[Hiring] Senior Business Development Representative @Katana

Role Description

This is a new role, and a foundational one. You'll be the first BDR dedicated to Advantage, our key go-to-market motion. Advantage is our high-touch motion for growing brands, typically $10–100M in revenue, whose operations have outgrown an off-the-shelf setup. They run multiple integrations, EDI, custom workflows and connected systems, and they need Katana to adapt to how they work. They're buying a solution, not just a subscription.

You will report to our VP of Revenue and create qualified opportunities for our Account Executives.

To be clear about scope:

• This isn't a volume outbound seat.
• Most of your work is with people who already know Katana: inbound leads, prospects who booked a demo and didn't show, deals we lost, and past contacts who are back in market.
• Where you do run outbound, it's narrow, ICP-only and experiment-driven.
• You're measured on Closed Won business and qualified Advantage opportunities created, not on meetings booked.

You won't start from a blank list. There's a pool of lost deals, missed demos and past contacts ready to work from your first week, so you'll be producing results in days, not months.

The motion is already live, and still taking shape. You'll sharpen it, scale it, and make it yours.

What you'll do

• Convert inbound into qualified pipeline
• Recover demo no-shows
• Win back lost deals
• Turn nurture into conversations
• Run selective outbound experiments

What success looks like

• First 30 days: Recover demo no-shows, follow up the same day, and rebook within 48 hours.
• By 60 days: Read results of your first campaign and make a call: double down or kill it.
• By 90 days: No-show recovery, win-backs, nurture and outbound experiments are running as repeatable motions.

Qualifications

• You've worked as a BDR or SDR in B2B SaaS for a few years, consistently hitting or exceeding quota.
• You come from inventory, supply chain, manufacturing, ERP or operations software.
• You can spot complexity on a first call.
• You can hold a credible first conversation with an Operations Manager, a Finance lead and a founder.
• You qualify hard.
• You write messages that get replies.
• You run outbound as an experiment.
• You keep your CRM clean.

Nice to have

• You've sold into growing SMBs that need something more tailored than an off-the-shelf plan.
• You use AI tools to research accounts, personalise outreach and move faster.
• You've worked somewhere the motion was still taking shape.

Mindset & Ways of Working

• Self-directed.
• Hungry.
• Fast learner.
• Curious about the product.
• Built for pace.
• Adaptable.

Compensation

• Base salary: $60,000 - $75,000 CAD annual, depending on demonstrated skill and seniority.
• OTE: $85,000 - $100,000 CAD annual.

What we offer

• A competitive, market-aligned OTE.
• Employee Stock Option Program: you share in what you build.
• Time off that's genuinely encouraged.
• Fully paid 1-month sabbatical + 1,000 EUR travel budget after every four years at Katana.
• Home office stipend to help you create a setup that works for you.
• Health & wellness package through Sun Life.
• Modern tools and tech, including AI-enabled tools.

Automated Screening & AI Disclosure

We use automated tools including AI to help review applications and filter candidates. Final decisions are always made by people. If you're in a place that requires it, we'll ask your consent. Ask us anytime about what this means.