Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly.

We're a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday. Starting February 2, 2026, we will require three days per week in office - Monday, Wednesday and Thursday.

As a perk, we also have up to four weeks per year of fully remote work!

Sales at Brex

The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers.

Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.

What you'll do

As an UpMarket Account Executive, you will be part of a fast-paced upmarket sales team focused on sourcing net-new customers and generating revenue in our UpMarket segment (250-1000 employee range).

This team is tasked with hunting exciting, growing, new clients for Brex and communicating the value of our industry-leading Financial Operating System (Corporate Credit Card, Expense Management, Travel, etc.).

If you thrive in an entrepreneurial environment, enjoy following proven processes, and love leading cross-functional teams to solve complex business challenges, this role is for you!

Where you'll work

This role will be based in our Seattle office.

Deal Cycle Management: Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles simultaneously, including prospecting, discovery, demo, and closing.

Pipeline Management: Build and manage a robust sales pipeline with multiple channels (AE self-generated, SDR, Events Marketing, and Inbound), ensuring a steady flow of qualified leads and opportunities.

Value Selling: Position yourself as a trusted business advisor, effectively articulating Brex’s unique value proposition and solving customer pain points by focusing on business outcomes.

Process-Driven Selling: Follow established sales processes, including leveraging Solution Consultants (SCs), pulling vendor files, and utilizing Mutual Action Plans (MAPs) to manage deals from start to implementation.

Cross-Functional Collaboration: Lead cross-functional teams, including SCs, product, marketing, and implementation consultants, to ensure seamless deal execution and post-sale success.

Be effective at driving alignment across internal partners.

Problem Solving: Engage multiple stakeholders (e.g., Controller, Finance, IT, Procurement) on each opportunity, acting as a strategic partner and guiding them through complex decisions that deliver business growth and value.

Requirements

4+ years of B2B SaaS closing experience, preferably in a net-new logo acquisition environment and 1+ year of SDR/BDR experience

Familiarity selling SaaS products/solutions with an ability to communicate business outcomes rather than relying solely on product features

Process-oriented with experience following structured sales methodologies like MEDDICC/MEDPICC

An understanding of the value of strong, repeatable processes

Proven success in entrepreneurial or scrappy environments, where you’ve had to build without relying on a big brand name

Ability to lead cross-functional teams, working closely with SCs and other internal stakeholders to drive deals to successful close

Demonstrated ability to ramp quickly and close your first deal within 90 days

Experience speaking the customer’s language rather than just focusing on product terminology

Bonus points

Experience Selling Financial Software: Familiarity with financial technology solutions such as Expense Management, ERP systems, AP Automation, T&E platforms, and Accounting Software.

Compensation

The expected OTE budgeted for this role is $208,000 - 230,000.

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At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff ‒ payroll, health insurance, 401(k)s, and HR ‒ so owners can focus on their craft and their customers.

The Franchise Account Executive role is an opportunity to help build and scale one of Gusto's newest growth channels. Franchise represents a massive and largely untapped market, and this team is focused on activating franchise owners across established partner networks and high-potential industries.

As a Franchise AE, you'll operate in a true outbound motion ‒ prospecting into multi-unit operators, building relationships with influential owners, and closing new business that can scale across locations. You'll also help shape the playbook for how Gusto sells into franchise ecosystems as we grow this program into a durable revenue engine for the company.

Responsibilities

• Own new franchise revenue generation. Prospect into franchise ownership groups within Gusto’s partner networks and target industries, building pipeline through outbound outreach and relationship development with multi-unit operators and influential franchise owners.

• Execute and refine the franchise sales playbook. Leverage the existing franchise sales motion to drive consistent pipeline and deals, while providing feedback and insights that help improve messaging, targeting, and overall execution as the program scales.

• Run the full sales cycle. Manage deals from prospecting through close, partnering with BDRs who support high-volume outreach while focusing your time on larger ownership groups and strategic franchise opportunities.

• Develop relationships with influential franchise operators. Engage multi-unit owners, directors of operations, and regional leaders to understand operational needs and position Gusto as a scalable payroll and workforce platform across multiple locations.

• Partner cross-functionally to drive franchise success. Collaborate with the Franchise Partner Manager, Sales Ops, and Marketing to activate franchise networks, support partner initiatives, and identify opportunities to expand within existing franchise relationships.

• Build referenceable wins within franchise networks. Secure early customer success stories and multi-location operators that can serve as proof points and accelerate adoption across additional franchisees.

• Drive consistent outbound pipeline generation. Maintain a disciplined outbound motion across named franchise accounts and industry segments, using a mix of calls, emails, LinkedIn outreach, and events to create new opportunities.

• Represent Gusto in franchise communities. Attend franchise conferences, regional events, and industry gatherings to build relationships, generate pipeline, and strengthen Gusto’s presence in the franchise ecosystem.

• Achieve and exceed revenue targets. Consistently deliver against quarterly targets for MRR and new customer adds while contributing insights that help scale the franchise program over time.

• Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next.

Requirements

• 3+ years of quota-carrying B2B SaaS AE experience, ideally with outbound new business in SMB, mid-market, or franchise/multi-unit contexts.

• Proven track record as a hunter ‒ generating your own pipeline, landing new logos, and expanding into complex accounts.

• Payroll sales experience is a strong plus.

• Experience navigating multi-unit and franchise structures (franchisors, franchisees, regional/holding companies) is a strong plus.

• Proven, day-to-day experience integrating AI into how you work ‒ across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.

• Strong discovery and storytelling skills ‒ able to uncover compliance, payroll, and onboarding pain points and tie them to ROI.

• Comfortable partnering with BDRs: coaching, collaborating on sequences, and maximizing top-of-funnel conversion.

• Entrepreneurial mindset ‒ thrives in building new motions, testing playbooks, and iterating quickly.

• Willingness to travel 25–35% of the time to conferences and in-market opportunities.

Salary

The on-target earnings (OTE) for this role range from $134,000/yr to $155,000/yr in Denver, Atlanta, Chicago & Las Vegas, and $126,000/yr to $144,000/yr in Phoenix. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure.

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At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.

As a Business Development Representative, you will be responsible for identifying and researching prospective Cloudflare accounts in our Enterprise segment (2500 or more employees and/or strategic logos in the region), conducting outreach to the appropriate contacts within each account, sourcing meetings, and running discovery calls using sales qualification frameworks (e.g., BANT and CHIIP).

You will be paired with Strategic/Enterprise Account Executives who will work to close opportunities that you source for them. You will also work with a variety of cross-functional teams including product marketing, field marketing and sales enablement.

While there are activity benchmarks that lead to successful BDRs, this is an autonomous role that gives you the opportunity to be creative and proactive with your outbounding strategies.

You will not be given a list and script to repeat. Instead, you are given a quarterly goal and can work with your manager to create methods to achieve them.

You will not be expected to have a thorough understanding of Cloudflare products at the outset, but we do expect you to have a strong interest in our industry and product line. You will be responsible for identifying product-fits across a variety of companies so having a passion for Cloudflare is important.

Day in the Life of BDR at Cloudflare

Own and meet target quota related to number of qualified opportunities, value of sales pipeline, and revenue

Develop new business opportunities from paired AEs' named accounts (typically large-scale Enterprise companies)

Identify target accounts with strategic timing and strong use cases through qualitative and data-driven approach

Work cross-functionally with stakeholders (account executives, marketing, sales operations, fellow BDRs)

Help lead BDR team-wide campaigns or initiatives (we’re a collaborative group)

Write emails and letters you’d love to open; make calls you’d love to receive; ask compelling questions

Report, track, and manage sales activities and results using SFDC and Salesloft

Play an active role in the creation and iteration of team processes

Examples of desirable skills, knowledge and experience

Self-motivated; entrepreneurial spirit

Comfortable working in a fast-paced, dynamic environment

Strong interpersonal communication skills

Customer-oriented mindset with empathy and curiosity

Aptitude to learn technical concepts/terms

Ability to manage multiple tasks/projects simultaneously

Track record of successful business development in Enterprise segment territory in tech sales environment

2+ year of experience in BDR or in a similar capacity in technology industry is preferred

Experience in Salesloft is a plus

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers,at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use,it is the first consumer-focused service Cloudflare has ever released.

Here’s the deal,we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law.

We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you

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The position is responsible for building, maintaining, and implementing automated and manual tests, collaborating closely with Agile teams, and improving overall test reliability, coverage, and efficiency across UI, API, and end-to-end workflows.

Key responsibilities include:

• Building, developing, and maintaining comprehensive automation test strategies, test plans, and test cases for Salesforce applications.
• Strengthening the Salesforce quality engineering capability by crafting and implementing scalable, enterprise-grade automation frameworks that support reliable and predictable releases.
• Building, improving, and maintaining automation solutions using Java, Selenium WebDriver, and Cucumber BDD to ensure comprehensive test coverage across UI, business workflows, and integrations.
• Automating test suites into our CI/CD pipelines using GitHub Actions and DevOps standard methodologies, enabling continuous testing and accelerating time to market.
• Validating sophisticated Salesforce business processes and user experiences through structured functional and automated testing strategies that support operational perfection.
• Ensuring robust system integrations by implementing API automation using REST Assured and conducting endpoint validation through Postman.
• Applying strong testing fundamentals,including regression optimization, defect workflow management, risk-based test development, and RCA,to continuously elevate product quality.
• Collaborating with Engineering, Product, and DevOps teams to embed quality throughout the software development lifecycle and support scalable digital transformation initiatives.

Requirements include:

• 3-5 years of dynamic experience in Automation Quality Assurance, with hands-on expertise in Salesforce testing and validation of critical business workflows.
• Strong proficiency in Java and confirmed experience building and maintaining scalable automation frameworks using Selenium WebDriver and Cucumber BDD.
• Practical experience integrating automated test execution within CI/CD environments, preferably GitHub Actions, along with a confirmed understanding of DevOps pipeline configuration.
• Strong experience in API testing using REST Assured and Postman, with the ability to validate service reliability and integration stability.
• Shown understanding in software testing principles, including test strategy development, regression planning, defect lifecycle management, and root cause analysis.
• Experience using JIRA or similar tools for defect tracking, reporting, and quality metrics clarity.
• Strong written and verbal communication skills in English and collaborate successfully within multi-functional, globally distributed teams.

Most importantly, you bring a quality-first demeanor, a dedication to continuous improvement, and to operate with ownership, accountability, and a focus on delivering high-impact, scalable solutions.

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Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly.

As an UpMarket Account Executive, you will be part of a fast-paced upmarket sales team focused on sourcing net-new customers and generating revenue in our UpMarket segment (250-1000 employee range). This team is tasked with hunting exciting, growing, new clients for Brex and communicating the value of our industry-leading Financial Operating System (Corporate Credit Card, Expense Management, Travel, etc.).

If you thrive in an entrepreneurial environment, enjoy following proven processes, and love leading cross-functional teams to solve complex business challenges, this role is for you!

Where you'll work

This role will be based in our New York City office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday. Starting February 2, 2026, we will require three days per week in office - Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

Deal Cycle Management: Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles simultaneously, including prospecting, discovery, demo, and closing.

Pipeline Management: Build and manage a robust sales pipeline with multiple channels (AE self-generated, SDR, Events Marketing, and Inbound), ensuring a steady flow of qualified leads and opportunities.

Value Selling: Position yourself as a trusted business advisor, effectively articulating Brex’s unique value proposition and solving customer pain points by focusing on business outcomes.

Process-Driven Selling: Follow established sales processes, including leveraging Solution Consultants (SCs), pulling vendor files, and utilizing Mutual Action Plans (MAPs) to manage deals from start to implementation.

Cross-Functional Collaboration: Lead cross-functional teams, including SCs, product, marketing, and implementation consultants, to ensure seamless deal execution and post-sale success. Be effective at driving alignment across internal partners.

Problem Solving: Engage multiple stakeholders (e.g., Controller, Finance, IT, Procurement) on each opportunity, acting as a strategic partner and guiding them through complex decisions that deliver business growth and value.

Requirements

4+ years of B2B SaaS closing experience, preferably in a net-new logo acquisition environment and 1+ year of SDR/BDR experience

Familiarity selling SaaS products/solutions with an ability to communicate business outcomes rather than relying solely on product features

Process-oriented with experience following structured sales methodologies like MEDDICC/MEDPICC

An understanding of the value of strong, repeatable processes

Proven success in entrepreneurial or scrappy environments, where you’ve had to build without relying on a big brand name

Ability to lead cross-functional teams, working closely with SCs and other internal stakeholders to drive deals to successful close

Demonstrated ability to ramp quickly and close your first deal within 90 days

Experience speaking the customer’s language rather than just focusing on product terminology

Bonus points

Experience Selling Financial Software: Familiarity with financial technology solutions such as Expense Management, ERP systems, AP Automation, T&E platforms, and Accounting Software.

Compensation

The expected OTE budgeted for this role is $208,000 - 230,000. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

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This team is tasked with hunting exciting, growing, new clients for Brex and communicating the value of our industry-leading Financial Operating System (Corporate Credit Card, Expense Management, Travel, etc.).

If you thrive in an entrepreneurial environment, enjoy following proven processes, and love leading cross-functional teams to solve complex business challenges, this role is for you!

As an UpMarket Account Executive, you will be responsible for:

Deal Cycle Management: Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles simultaneously, including prospecting, discovery, demo, and closing.

Pipeline Management: Build and manage a robust sales pipeline with multiple channels (AE self-generated, SDR, Events Marketing, and Inbound), ensuring a steady flow of qualified leads and opportunities.

Value Selling: Position yourself as a trusted business advisor, effectively articulating Brex’s unique value proposition and solving customer pain points by focusing on business outcomes.

Process-Driven Selling: Follow established sales processes, including leveraging Solution Consultants (SCs), pulling vendor files, and utilizing Mutual Action Plans (MAPs) to manage deals from start to implementation.

Cross-Functional Collaboration: Lead cross-functional teams, including SCs, product, marketing, and implementation consultants, to ensure seamless deal execution and post-sale success.

Be effective at driving alignment across internal partners.

Problem Solving: Engage multiple stakeholders (e.g., Controller, Finance, IT, Procurement) on each opportunity, acting as a strategic partner and guiding them through complex decisions that deliver business growth and value.

Requirements:

4+ years of B2B SaaS closing experience, preferably in a net-new logo acquisition environment and 1+ year of SDR/BDR experience

Familiarity selling SaaS products/solutions with an ability to communicate business outcomes rather than relying solely on product features

Process-oriented with experience following structured sales methodologies like MEDDICC/MEDPICC

An understanding of the value of strong, repeatable processes

Proven success in entrepreneurial or scrappy environments, where you’ve had to build without relying on a big brand name

Ability to lead cross-functional teams, working closely with SCs and other internal stakeholders to drive deals to successful close

Demonstrated ability to ramp quickly and close your first deal within 90 days

Experience speaking the customer’s language rather than just focusing on product terminology

Bonus points:

Familiarity selling financial software (Expense Management, ERP, AP Automation, T&E, Accounting Software, etc.)

Experience managing medium-complexity sales cycles and leading strategic, consultative conversations with multiple stakeholders

Compensation: The expected OTE budgeted for this role is $165,000-205,000 CAD.

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Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly.

As an Account Executive, you will be part of a fast-paced upmarket sales team focused on sourcing net-new customers and generating revenue in our UpMarket segment (250-1000 employee range). This team is tasked with hunting exciting, growing, new clients for Brex and communicating the value of our industry-leading Financial Operating System (Corporate Credit Card, Expense Management, Travel, etc.).

Responsibilities

• Deal Cycle Management: Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles simultaneously, including prospecting, discovery, demo, and closing.
• Pipeline Management: Build and manage a robust sales pipeline with multiple channels (AE self-generated, SDR, Events Marketing, and Inbound), ensuring a steady flow of qualified leads and opportunities.
• Value Selling: Position yourself as a trusted business advisor, effectively articulating Brex’s unique value proposition and solving customer pain points by focusing on business outcomes.
• Process-Driven Selling: Follow established sales processes, including leveraging Solution Consultants (SCs), pulling vendor files, and utilizing Mutual Action Plans (MAPs) to manage deals from start to implementation.
• Cross-Functional Collaboration: Lead cross-functional teams, including SCs, product, marketing, and implementation consultants, to ensure seamless deal execution and post-sale success.

Requirements

• 4+ years of B2B SaaS closing experience, preferably in a net-new logo acquisition environment and 1+ year of SDR/BDR experience
• Familiarity selling SaaS products/solutions with an ability to communicate business outcomes rather than relying solely on product features
• Process-oriented with experience following structured sales methodologies like MEDDICC/MEDPICC
• An understanding of the value of strong, repeatable processes
• Proven success in entrepreneurial or scrappy environments, where you’ve had to build without relying on a big brand name
• Ability to lead cross-functional teams, working closely with SCs and other internal stakeholders to drive deals to successful close
• Demonstrated ability to ramp quickly and close your first deal within 90 days

Bonus points

• Experience Selling Financial Software: Familiarity with financial technology solutions such as Expense Management, ERP systems, AP Automation, T&E platforms, and Accounting Software.

Compensation

The expected OTE budgeted for this role is $208,000 - 230,000. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity.

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Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly.

As an UpMarket Account Executive, you will be part of a fast-paced upmarket sales team focused on sourcing net-new customers and generating revenue in our UpMarket segment (250-1000 employee range). This team is tasked with hunting exciting, growing, new clients for Brex and communicating the value of our industry-leading Financial Operating System (Corporate Credit Card, Expense Management, Travel, etc.).

Responsibilities

Deal Cycle Management: Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles simultaneously, including prospecting, discovery, demo, and closing.

Pipeline Management: Build and manage a robust sales pipeline with multiple channels (AE self-generated, SDR, Events Marketing, and Inbound), ensuring a steady flow of qualified leads and opportunities.

Value Selling: Position yourself as a trusted business advisor, effectively articulating Brex’s unique value proposition and solving customer pain points by focusing on business outcomes.

Process-Driven Selling: Follow established sales processes, including leveraging Solution Consultants (SCs), pulling vendor files, and utilizing Mutual Action Plans (MAPs) to manage deals from start to implementation.

Cross-Functional Collaboration: Lead cross-functional teams, including SCs, product, marketing, and implementation consultants, to ensure seamless deal execution and post-sale success.

Be effective at driving alignment across internal partners.

Problem Solving: Engage multiple stakeholders (e.g., Controller, Finance, IT, Procurement) on each opportunity, acting as a strategic partner and guiding them through complex decisions that deliver business growth and value.

Requirements

4+ years of B2B SaaS closing experience, preferably in a net-new logo acquisition environment and 1+ year of SDR/BDR experience

Familiarity selling SaaS products/solutions with an ability to communicate business outcomes rather than relying solely on product features

Process-oriented with experience following structured sales methodologies like MEDDICC/MEDPICC

An understanding of the value of strong, repeatable processes

Proven success in entrepreneurial or scrappy environments, where you’ve had to build without relying on a big brand name

Ability to lead cross-functional teams, working closely with SCs and other internal stakeholders to drive deals to successful close

Demonstrated ability to ramp quickly and close your first deal within 90 days

Experience speaking the customer’s language rather than just focusing on product terminology

Bonus points

Familiarity selling financial software (Expense Management, ERP, AP Automation, T&E, Accounting Software, etc.)

Experience managing medium-complexity sales cycles and leading strategic, consultative conversations with multiple stakeholders

Compensation

The expected OTE budgeted for this role is $165,000-205,000.

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You will build and manage a team of 6-10 BDRs who specialize in account-based prospecting, multi-threaded outreach, and sophisticated qualification of enterprise opportunities.

This role requires a leader with deep understanding of enterprise sales cycles, complex organizational dynamics, and the patience to develop long-term strategic accounts.

Key responsibilities include building, leading, and scaling a team of BDRs, driving strategic pipeline generation, partnering with Enterprise AEs, establishing and tracking KPIs, creating comprehensive training programs, and owning pipeline reviews.

Qualifications include 3-5 years of experience managing BDR/SDR or New Business AE teams, a proven track record of building teams that successfully prospect into complex enterprise organizations, personal closing experience, experience with account-based marketing/selling strategies and tools, and strong analytical skills.

Preferred qualifications include experience managing teams prospecting to Fortune 500 or Global 2000 accounts, background in AI/ML, cloud infrastructure, or developer platforms, and track record of developing BDRs who successfully transition to enterprise AE roles.

The annual compensation range for this role is $245,000-$330,000 USD.

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This leader will be responsible for defining Jeeves' global outbound strategy, coaching SDRs across multiple countries, optimizing our pipeline generation engine, and partnering cross-functionally to ensure alignment between SDR, Marketing, and Sales.

This is a high-impact role that requires operational excellence, strong sales enablement skills, and the ability to lead distributed teams in a fast-moving environment.

Key Responsibilities:

• Own the Global SDR Playbook & Strategy: Diagnose, optimize, and scale the global SDR motion,ensuring regional consistency while enabling local strengths.
• Lead, Coach & Develop a High-Performing SDR Team: Manage and mentor SDRs across multiple regions, providing structured 1:1s, real-time call coaching, and performance feedback.
• Drive Pipeline Generation & Conversion: Own global SDR pipeline output and conversion metrics across inbound, outbound, and partner-sourced motions.
• Collaborate Cross-Functionally: Partner closely with Sales leadership to align on ICPs, segmentation, vertical strategy, and opportunity handoff mechanics.

Minimum Qualifications:

• 5+ years of experience in B2B SaaS, fintech, or technology sales, with 3+ years managing SDR/BDR teams (ideally 8–12+ reps).
• Proven success building or scaling outbound SDR programs that consistently hit or exceed pipeline targets.
• Experience managing distributed or multi-region SDR teams across LATAM, NAM, and/or EMEA.

Preferred Qualifications:

• Prior experience in fintech, payments, credit, or financial infrastructure.
• Background building outbound programs for multi-vertical or multi-geography sales teams.
• Familiarity with AI-driven outbound tools and modern SDR productivity platforms.

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This is a high-impact role that requires operational excellence, strong sales enablement skills, and the ability to lead distributed teams in a fast-moving environment.

Key responsibilities include:

• Owning the Global SDR Playbook & Strategy: Diagnose, optimize, and scale the global SDR motion,ensuring regional consistency while enabling local strengths.
• Leading, Coaching & Developing a High-Performing SDR Team: Manage and mentor SDRs across multiple regions, providing structured 1:1s, real-time call coaching, and performance feedback.
• Driving Pipeline Generation & Conversion: Own global SDR pipeline output and conversion metrics across inbound, outbound, and partner-sourced motions.
• Collaborating Cross-Functionally: Partner closely with Sales leadership to align on ICPs, segmentation, vertical strategy, and opportunity handoff mechanics.

Minimum qualifications include 5+ years of experience in B2B SaaS, fintech, or technology sales, with 3+ years managing SDR/BDR teams (ideally 8–12+ reps).

Preferred qualifications include prior experience in fintech, payments, credit, or financial infrastructure, background building outbound programs for multi-vertical or multi-geography sales teams, and familiarity with AI-driven outbound tools and modern SDR productivity platforms.

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Responsibilities

Own the Global SDR Playbook & Strategy

Diagnose, optimize, and scale the global SDR motion,ensuring regional consistency while enabling local strengths. Define outbound strategy, activity frameworks, and pipeline targets across Mexico, Colombia, Brazil, North America, and EMEA. Build the global playbook for SDR excellence, including messaging frameworks, qualification criteria, objection handling, and productivity benchmarks.

Lead, Coach & Develop a High-Performing SDR Team

Manage and mentor SDRs across multiple regions, providing structured 1:1s, real-time call coaching, and performance feedback. Build a culture of accountability, creativity, and continuous improvement. Lead ongoing training on cold outreach, lead qualification, multi-channel prospecting, and effective use of tools.

Drive Pipeline Generation & Conversion

Own global SDR pipeline output and conversion metrics across inbound, outbound, and partner-sourced motions. Oversee lead routing, prioritization, and regional coverage models to ensure consistent flow of qualified opportunities. Identify patterns in high-performing outreach and scale winning tactics across all geographies.

Collaborate Cross-Functionally

Partner closely with Sales leadership to align on ICPs, segmentation, vertical strategy, and opportunity handoff mechanics. Work with Marketing to shape campaigns, tailor messaging, and refine targeting for global outbound programs. Collaborate with RevOps on dashboards, reporting, comp plans, and funnel optimization.

Lead From the Front

Personally prospect into strategic accounts to refine scripts, test new tactics, and model excellence. Uphold high standards for messaging quality, persistence, and customer-centric outreach.

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Responsibilities:

• Respond to inbound inquiries from prospective customers quickly and efficiently.
• Qualify leads based on fit criteria and route high-potential opportunities to Account Executives with thorough context.
• Educate prospects on how OpenRouter helps them optimize LLM costs, improve performance, and access the best models for their needs.
• Maintain meticulous CRM hygiene with detailed notes on prospect needs, objections, timeline, and opportunity size.
• Collaborate with Account Executives to improve the lead handoff process and incorporate feedback on lead quality.
• Partner with Marketing on campaign feedback, messaging effectiveness, and lead source performance.
• Meet or exceed monthly quotas for qualified opportunities created and meetings scheduled.

Qualifications:

• 2+ years of experience in a BDR, SDR, or inside sales role at a B2B SaaS company.
• Track record of consistently hitting or exceeding quota in a metrics-driven environment
• Strong discovery skills—you ask thoughtful questions, listen actively, and uncover real business needs.
• Ability to quickly learn technical products and explain them clearly to both technical and non-technical audiences.
• Excellent written and verbal communication with the ability to craft compelling, personalized outreach.
• Experience with CRM systems and comfort working in sales tools.

Nice to Haves:

• Being the first BDR hire at a startup or fast-growing company.
• Experience at an API-first, AI infrastructure company or technically similar.
• Experience with prompt engineering and LLM evaluation.

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