Business Development Representative II

About the Role:

This is a critical hire for us and one the Extend team is heavily focused on developing. We are building out a strong outbound motion against a defined and specific Ideal Customer Profile (ICP) within ecommerce and retail brands. We want BDRs, or as we call them ExtenDRs, who can contribute on day one. As an ExtenDR, you will sit within our sales team powering the engine that runs our Go-To-Market organization and brings in revenue.
You will be the first point of contact for merchants who could become long-term Extend customers. You'll run multi-channel outbound (calls, email, LinkedIn, texting) into Director, VP, and C-level decision makers at ecommerce brands and retailers, partner closely with Account Executives to convert qualified meetings into pipeline, and help us figure out what "good" looks like as we scale.
This is not a seat for someone who wants a script handed to them. The playbook is being written, and you'll have the opportunity to shape and develop the playbook for this motion with us.

We're looking for individuals who have the passion, hunger, and drive to join a thriving startup in the tech ecommerce space and someone who gets excited picking up the phone, writing cold emails, and going to industry events to engage with prospects to generate qualified opportunities for AEs. You are able to effectively collaborate with additional cross-functional teams like marketing, partnerships, and growth strategy.

Who You Are:

Key Traits of an Ideal ExtenDR

• Coachability. You are highly coachable and enjoy hearing feedback on how you can improve your craft. You will experience many opportunities to improve the way you prospect, sell, and on-board at Extend. you get excited about receiving feedback to help up-level your skills.
• Resilience. You handle objections and rejection day in, day out without losing energy or letting one bad call bleed into the next. You don't take "no" personally and you can show us a track record in sales or in life of pushing through repeated setbacks and demonstrating resilience.
• Curiosity. You lead with questions, not pitches. On a cold call you want to understand the merchant's business, their post-purchase pain, and what their customers actually experience not recite every feature in our deck. Good ExtenDRs in our world earn the meeting by showing genuine interest in our prospect and understanding what is important to them.
• Self-starter mentality. When you hit a wall, you take a swing at it before escalating. You come to your manager with a menu of options on how you solved the challenge without having to have it solved for you. You build your own systems, tell us whats working, and improve your current processes after implementing feedback.

Required

• 12 years of professional experience within retail/ecommerce space or 612 months in an SDR/BDR role at an ecommerce, fintech, or merchant-tech company (Shopify ecosystem, payments, embedded finance, warranty/protection, post-purchase, loyalty, reviews, shipping, etc.).
• New college graduates or those with less than 1 year of professional experience will not be considered at this time.
• A demonstrated track record of hitting or exceeding outbound activity and pipeline targets.
• Hands-on experience with a modern outbound stack: Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Lusha and Chorus.
• Strong written and verbal communication.
• Located in the Bay Area and excited to come into office 3 days a week.

Bonus points if you have

• Sold into Heads of Ecommerce, Heads of CX, Heads of Operations, or DTC founders.
• Worked an account list of Shopify Plus, BigCommerce Enterprise, or Salesforce Commerce Cloud merchants.
• Booked meetings against a sharply defined ICP rather than a haphazard outbound motion.

Research shows that strong candidates often hold themselves back from applying unless they meet every qualification. If this role excites you and you bring most of what we're looking for, we encourage you to apply.

What You'll Do:

In your first 30 days

• Complete onboarding, get certified on the Extend product portfolio across protection, shipping, and category-specific solutions, and shadow live calls with AEs.
• Build a working point of view on our ICP, the merchant pain we solve, and how we win against the alternatives (including "do nothing").
• Get hands-on in the stack: Salesforce, Outreach, LinkedIn Sales Nav, ZoomInfo, Lusha, Chorus.

In your first 60 days

• Run a full multi-channel outbound motion cold calls, sequence emails, LinkedIn, text-based prospecting against your assigned account list with your AE.
• Hold consistent daily activity (calls, sequenced touches, LinkedIn engagement) and start converting that activity into qualified discovery meetings.
• Partner with your AE on account strategy, multi-threading, and meeting handoff. The bar is a clean qualified meeting that the AE doesn't have to re-qualify.

In your first 90 days and beyond

• Consistently hit or beat your qualified meeting quota.
• Contribute back to the playbook what messaging is landing, what objections are coming up, what account patterns are converting and help us codify it for the next BDRs we hire.
• Begin being a category expert within your vertical within the warranty side of the business. You want to become a strategic thought partner and consultative seller with your merchants which requires you to develop domain expertise in your assigned verticals.

How We'll Measure Success:

• Qualified meetings booked and held (the headline number).
• Pipeline sourced and pipeline converted to qualified opportunities that enter your AEs forecast in partnership with your AE.
• Activity quality not just volume. We care about call connect rates, reply rates, and meeting-to-opportunity conversion.
• How you show up as a teammate: coachability, feedback you take and feedback you give, and how you raise the bar around your team.

Compensation & Benefits:

Expected Pay: $90,000 annually for On Target Earnings (OTE)*
* The base salary is $65,000 and variable OTE is $25,000 for this position. OTE is payable based on the Company's variable sales compensation plan; employees who exceed annual sales targets may receive additional compensation. Incentive compensation will be provided as part of a total compensation package.

Why be an ExtenDR and why now:

We are at the stage where the BDRs we hire today will materially shape the outbound motion at Extend. The first hires will get direct access to leadership, input on what we build, and a real shot at being future Go-To-Market leaders at Extend. If you want a seat where you can plug into a finished machine, this isn't it. If you want to be an owner who shapes how things get built and have the soft skills, the discipline, and the Ecommerce instincts to do it well we'd love to talk.

Equal Opportunity:

Extend considers all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other legally protected status under applicable state or federal law.