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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
- 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
- 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 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
We believe Relayers should feel rewarded for the impact they have on our mission and growth. Compensation follows impact. As impact increases, compensation grows, and we do not limit compensation changes to a once-a-year review cycle.
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.
Why Relay Might Be the Perfect Fit For You
- 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.
- You crave autonomy: We trust our team with big challenges and the freedom to solve them. If you’re someone who takes initiative, is comfortable taking risks, and seeks input when needed, you’ll find the freedom here empowering.
- You own your work: You take pride in your work, follow through on commitments, and feel a deep sense of responsibility for outcomes, not just tasks.
- You build with AI, not just use it: You're actively embedding AI into how you work, pushing what's possible, and bringing your team along with you.
- You care about impact, not noise: You care deeply about the substance of your work. You measure success by results, not recognition, and you let your work speak for itself.
- You’re energized by complexity and ambiguity: You enjoy tackling problems that don’t come with a playbook. You’re comfortable building from scratch, iterating as you go, and collaborating to shape the best path forward.
- You seek out feedback: You see directness as respect, not criticism. You actively seek input, sit with hard truths, and use feedback as fuel for improvement.
- Small businesses are why we're here: Relay exists to help them thrive -- and that mission has to resonate with you.
We're looking for people who are relentless, curious, and care deeply about the work. You're encouraged to apply even if your experience doesn't perfectly match the job description -- your perspective and drive matter more. We welcome diverse backgrounds and people who think critically, challenge the status quo, and want to help small businesses thrive.
If you require accommodations at any stage of the hiring process, please reach out to your Talent Partner.
Disclaimer: For compliance reasons, all offers of employment at Relay are conditional upon a successful background check and employment verification through Certn.
Important Notice: Relay’s recruitment team only contacts candidates and corresponds from official corporate email addresses ending in @relayfi.com. We will never ask for sensitive personal data (such as bank account details, credit card numbers, or social security/insurance numbers) during the initial application or interview stages.
