Business Development Representative

As a Business Development Representative, you will own the first sales conversation with prospective customers. You’ll connect directly with business owners to understand how their business operates, uncover their needs and challenges, and introduce how Relay can support them.

This is not just a qualification role. You will learn how each prospect and their business operates, apply value selling frameworks to your conversation, handle objections, and help them understand where Relay may fit - creating a strong handoff to an Account Executive.

Our sales motion is still being built. Processes, lead sources, and priorities will change as we learn. We are looking for someone who can perform within that environment, thrives in an ever-changing environment, and helps make it better.

What You’ll Be Doing

• Work a mix of inbound and outbound leads selected based on fit and buying signals

• Lead phone conversations with small business owners

• Run discovery to understand how prospects manage their business and finances

• Handle common objections and guide qualified prospects toward the right next step

• Explain Relay’s value in clear, simple language based on what you learn

• Give Account Executives the context they need to continue the conversation

• Consistently meet activity, conversion, and meeting targets

• Review your performance, seek coaching, and apply feedback to future calls

• Surface recurring objections, lead-quality issues, and process gaps

• Share what works and help improve team resources, talk tracks, and workflows

Who You Are

• You have 6 + months of SDR, BDR, or similar sales experience, with a consistent record of meeting or exceeding performance targets

• You have demonstrate a history of pursuing difficult goals at a high level, whether through sales, work, school, sports, or another area requiring discipline, sacrifice, and sustained effort

• You have a strong sense of ownership over your results, focusing on the actions you can control when lead flow, processes, or business conditions are difficult

• You are highly coachable, with a habit of seeking feedback, applying it quickly, and showing how it changed your performance

• You are competitive and driven to improve, using top performers and the resources around you to learn and raise your own standard

• You are hungry for growth, have a strong desire to achieve excellence, and thrive in a competitive environment

• You are comfortable working through change and unclear processes while helping improve how the team works

• You are a confident communicator who can ask thoughtful questions, handle objections, and explain complex products or ideas simply

• You have experience in B2B, SaaS, fintech, accounting software, neobanking, or selling to small businesses is a strong plus

• You have experience in hospitality, competitive athletics, entrepreneurship, peer coaching, process-building, or thoughtful use of AI are all strong supporting signals

The Interview Process

• Stage 1: A 30-minute Google Meet video call with a member of the Talent team

• Stage 2: A 45-minute Google Meet video call with the Business Development Manager

• Stage 3: A take-home writing sample

• Stage 3: A 60-minute Google Meet video call, including a mock cold call exercise followed by an interview with our Sales Leadership team

• Stage 4: A 45-minute in-person interview with a member of the Leadership team

The annual salary range for this role is $79,000 - 97,428 OTE.

For candidates who demonstrate full readiness for the defined scope of the role, the typical starting salary is $88,500 OTE. Offers below this point reflect candidates we believe can grow into the full scope of the role with support and development. Offers above this point reflect impact that meaningfully exceeds the role’s defined expectations or an expanded scope from day one.

• You push relentlessly for reinvention: You're always asking "how can this be better?" -- in your work, in your craft, in yourself. Comfort is a signal to push harder, not coast. You'd rather build something better than defend something familiar.