Business Development Representative Assistant Controller/Controller

Attivo Partners

6d • Remote

About The Position

The Business Development Representative (BDR) at Attivo Partners combines full-cycle client accounting ownership with new-business development to drive company growth. This role involves managing an assigned portfolio of clients from an accounting perspective, with responsibilities scaling from Assistant Controller to Controller based on experience. Tasks include month-end close, financial statement preparation, AR/AP, payroll, financial modeling, budgets, forecasts, and potentially managing junior staff. On the business development side, the BDR manages the entire sales cycle for acquiring new clients, from initial contact and discovery calls to proposal development, negotiation, and client handoff. The ideal candidate can effectively switch between technical accounting tasks and sales-focused conversations, is entrepreneurial, self-directed, and has a proven record of closing new business within the startup/VC ecosystem.

Requirements

• 7+ years of progressive, full-cycle accounting experience spanning Assistant Controller to Controller-level responsibilities, including experience managing month-end close, client financial statements, and fluctuation analysis across multiple clients/entities.
• 5+ years in a quota-carrying, new-business sales/business development role in B2B or professional services.
• Demonstrated full-cycle deal ownership — personally sourced, pitched, negotiated, and closed new clients independently, with specific deals/dollar figures.
• Existing network or track record selling into the startup/VC ecosystem (accelerators, VC firms, founder communities) that has converted into signed clients.
• Hands-on, production experience running close and reporting in both QuickBooks Online and NetSuite.
• Direct experience working with venture-backed or early-stage startup clients.
• Sales pipeline management and forecasting, including deal-stage and close-rate tracking.
• Proposal and pitch deck development skills (e.g., PowerPoint, Google Slides).
• Solid understanding of GAAP; familiarity with ASC 606 revenue recognition a plus.
• Advanced+ Excel skills, including financial modeling, budget vs. actual analysis, and the ability to manipulate larger data sets; experience with SQL a plus.
• Software proficiency across a modern startup finance stack (e.g., QuickBooks Online, Xero, NetSuite, Brex, Ramp, Rippling, Gusto).

Nice To Haves

• CRM proficiency (e.g., HubSpot).
• Experience with Campfire, Rillet, or Carta.
• Experience with crypto accounting software (e.g., Bitwave, Cointracker, Tres) and reconciliation of on-chain transactions; 2+ years at a crypto-native company a plus.
• Prior experience building financial models and accounting policies/procedures from scratch.
• Exposure to specific verticals (SaaS, biotech, consumer, etc.) beyond general startup experience.
• Deep accounting/CAS product knowledge.
• Formal sales methodology training.
• Existing VC/accelerator relationships and public speaking/conference presence for lead generation.
• Experience implementing workflow automation or AI-enabled tools; familiarity with generative AI tools and automation platforms.

Responsibilities

• Manage full-cycle client accounting for an assigned book of business, including month-end close, eliminations & consolidations, preparing and booking journal entries, account reconciliations, and variance analysis.
• Prepare client financial statements, including thoughtful and value-added fluctuation analysis and budget vs. actual comparisons.
• Build and maintain financial models to help clients manage cash and make proactive operational decisions.
• Manage Accounts Receivable: invoicing, collections, contract review, and cash forecasting.
• Manage Accounts Payable: entry accuracy, timely payment, vendor management, and policy compliance.
• Process client payroll and general HR responsibilities, including onboarding, terminations, and benefits compliance.
• Utilize on-chain accounting tools to streamline processes and improve data accuracy; manage token accounting (token warrants and token compensation) for crypto-native clients.
• Set client accounting and tax policies; define and implement revenue recognition policies (ASC 606) as client needs require.
• Create and manage KPI dashboards for clients.
• Oversee client tax-related matters to ensure timely compliance, and support annual financial audits as needed.
• As scope and experience grow toward the Controller level, manage and mentor Attivo staff supporting the client book.
• Own the full new-business sales cycle for Attivo, from first touch through signed engagement.
• Managing warm-intro follow-up on referrals from VCs, accelerators, and existing clients.
• Maintaining CRM/pipeline hygiene — logging touches, tracking deal stages, and updating forecasts.
• Conducting discovery calls to understand a prospect's stage, pain points, and needs.
• Translating discovery findings into scoped service packages and fee structures.
• Delivering demos and walkthroughs showing prospects how Attivo works with similar-stage companies.
• Building and sending custom proposals.
• Negotiating scope, contract terms, and pricing through to close.
• Managing handoff from signed deal to onboarding: coordinating with delivery/accounting teams to confirm staffing capacity before committing to a deal.
• Maintaining relationships with VCs, accelerators, and founder communities to support ongoing referral flow.
• Attending occasional startup ecosystem events and client meetings.
• Participating in weekly pipeline reviews with leadership, covering deal stages, forecasted closes, and capacity needs.
• Candidate is expected to close 24 deals per year.

Benefits

• Health, Dental, and Vision Insurance (100% coverage for employees on base plan, 70% coverage for additional family members)
• Flexible Spending Accounts
• 401(k)
• 3 weeks PTO
• Voluntary Life Insurance & Disability plans
• Work-from-home allowance

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level