Business Development Representative

Who we are Hi there 👋 We’re Ethena, compliance training that customizes itself to you. Ethena combines top-rated training content with intelligent AI that builds and adapts training to reflect your company’s unique brand, roles, policies, and risks, so it feels like your team, whether that’s hard hats or virtual meetings. From auto-assigning courses based on HRIS data to transforming your policies into interactive training in minutes, Ethena helps People, Legal, and Compliance teams launch in days (not months) and cut learner seat time by up to 60% with adaptive learning paths. Ethena supports 1M+ learners across 2,000+ organizations, with a 93% learner approval rating and 96% customer renewal rate. Over the past several years, we’ve delivered consistent, durable growth, including 120%+ net dollar retention, 95%+ gross dollar retention, and strong enterprise expansion across industries. Ethena has become a go-to compliance partner for modern, global organizations.

Beyond training, Ethena unifies core compliance tools, Hotline & Case Management, Policy Bot, and Phishing Simulator, into a single platform, with built-in audit trails and compliance controls teams can trust.

Trusted by teams at companies like Genesco, Asana, Pinterest, and Synaptics, it’s a great time to join us.

How we work We’re a team that values diversity in all its forms and loves adding new perspectives. We ask thoughtful questions, challenge assumptions, and build with empathy, for customers and for each other. We care about craft, we love feedback, and we take ownership. We also embrace humor (yes, the puns are real), because doing serious work doesn’t have to feel so serious.

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.

We're looking for a Business Development Representative to join our GTM Engineering & Business Development team. This is a small team that supports the whole commercial motion (sales, marketing, and expansion/customer success). We move fast, prioritize high intent leads most likely to convert, and iterate quickly. You’ll work closely with our other BDR and your manager (who is also our GTM Engineer!) This is a phone-heavy (but not phone-only!) role. Most of your pipeline will come from outbound prospecting, and much of that from cold calls. You'll also handle a steady flow of inbound leads from people who already know who we are, and have strong leads/signals supplied from GTM Engineering. Ethena has a loyal customer base (96% of customers renew every year) and a product line that keeps growing: compliance training, Hotline & Case Management, policy, disclosures, and Phishing Simulator. That gives you a lot to talk about with HR, Legal, and Compliance leaders. Our buyers are busy and get too many emails. The BDRs who win here pick up the phone, earn 30 seconds of attention, and turn them into a meeting. You'll get real autonomy. You can test new talk tracks, build your own call blocks around live buying signals, and use AI-assisted workflows to research an account in minutes. We want someone who treats cold calling as a craft: you listen back to your own calls, tighten your opener, and come back sharper the next day. We’re looking for someone who is a quick learner, a problem solver, and is a self-starter.

Jamie Dodson, Lead, GTM Engineering & Business Development

Outbound (about 60% of your time) Run daily cold call blocks into target accounts. Book first meetings for our Account Executives with HR, People, Legal, and Compliance leaders. Build multi-channel sequences — call, email, and LinkedIn. Tie them to real signals like job changes, competitor renewals, regulatory updates, and hiring activity. Write and refine talk tracks, openers, and objection responses. Share what works so the whole team gets better. Research accounts and personas before you dial, so every conversation starts with a relevant reason to talk. Multi-thread into top accounts, and partner with AEs and CSMs to find new personas and expansion opportunities at existing customers. Inbound (about 40% of your time) Follow up on marketing-sourced leads: demo requests that don't book, Sample Training requests, MQLs, event leads, webinar attendees, and inbound email. Hold yourself to a speed-to-lead standard. Call high-intent leads first. Work the "didn't book" and "no-show" segments hard. They're our highest-intent leads and the most likely to go cold. Qualify against our ICP, then hand off to the right AE or CSM. Tell Marketing which campaigns, events, and content actually turn into pipeline. Across both Track your conversion from outreach to connect to meeting, find where you're losing people, and fix it (or propose fixes to the team) Keep HubSpot and Salesforce accurate, so our pipeline and attribution reporting holds up. Build and use AI-assisted workflows for research and first-touch drafting that save time without sounding templated.

Proven cold calling success. You have 1–2 years in a BDR or SDR seat, you've made high-volume dials against a quota, and you can point to meetings booked from cold conversations. You're comfortable with rejection and hard to rattle. You can handle an objection live, stay curious, and still ask for the meeting. You coach yourself. You listen back to your calls, ask for feedback, and adjust quickly. Your writing is clear, fast, and human. Your follow-up emails read like a person wrote them. You know how to prioritize between a fresh demo request and your next call block. Experience with tools like Amplemarket, Clay, HubSpot, Salesforce, and a power dialer or similar calling platform. Experience A/B testing talk tracks and messaging, and reading the results honestly. Experience with AI tools for account research and copywriting. A plus: experience selling to HR, Legal, or Compliance personas, or working in a regulated field. A plus: experience at more than one B2B SaaS company.

The phone is unforgiving. Most dials won't connect, and many conversations end quickly. You'll need the resilience to have a great conversation on call 60 as well as call 6. Balancing inbound and outbound. Inbound leads need speed, and outbound needs protected focus time. You'll decide every day how to protect your call blocks without letting a hot lead sit. A steep learning curve. You'll need to get up to speed fast on our products, customers, personas, and the compliance landscape so you can think on your feet. Ethena is a startup — we move fast and are very busy! We’ll onboard you, but much of your learning in this area will be self-directed, Cutting through the noise. Our buyers are busy and get too much outreach, so you'll need to show us you can earn attention.

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