Founding Business Development Representative

About the RoleWe're looking for our first Business Development Representative — someone excited to help build the sales development function from the ground up. This isn't a typical BDR role. You won't be handed a rigid playbook — you'll help write it. You'll work closely with leadership and our Account Executives to build the outbound and inbound motion that fuels our next phase of growth. The right person will combine prospecting discipline, executive presence, and curiosity to open doors with procurement leaders at some of the world's most interesting companies. You will be the first point of contact for future LightSource customers and help architect the foundation of our sales development engine.Role & ResponsibilitiesBuild the outbound prospecting playbook from scratch — messaging, sequencing, targeting, and multi-threading strategiesDrive top-of-funnel pipeline generation for our Account ExecutivesDesign and implement our inbound lead qualification process as marketing scalesConsistently hit and exceed activity and meeting quotasPartner closely with AEs and leadership to align on weighted pipeline goalsLeverage modern sales tools (HubSpot, Apollo, Outreach, Clay, AI GTM tools) to maximize efficiencyTrack performance metrics and continuously refine outreach strategiesHelp hire and mentor future BDRs as the team growsAbout YouYou're not looking to follow a script — you want to write it. You've been in the top 10% of performers and want more ownership. You enjoy building pipeline from scratch and thrive in environments where initiative matters more than process. You're disciplined with metrics but lead with empathy. You know how to build pipeline using modern sales tools and you're excited about using AI and automation to multiply output, not just increase effort. You might be a great fit if you:Have 2–3+ years of experience in a high-growth BDR/SDR role (SaaS or enterprise software preferred)Have a track record of top performance in outbound prospectingAre comfortable with high activity levels (150+ dials per week doesn't scare you)Understand modern sales stacks and prospecting toolsHave strong written and verbal communication skillsCan clearly articulate complex value propositions and generate interest quicklyAre data-driven and disciplined — you track what works and double downThrive in fast-moving startup environments with high autonomy and high expectationsWant to grow into leadership and help build a team over timeValue direct feedback and continuous improvement