Senior Business Development Representative

Katana is a remote-first, AI-first SaaS company that builds powerful inventory and manufacturing software for 1,500+ businesses that make and sell physical products around the world.

We've just stepped into an exciting new phase of expansion: moving beyond small merchants into a larger market of modern, multi-channel, multi-location businesses. With that growth come bigger opportunities, more complex problems, and the chance to shape how we scale. Our 100+ person team across 10+ countries is building what's next, together.

And that's where you come in.

If you're good at business development, you've probably been handed a sequence, a dial target and a list someone else built. Success is measured in meetings booked, whether or not they ever turn into anything, and the pipeline you create disappears into someone else's number.

This role is the opposite of that.

Real ownership. You won't be running a pre-written cadence. You'll build our win-back, no-show recovery and nurture motions while they're still taking shape, and your name is on the pipeline they create.

Speed. Test an angle Monday, see it in pipeline by Friday. Every experiment has a clear hypothesis, a success bar and a kill date, so you learn fast and nothing drags on.

Visibility. You'll have a direct line to Commercial Leadership. You're measured on qualified opportunities, not activity, so your impact is seen and attributed.

A credential that travels. "I built the pipeline engine behind Katana's Advantage motion" is a better story than being BDR #30 working a volume dialler, and that first-mover story counts for even more this early in the AI era.

This isn't a role for someone who wants to hit send on 200 emails a day. It's for someone who'd rather have 20 sharp conversations that turn into real deals, at a company moving fast enough that your work shows up in the results within weeks, not quarters.

About the role

This is a new role, and a foundational one.

You'll be the first BDR dedicated to Advantage, our key go-to-market motion. Advantage is our high-touch motion for growing brands, typically $10–100M in revenue, whose operations have outgrown an off-the-shelf setup. They run multiple integrations, EDI, custom workflows and connected systems, and they need Katana to adapt to how they work. They're buying a solution, not just a subscription.

You'll report to our VP of Revenue and create qualified opportunities for our Account Executives.

To be clear about scope: this isn't a volume outbound seat. Most of your work is with people who already know Katana: inbound leads, prospects who booked a demo and didn't show, deals we lost, and past contacts who are back in market. Where you do run outbound, it's narrow, ICP-only and experiment-driven. You're measured on Closed Won business and qualified Advantage opportunities created, not on meetings booked.

You won't start from a blank list. There's a pool of lost deals, missed demos and past contacts ready to work from your first week, so you'll be producing results in days, not months.

The motion is already live, and still taking shape. You'll sharpen it, scale it, and make it yours.

What you'll do

Convert inbound into qualified pipeline

• Work alongside our Sales team with fast follow-up and tight qualification, so more leads become qualified Advantage opportunities.
• Qualify against a clear standard: a real business problem the prospect can put numbers on, and needs that go beyond what an off-the-shelf setup can handle.
• Follow up the same day on every booked demo that doesn't happen, and rebook it within 48 hours.
• Own this as a standing workstream, with a clear backlog and baseline you set up with RevOps.
• Run structured win-back campaigns on closed-lost opportunities, starting with recent lost Advantage pursuits and expanding into the wider lost pool.
• Work out why a deal was lost, and whether what's changed since gives it a reason to restart.

Turn nurture into conversations

• Move in-market leads and past contacts from passive nurture into real conversations with Sales.

Run selective outbound experiments

• Design and run narrow, ICP-only outbound experiments, no more than two at a time.
• Write the hypothesis, success bar and kill date before launch, and stop anything that misses its bar.

What success looks like

• First 30 days: You're not warming up on the sidelines. From week one you're recovering demo no-shows, following up the same day and rebooking within 48 hours. You've agreed with RevOps what "qualified" means, built your no-show backlog, and launched your first win-back campaign on recent lost Advantage deals. By the end of the month, you've helped set the baseline your targets are built on, and your first outbound experiment is live, with its hypothesis, success bar an