Scaled Business Development Representative

Who we are

Hi there 👋 . We’re Ethena – the compliance platform for modern teams. Ethena’s suite of admin- and employee-friendly training and compliance tools help you check all the boxes and build a better workplace. Our training isn’t just a thing people get through, it’s something they actually enjoy (we got the stats to prove it—over 90% positive ratings). We are proud to be a part of the culture at companies like Zendesk, Pinterest, Figma, and Notion. In 2020, Ethena announced our $15.5 million Series A, and in 2022 we raised an additional $30 million Series B to build out Ethena’s best-in-class training solution, further invest in data and analytics, and continue launching impactful compliance products. Ethena’s Series B was led by Lachy Groom, with participation from existing investors including Felicis, Neo, Homebrew, and others. It’s a great time to join our team!

How we work

We’re a team of people who value diversity in all its forms. We love adding new perspectives and appreciate those who ask questions that help us challenge assumptions, explore new directions, and improve what we’ve already built. We believe it’s our responsibility to create an environment in which every person can bring their full, authentic selves to work. We push each other to be our best and do our training proud. We love feedback, practice empathy, and embrace humor. Seriously, we’re not shy about puns. If you brought us to a picnic, we’d be compli-ants. If we were shoes in London, we’d be trainers. If we were--you get it. Humor is welcome here. Read more about us on our careers page and follow our team on our Instagram!

We’re looking for a Scaled Business Development Representative to join our Marketing team. This role will report to our VP of Marketing, and is far from your ordinary BDR role. While the goal is the same: generating qualified meetings for the sales team, this role will be executing scaled programs with all of the tools at their disposal to find shortcuts to growth. You’ll be testing outbound messaging to large audiences, writing on behalf of executives, and using our network of advisors to reach prospects and secure meetings. We’re looking for someone whose outside-of-the-box thinking and problem-solving enables us to reach a new trajectory of growth.

Open to candidates with applicable experience, whether that’s direct BDR/SDR experience or more indirect experience such as sourcing and outreach as a recruiter.

This role is fully remote and your personal work hours can be based on your own timezone. All team-wide meetings are scheduled to be inclusive of all U.S./Canada time zones.

What you'll do

• Build multi-channel, scaled outbound sales programs that reach our key personas at our target accounts, ultimately leading to new qualified opportunities for the sales team
• Work with Marketing, Revenue Ops, and Sales stakeholders to solicit new ideas, backlog, prioritize, and execute
• Develop outbound messaging and creative concepts that catch attention, generate responses, and open relationships with our prospects
• Own the logistical elements of our advisor program at Ethena including uncovering connections to target accounts, understanding geographic location for events, and requesting introductions through our executives
• Own outreach to prospects who were customers in past roles, identified through Champify. Leverage closed/lost notes and those who previously managed relationships to determine outreach strategy
• Support events through building and maintaining lists of customer and prospect geographic locations, leveraging Phantom Buster to scrape relevant data and ensuring we invite the right people to the right events
• Manage several different inboxes to ensure thorough inbound lead follow-up
• Continuously monitor automated inbound and outbound programs to ensure all appropriate leads are being included and that programs are optimized for success
• Leverage connections on social networks to help facilitate introductions to Ethena
  
  
  

What makes a great candidate

• Experience with sourcing and targeted outreach. This could take the form of experience as a former BDR/SDR or experience with sourcing and outreach as a recruiter.
• Past experience leveraging advisor and investor networks to facilitate introductions
• Familiarity with tactics that turn customer advocacy into new customers. (Or candidate advocacy into new employees.)
• Strong creative writing ability, and outside-of-the-box thinking to capture attention. Clear written communication skills. Note that this role is more aligned to a Marketing growth path than Sales
• Expertise using outbound tools such as outreach.io, reply.io, ZoomInfo, PhamtomBuster, Salesforce, and Hubspot. In particular, a deep understanding of how to automate the outbound prospecting process using targeted list building and mass personalization
• Experience A/B testing outbound messaging to uncover best bets
• Some past experience working with HR, Legal, and Compliance personas or in a field that involves regulation is a plus
• Experience and comfort with AI-based workflows and tools to help with research and copywriting
• Experience at multiple B2B SaaS organizations is preferred
  
  
  

What's going to be the hardest part

• Ethena already generates a large volume of inbound opportunities, and this role will be focused on increasing the volume coming from outbound toward our target accounts, who are busy and likely already receive a high volume of messaging. You’ll need to cut through the noise and reach busy people!
• There will be a lot to learn. In this role, you’ll need to quickly get up to speed on our courses, customers, tools, and key personas. You’ll also be a BDR team of one, so you’ll need to learn from various people across the business, rather than being onboarded by any existing BDR team
• Balancing the 1:1 aspect of this job against the scaled programs that can reach large audiences. Ensuring we’re personalized while reaching a large volume of people
  
  
  

Physical Demands

• This is sedentary work that primarily involves sitting/standing in a home office environment
  
  
  

Benefits: The benefits offered for this position can be found here. We provide 20 days of paid time off per year (prorated from your start date) in addition to all 11 federal holidays* and unlimited paid sick leave. (*US-specific benefits. For more details on our Canadian benefits, leave a note in your application.)

How to Apply: Applications for this position will be accepted via our job board. Excited about the opportunity, but worried you don’t meet all the requirements? Apply anyway, and give us both the chance to find out. We welcome you to read more about our approach to job descriptions by our VP of People, Melanie Naranjo. Curious to know what it’s like to interview with us? Read more here.

Ethena is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace. We believe that a successful organization is one that celebrates its employees for who they are, who they love, and the unique lens through which they experience the world. Ethena does not discriminate based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, Veteran status, or other legally protected status. We understand that our differences make us better. They empower us to learn from each other, lean on each other, and create a product and community that models the behavior we hope to see in others.

We are not currently offering employer visa sponsorship for this role.

Disclaimer: The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.

The on-target earnings for this role are $80,000 - $100,000 annually. The pay structure for this role is a combination of base pay and commission. The guaranteed base salary ranges from $50,000 - $70,000, depending on experience with the remaining variable pay earned via commission.

• Note that we are open to hiring at a more senior level depending on experience