Senior Business Development Representative

This is a fully remote position, open to applicants in Canada.

📋 Description

• Develop win-back strategies, no-show recovery, and nurturing initiatives for Katana's Advantage go-to-market strategy.

• Report directly to the VP of Revenue.

• Generate qualified opportunities for Account Executives.

• Convert inbound leads through prompt follow-up and qualification.

• Recover demo no-shows by following up on the same day and rescheduling within 48 hours.

• Establish and oversee the demo no-show backlog in collaboration with RevOps.

• Execute structured win-back campaigns on previously closed-lost opportunities.

• Assess the reasons behind lost deals and evaluate if changing circumstances warrant re-engagement.

• Transform in-market leads and previous contacts from nurturing into sales discussions.

• Design and conduct targeted, ICP-focused outbound experiments, limiting to two at a time.

• Define the hypothesis, success criteria, and termination date for each experiment.

• Analyze experiment outcomes and discontinue campaigns that do not meet their success criteria.

• Establish baselines for qualified opportunities and develop repeatable sales processes.

• Create a comprehensive playbook for future BDRs.

⛳️ Requirements

• Proven experience as a BDR or SDR in B2B SaaS for several years.

• Consistently meet or surpass sales quotas.

• Can demonstrate pipeline and Closed Won business resulting from your efforts.

• Experience in inventory, supply chain, manufacturing, ERP, or operations software, or familiarity with similar customer sectors.

• Ability to identify complexities and differentiate between simple integrations and those requiring solution design.

• Capable of engaging in credible initial conversations with Operations Managers, Finance leads, and founders.

• Strong judgment in qualification processes.

• Proficient in crafting messages that elicit responses.

• Skilled in conducting outbound experiments utilizing hypotheses, success criteria, and results evaluation.

• Ability to maintain accurate CRM data.

• Experience with HubSpot is advantageous.

• Experience selling to growing SMBs that require tailored solutions is a plus.

• Familiarity with AI tools for account research and personalized outreach is desirable.

• Experience in a dynamic sales environment is beneficial.

🏝️ Benefits

• Employee Stock Option Program.

• Statutory annual leave in accordance with local regulations.

• A global minimum of 4 weeks of vacation time.

• 3 paid health days each year.

• Birthday off.

• Fully compensated 1-month sabbatical after every four years at Katana.

• 1,000 EUR travel budget after every four years at Katana.

• Home office stipend.

• Health & wellness package through Sun Life.

• Access to modern tools and technology, including AI-enabled solutions.

• Competitive, market-aligned OTE.