[Hiring] Business Development Representative @Ethena

Role Description

We're looking for a Business Development Representative to join our GTM Engineering & Business Development team. This is a small team that supports the whole commercial motion (sales, marketing, and expansion/customer success). We move fast, prioritize high intent leads most likely to convert, and iterate quickly. You’ll work closely with our other BDR and your manager (who is also our GTM Engineer!).

This is a phone-heavy (but not phone-only!) role. Most of your pipeline will come from outbound prospecting, and much of that from cold calls. You'll also handle a steady flow of inbound leads from people who already know who we are, and have strong leads/signals supplied from GTM Engineering.

You'll get real autonomy. You can test new talk tracks, build your own call blocks around live buying signals, and use AI-assisted workflows to research an account in minutes. We want someone who treats cold calling as a craft: you listen back to your own calls, tighten your opener, and come back sharper the next day.

What you'll do

• Outbound (about 60% of your time)
  • 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.
• Inbound (about 40% of your time)
  • 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.
• Across both
  • 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.

Qualifications

• Proven cold calling success.
• 1–2 years in a BDR or SDR seat, with high-volume dials against a quota.
• Comfortable with rejection and able to handle objections live.
• Ability to coach yourself and adjust quickly based on feedback.
• Clear, fast, and human writing skills.
• Experience with tools like Amplemarket, Clay, HubSpot, Salesforce, and a power dialer or similar calling platform.
• Experience A/B testing talk tracks and messaging.
• 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.

Requirements

• Resilience to handle a high volume of calls and conversations.
• Ability to balance inbound and outbound leads effectively.
• Quick learning on products, customers, personas, and the compliance landscape.
• Ability to cut through noise in outreach to earn attention.

Benefits

• Unlimited PTO.
• Salary range: $80,000 - $100,000 a year.
• Commitment to fair and equitable compensation.

Company Description

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.

Ethena is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace.