Business Development Team Lead growing Fenergo’s AI - powered financial crime compliance software pipeline. Leading Toronto enterprise sales development while carrying strategic accounts and coaching representatives.
About the role
- Senior BDR building Advantage pipeline for Katana's AI-first inventory and manufacturing SaaS. Recovering demos, winning back lost deals, nurturing leads, and testing targeted outbound.
Responsibilities
- Build win-back, no-show recovery and nurture motions for Katana's Advantage go-to-market motion
- Report to the VP of Revenue
- Create qualified opportunities for Account Executives
- Convert inbound leads through fast follow-up and qualification
- Recover demo no-shows by following up the same day and rebooking within 48 hours
- Establish and manage the demo no-show backlog with RevOps
- Run structured win-back campaigns on closed-lost opportunities
- Determine why deals were lost and whether changed circumstances justify restarting them
- Convert in-market leads and past contacts from nurture into Sales conversations
- Design and run narrow, ICP-only outbound experiments, no more than two at a time
- Define each experiment's hypothesis, success bar and kill date
- Evaluate experiment results and stop campaigns that miss their success bar
- Establish qualified-opportunity baselines and repeatable sales motions
- Document the playbook for future BDRs
Requirements
- Worked as a BDR or SDR in B2B SaaS for a few years
- Consistently hit or exceeded quota
- Can point to pipeline and Closed Won business originating from your work
- Experience in inventory, supply chain, manufacturing, ERP or operations software, or experience in similar customer businesses
- Ability to identify complexity and distinguish simple integrations from systems requiring solution design
- Ability to hold credible first conversations with Operations Managers, Finance leads and founders
- Strong qualification judgment
- Ability to write messages that get replies
- Ability to run outbound experiments using hypotheses, success bars and results analysis
- Ability to maintain clean CRM data
- HubSpot experience is a plus
- Experience selling to growing SMBs needing tailored solutions is nice to have
- Experience using AI tools for account research and personalized outreach is nice to have
- Experience in an evolving sales motion is nice to have
Benefits
- Employee Stock Option Program
- Statutory annual leave aligned with local requirements
- Global minimum of 4 weeks of time off
- 3 paid health days annually
- Birthday off
- Fully paid 1-month sabbatical after every four years at Katana
- 1,000 EUR travel budget after every four years at Katana
- Home office stipend
- Health & wellness package through Sun Life
- Modern tools and tech, including AI-enabled tools
- Competitive, market-aligned OTE
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