Senior Business Development Representative

Katana

4d • Remote

About The Position

Katana is a remote-first, AI-first SaaS company that builds powerful inventory and manufacturing software for over 1,500 businesses globally. We are entering an expansion phase, targeting larger, modern, multi-channel, multi-location businesses. This role offers real ownership, speed in experimentation, and high visibility to Commercial Leadership, with success measured by qualified opportunities and Closed Won business. It's designed for individuals who prefer impactful conversations over high-volume outreach, in a fast-paced environment where contributions are quickly reflected in results.

Requirements

• Several years of experience as a BDR or SDR in B2B SaaS, with a proven track record of consistently hitting or exceeding quota.
• Demonstrable pipeline generation and Closed Won business attribution.
• Experience in or knowledge of inventory, supply chain, manufacturing, ERP, or operations software, or experience in the types of businesses Katana's customers operate.
• Ability to discuss stock, production, and fulfillment concepts from the first call.
• Skill in identifying operational complexity and distinguishing between businesses needing simple integrations versus complex solution design.
• Capability to hold credible conversations with Operations Managers, Finance leads, and founders, understanding their respective priorities.
• Strong qualification skills, prioritizing handing off quality leads to Account Executives.
• Ability to write compelling messages that elicit responses, including from prospects who have previously declined or gone quiet.
• Experience running outbound as an experiment, including forming hypotheses, setting success bars, analyzing results, and discontinuing underperforming initiatives.
• Proficiency in maintaining a clean CRM for accurate attribution.
• HubSpot experience is a plus.

Nice To Haves

• Experience selling to growing SMBs requiring tailored solutions beyond off-the-shelf plans.
• Proficiency in using AI tools for account research, outreach personalization, and efficiency.
• Experience in environments where the go-to-market motion was still developing, viewing ambiguity as an opportunity.

Responsibilities

• Convert inbound leads into qualified pipeline by working closely with the Sales team, ensuring fast follow-up and tight qualification.
• Qualify prospects based on identifying real business problems with quantifiable impact and needs beyond off-the-shelf solutions.
• Recover demo no-shows by following up the same day and rebooking within 48 hours, owning this as a standing workstream.
• Run structured win-back campaigns on closed-lost opportunities, investigating reasons for loss and identifying new opportunities for engagement.
• Transition in-market leads and past contacts from passive nurture into active conversations with Sales.
• Design and run narrow, ICP-only outbound experiments, typically no more than two at a time, with clear hypotheses, success bars, and kill dates.

Benefits

• Competitive, market-aligned OTE
• Employee Stock Option Program
• Genuine encouragement for time off, including statutory annual leave (minimum 4 weeks globally), 3 paid health days annually, and your birthday off.
• Fully paid 1-month sabbatical with a 1,000 EUR travel budget after every four years at Katana.
• Home office stipend.
• Health & wellness package through Sun Life.
• Access to modern tools and tech, including AI-enabled tools.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed