Business Development Representative (BDR)

Waystation AI•Redwood, CA

2d•Onsite

About The Position

Waystation is building the operating system for consumer packaged goods (CPG). Every product starts with ingredients and packaging—and today, that work is still run through inboxes, PDFs, and spreadsheets. Procurement is mission-critical, but opaque, manual, and painfully inefficient. It slows innovation, hides costs, and quietly destroys margin. Waystation changes that. We’re building an AI-powered procurement platform that turns email-driven chaos into structured data, visibility, and leverage. Our product sits directly in existing supplier workflows (no portals, no supplier logins) and delivers immediate ROI. In the first three months, we helped a customer save over $200,000 —more than paying for their annual contract in the first 30 days. Our vision is bold: a world where building a physical product is as simple as launching a website. Waystation is the wedge—and ultimately the operating system—that makes that possible. Waystation is led by repeat founder and CEO Ryan Caldbeck (Founder & CEO, previously founded CircleUp). Before writing a line of code, we conducted 200+ customer interviews to validate the problem. Today, we have paying customers, real usage, and real impact. We’re backed by top-tier investors, including Founder Collective, Homebrew, Slow Ventures, and 87 Capital.

Requirements

Drive, judgment, and pride over pedigree
Exceptional at something and hungry to compound that edge
Energized by selling a product that actually works and delivers measurable ROI
Can explain complex ideas simply and credibly
Can think on your feet exceptionally well and interact with potential customers effectively
Comfortable with ambiguity and building from zero
Care deeply about doing things the right way—not just hitting activity metrics
Want to learn directly from experienced founders and customers
Prefer being in the room, in person, solving problems together
Take pride in your craft and your reputation

Nice To Haves

BDR / SDR experience in B2B SaaS
Selling into operations, finance, or supply chain personas
Startup experience or exposure to early-stage companies
Demonstrated progression, grit, or excellence in any domain

Responsibilities

Own top-of-funnel prospecting for mid-market food & beverage brands ($50–500M revenue)
Research and thoughtfully engage CEOs as well as procurement, operations, finance, and supply chain leaders by phone, email, LinkedIn, and other channels.
Tell a compelling, grounded story backed by real customer outcomes (not hype)
Run discovery calls and qualify real pain—not just interest
Work directly with the CEO on messaging, positioning, and deal strategy
Capture feedback from prospects to sharpen ICP, pitch, and product direction
Build repeatable outbound and inbound processes from the ground up including building out our systems and sales materials
Become deeply fluent in customer workflows, economics, and objections
Help shape the foundation of the Waystation sales playbook