[Hiring] Business Development Representative @Attivo Partners

Role Description

The Business Development Representative (BDR) pairs full-cycle client accounting ownership with new-business development to support Attivo’s continued growth. The BDR manages an assigned book of clients end-to-end, with responsibilities scaling from Assistant Controller through Controller level depending on experience.

• Client Accounting Responsibilities (Assistant Controller - Controller)
  • Manage full-cycle client accounting for an assigned book of business, including month-end close, eliminations & consolidations, preparing and booking journal entries, account reconciliations, and variance analysis.
  • Prepare client financial statements, including thoughtful and value-added fluctuation analysis and budget vs. actual comparisons.
  • Build and maintain financial models to help clients manage cash and make proactive operational decisions.
  • Manage Accounts Receivable: invoicing, collections, contract review, and cash forecasting.
  • Manage Accounts Payable: entry accuracy, timely payment, vendor management, and policy compliance.
  • Process client payroll and general HR responsibilities, including onboarding, terminations, and benefits compliance.
  • Utilize on-chain accounting tools to streamline processes and improve data accuracy; manage token accounting for crypto-native clients.
  • Set client accounting and tax policies; define and implement revenue recognition policies (ASC 606) as client needs require.
  • Create and manage KPI dashboards for clients.
  • Oversee client tax-related matters to ensure timely compliance, and support annual financial audits as needed.
  • As scope and experience grow toward the Controller level, manage and mentor Attivo staff supporting the client book.
• Business Development Responsibilities
  • Own the full new-business sales cycle for Attivo, from first touch through signed engagement.
  • Manage warm-intro follow-up on referrals from VCs, accelerators, and existing clients.
  • Maintain CRM/pipeline hygiene — logging touches, tracking deal stages, and updating forecasts.
  • Conduct discovery calls to understand a prospect's stage, pain points, and needs.
  • Translate discovery findings into scoped service packages and fee structures.
  • Deliver demos and walkthroughs showing prospects how Attivo works with similar-stage companies.
  • Build and send custom proposals.
  • Negotiate scope, contract terms, and pricing through to close.
  • Manage handoff from signed deal to onboarding: coordinating with delivery/accounting teams to confirm staffing capacity before committing to a deal.
  • Maintain relationships with VCs, accelerators, and founder communities to support ongoing referral flow.
  • Attend occasional startup ecosystem events and client meetings.
  • Participate in weekly pipeline reviews with leadership, covering deal stages, forecasted closes, and capacity needs.
  • Candidate is expected to close 24 deals per year.

Qualifications

• 7+ years of progressive, full-cycle accounting experience spanning Assistant Controller to Controller-level responsibilities.
• 5+ years in a quota-carrying, new-business sales/business development role in B2B or professional services.
• Demonstrated full-cycle deal ownership — personally sourced, pitched, negotiated, and closed new clients independently.
• Existing network or track record selling into the startup/VC ecosystem that has converted into signed clients.
• Hands-on, production experience running close and reporting in both QuickBooks Online and NetSuite.
• Direct experience working with venture-backed or early-stage startup clients.
• Sales pipeline management and forecasting, including deal-stage and close-rate tracking.
• Proposal and pitch deck development skills (e.g., PowerPoint, Google Slides).
• Solid understanding of GAAP; familiarity with ASC 606 revenue recognition a plus.
• Advanced+ Excel skills, including financial modeling, budget vs. actual analysis, and the ability to manipulate larger data sets.
• Software proficiency across a modern startup finance stack (e.g., QuickBooks Online, Xero, NetSuite, Brex, Ramp, Rippling, Gusto).

Requirements

• CRM proficiency (e.g., HubSpot).
• Experience with Campfire, Rillet, or Carta.
• Experience with crypto accounting software and reconciliation of on-chain transactions; 2+ years at a crypto-native company a plus.
• Prior experience building financial models and accounting policies/procedures from scratch.
• Exposure to specific verticals (SaaS, biotech, consumer, etc.) beyond general startup experience.
• Deep accounting/CAS product knowledge.
• Formal sales methodology training.
• Existing VC/accelerator relationships and public speaking/conference presence for lead generation.
• Experience implementing workflow automation or AI-enabled tools; familiarity with generative AI tools and automation platforms.

Education

• Bachelor’s degree in Accounting or Finance preferred; CPA or CFA preferred.

Professional Attributes

• Comfortable context-switching between detailed, technical accounting work and relationship-driven sales conversations.
• Self-directed and entrepreneurial — manages own pipeline and client deliverables without close supervision.
• Naturally relationship-oriented — builds trust quickly with founders and investors.
• Resilient with rejection.
• Detail-oriented under pressure — protects accounting accuracy even when business development is heating up.
• Confident but not pushy — favors advisory-style selling over hard-sell tactics.
• Curious and adaptable — comfortable learning new tools, industries, and client situations quickly.
• Strong time management and prioritization instincts.
• Professional integrity and an entrepreneurial spirit, with a passion for helping companies scale and grow.

Location

• Remote
• San Francisco or New York City - commutable for events.
• Required travel for company events: 2x per year.
• Travel required for opportunity and client meetings.

Reports To

Head of Business Development

Compensation

• Assistant Controller - $120,000-$155,000 - base salary, depending on experience.
• Controller - $145,000-$180,000 - base salary depending on experience.
• 10% target bonus.
• $45,000 to $60,000 target annual commission.

Position Status

Full-Time, Salaried + Commission

Benefits

• Health, Dental, and Vision Insurance (100% coverage for employees on base plan, 70% coverage for additional family members).
• Participation in Flexible Spending Accounts and 401(k).
• 3 weeks PTO.
• Voluntary Life Insurance & Disability plans.
• Work-from-home allowance.
• Primary caregivers and others requiring a flexible work schedule or reduced hours are encouraged to apply; benefits may be prorated for part-time hires.