator, ZoomInfo, or similar. Cold calling and email sequences to people who don't know OPEXEngine exists.
• 10-20% Inbound - Likely limited inbound (small company, not a ton of brand awareness yet). Maybe some warm leads from Bain network or word-of-mouth.
• Some Partner/Network Referrals - Bain relationships might generate warm intros occasionally.

SDR/AE Structure: You're likely the first or only BDR, handing qualified meetings to founder/CEO or small AE team

SE Support: Unlikely at this stage—probably CEO or senior person does demos

Competitive Landscape

Main Competitors: Other SaaS benchmarking providers (ChartMogul, Baremetrics for metrics; consulting firms for deeper analysis)

How They Differentiate: Bain & Company backing gives instant credibility. Likely more extensive database than point solutions.

Common Objections: "We already track our own metrics," "Too expensive," "We use [competitor]," "Not a priority right now"

Win Themes: Bain credibility, depth of benchmarking data, peer comparisons for board reporting

What You'll Actually Do

Time Breakdown

Prospecting/Research (50%) | Outreach (30%) | Follow-up/Admin (20%)

Key Activities

• List Building: Spend 1-2 hours daily researching B2B SaaS companies, identifying CFOs/VPs of Finance, finding contact info. You're looking for companies at certain revenue stages or growth phases who'd care about benchmarking.
• Cold Calling: Make 40-60 calls per day to finance executives. Most won't pick up. When they do, you have 30 seconds to explain why a SaaS benchmarking database matters before they brush you off. Gatekeepers (EAs, receptionists) are common.
• Email Sequences: Send personalized email sequences (5-7 touches) to prospects. You're trying to hook them with relevant benchmarks or insights about their company's metrics vs peers. Open rates are okay, reply rates are low.
• Meeting Qualification: When someone bites, you do a 10-15 minute discovery call to confirm they have budget authority, timing, and real interest in benchmarking tools—not just tire-kicking. Then you schedule them with the AE.

The Honest Reality

What's Hard

• Senior buyers are hard to reach: CFOs and VPs of Finance don't answer cold calls. You'll leave a lot of voicemails and send emails that get ignored. Getting through to senior finance people takes persistence and timing luck.
• Complex value prop to communicate quickly: Benchmarking databases aren't sexy. You need to quickly articulate why a CFO should care—and most already think they have their metrics figured out.
• Small team means limited resources: You're likely building a lot of your own process. No big SDR team to learn from, no established playbooks. You'll be figuring things out as you go.

What Success Looks Like

• 15-25 qualified meetings booked per month: Meetings that show up, have real buying authority, and engage in the demo.
• 50%+ meeting show rate: Your qualification process is tight enough that people actually attend the calls you book.

Who You're Selling To

Primary Buyers:

• CFOs at B2B SaaS companies ($5M-$100M+ revenue)
• VPs of Finance / Heads of FP&A
• Investors (VCs, PE firms) looking at SaaS portfolio companies

What They Care About:

• Board reporting: How their metrics (CAC, LTV, burn rate, ARR growth) compare to peers. Need ammo for board meetings.
• Operational efficiency: Where they're overspending vs benchmarks (headcount ratios, R&D spend, S&M efficiency).
• Investor credibility: Especially relevant for CFOs preparing for fundraising—showing they're in line with market standards.

Requirements

• 1-3 years of SDR or BDR experience (ideally at B2B SaaS company)
• Comfortable cold calling senior executives (CFOs, VPs) and handling rejection
• Strong written communication for personalized email outreach
• Self-starter mentality—you'll be building process, not following established playbooks
• Interest in SaaS metrics and finance (helps with credibility when talking to finance buyers)