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Ethena is a compliance training platform that uses AI to customize training content to each company's unique brand, roles, policies, and risks. The platform serves 1M+ learners across 2,000+ organizations and also offers integrated compliance tools including Hotline & Case Management, Policy Bot, and Phishing Simulator. The company maintains a 96% customer renewal rate and 120%+ net dollar retention.
You'll join the GTM Engineering & Business Development team as a Business Development Representative, reporting to Jamie Dodson (Lead, GTM Engineering & Business Development). This is a phone-heavy role focused on building pipeline for Account Executives who sell to HR, People, Legal, and Compliance leaders.
Outbound work (approximately 60% of time): Run daily cold call blocks into target accounts to book first meetings. Build multi-channel sequences combining calls, email, and LinkedIn tied to real buying signals like job changes, competitor renewals, regulatory updates, and hiring activity. Write and refine talk tracks, openers, and objection responses. Research accounts and personas before dialing. Multi-thread into top accounts and partner with Account Executives and Customer Success Managers to identify expansion opportunities at existing customers.
Inbound work (approximately 40% of time): Follow up on marketing-sourced leads including demo requests, Sample Training requests, MQLs, event leads, webinar attendees, and inbound email. Prioritize high-intent leads and call them first. Work the "didn't book" and "no-show" segments aggressively as they represent the highest-intent leads most likely to convert. Qualify leads against the Ideal Customer Profile and hand off to the appropriate Account Executive or Customer Success Manager. Provide feedback to Marketing on which campaigns, events, and content actually generate pipeline.
Cross-functional responsibilities: Track conversion metrics from outreach to connect to meeting, identify drop-off points, and propose improvements. Maintain accurate records in HubSpot and Salesforce to ensure pipeline and attribution reporting integrity. Build and use AI-assisted workflows for account research and first-touch drafting.
The role emphasizes autonomy—you can test new talk tracks, build custom call blocks around live buying signals, and use AI tools to research accounts efficiently. The team values self-coaching: listening back to your own calls, tightening your opener, and iterating daily. Ethena is a fully remote, North American-timezone-inclusive organization with a culture that values diversity, feedback, and ownership.
REQUIREMENTS:
- Proven cold calling success: 1–2 years in a BDR or SDR role with high-volume dialing against quota and demonstrated ability to book meetings from cold conversations
- Comfort with rejection and resilience; ability to handle objections live, stay curious, and still ask for the meeting
- Self-coaching mindset: listen to your own calls, solicit feedback, and adjust quickly
- Clear, fast, human writing; follow-up emails that read like a person wrote them
- Ability to prioritize between fresh demo requests and protected call blocks
- Experience with tools such as Amplemarket, Clay, HubSpot, Salesforce, and power dialers or similar calling platforms
- Experience A/B testing talk tracks and messaging, and reading results honestly
- Experience with AI tools for account research and copywriting
- Plus: experience selling to HR, Legal, or Compliance personas, or working in a regulated field
- Plus: experience at more than one B2B SaaS company
Note: Ethena is currently hiring candidates based in the United States and is not offering employer visa sponsorship for this role. The company does not allow AI tools (including note takers, transcription tools, or recordings) during interviews.
