Business Development Representative
Ethena
Sales & Business Development
Remote
Posted on Feb 27, 2025
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.
And hey, others have noticed what we’re building too — we were just ranked #47 on the Best Startup Employers list! 🎉
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!
Our workforce is fully remote and your personal working hours can be based on your own timezone. All team-wide meetings are scheduled to be inclusive of all North American time zones.
Who we’re looking for
We’re looking for two Business Development Representatives to join our Marketing team. Each will report to our VP of Marketing. Given our current business needs, we envision one BDR focusing on customer growth through upsells in close partnership with our Customer Success team and one BDR focusing on expanding our customer base through new prospect sales in close partnership with our Sales team. The focus of each role may change over time as business needs evolve; so either way we’re looking for passionate folks to increase awareness of Ethena’s diverse offerings and generate sales opportunities.
Ethena today has a fabulous group of loyal customers (96%+ retention!) and strong advocacy. Our customers love us! With a growing set of products and courses (eg. Compliance Training Courses and Software, Hotline & Case Management, Phishing Simulator) there is a huge opportunity for our BDR’s to help us add new customers and grow our existing ones.
As a tech start-up you’ll have a lot of autonomy to try new things: testing outbound messaging to large audiences, leveraging executives, and using our network of advisors to reach prospects and customers and secure meetings with our sales and customer success teams. We’re looking for someone who is a quick learner, a problem solver, and is a self-starter.
Open to candidates with experience in cold outreach, whether that’s direct BDR/SDR experience or more indirect experience such as Talent Acquisition.
Reports to
Chris Vandermarel, VP of Marketing
What you'll do
- Build multi-channel (calls, emails, linkedin, video, events, exec/advisor) outbound programs that reach our key personas at target accounts, ultimately leading to new qualified opportunities for the sales and/or customer success team.
- Work with Marketing, Revenue Ops, and Sales stakeholders to ensure alignment.
- Develop outbound messaging and creative concepts that catch attention, generate responses, and open relationships with our prospects and with new personas at our existing accounts.
- Ensure a tight and thorough follow-up process on marketing leads sourced from events, content, webinars, etc.
- Drive attendance to our in-person events from target account lists and new personas at our customer accounts
- Continuously monitor your outbound cadences and optimize performance.
- Leverage connections on social networks to help facilitate new introductions to Ethena.
- Assist account executives and customer success managers with account research, value hypotheses, and prospecting strategy.
- Work with AEs or CSMs to prep for meetings, mine connections/referrals, multi-thread, and generate interest within top accounts.
- Build new outbound sequences using inspiration from executives, advisors, customers, and competitors.
What makes a great candidate
- Experience with sourcing leads and targeted outreach. Prior cold outbound experience is a must (BDR/SDR experience, Talent Acquisition, etc.)
- Past experience leveraging advisor and investor networks to facilitate introductions
- Familiarity with tactics that turn customer advocacy into new customers
- Strong creative writing ability and outside-of-the-box thinking to capture attention. Clear written communication skills.
- Expertise using outbound tools such as outreach.io, Lemlist, 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 demonstrated success with AI-based workflows and tools to help with research and copywriting
- Experience at multiple B2B SaaS organizations is preferred
- Experience and proven success with cold calling on the phone
What's going to be the hardest part
- Thinking on the spot, learning a lot, and iterating quickly because you’ll be on the front lines of expanding into new personas.
- A steep learning curve. You’ll need to quickly get up to speed on our courses, customers, tools, and key personas.
- Balancing outbound volume and quality to ensure you hit quota
- Ethena already generates a large volume of inbound opportunities, and this role will be focused on increasing the volume coming from sales outbound channels. Our prospects are busy and already inundated with messages, so you’ll need to prove to us you can cut through the noise.
Compensation
- The pay structure for this role is a combination of base pay and commission.
At Ethena, we're committed to fair and equitable compensation. We carefully evaluate each candidate's skills and qualifications to provide our best possible offer upfront. Our no-negotiation policy ensures that our first offer is always our best offer, promoting pay equity throughout our organization.
Physical Demands
This is sedentary work that primarily involves sitting/standing in a home office environment.
Location
Ethena is a remote-first organization and is currently hiring candidates based in approved locations in the United States. The list of approved locations for this role is:
AZ - Arizona
CA - California
CO - Colorado
DE - Delaware
FL - Florida
GA - Georgia
IL - Illinois
IN - Indiana
MA - Massachusetts
MD - Maryland
NC - North Carolina
NJ - New Jersey
NY - New York
TX - Texas
UT - Utah
WY - Wyoming
*Please note that Ethena reserves the right to change the list of approved locations.
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 Chief People Officer, 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.