Sr. Business Development Representative

About authzed

We’re pioneering open-source authorization solutions for scaling businesses tackling complex end-user permissions in zero-trust architectures. Our focus is on providing SpiceDB—the most mature open-source permissions database inspired by Google’s Zanzibar system—and building managed services that enable planet-scale production authorization services.

Our strategic approach to capital-raising has empowered us to efficiently utilize our $3.9M seed fund and recently secure a $12M Series A. This funding has allowed us to further develop SpiceDB, now the open-source standard in authorization database technology, fortify our reputation as authorization experts, accelerate our open-source community growth, and scale revenue with robust enterprise products.

AuthZed is a fully remote company with employees across the US and Europe. We’re a hardworking group with a software-driven culture; even our sales team understands and loves our technology! We bring integrity to all our interactions, fostering confidence in decision making - trusting and respecting each voice on our team, every day.

Company Values

• Agency
• Everyone should have the capability, freedom, and confidence to bring about changes to our business and product. Organizational processes exist to clearly define our goals, but not restrict how progress is made.
• Collaboration
• Success is defined in various dimensions and no single person can be an expert in all of them. Without valuing the opinions of others, finding compromises, and sharing mutual trust and respect, you cannot arrive at the best possible solution.
• Open-mindness
• Without asking questions, testing assumptions, and questioning our pre-existing biases we risk operating within an echo-chamber. We celebrate the representation of diverse perspectives and backgrounds as a catalyst for creating an inclusive work environment that everyone can appreciate.

About the role

AuthZed is seeking a Senior Business Development Representative (BDR) to join our fast-growing startup. This role is central to our growth. You’ll focus on identifying and engaging potential customers, supporting our sales team in sales activities, and being the “tip of the spear” in our GTM efforts.

As the lead BDR on our GTM team, you will work closely with Sellers, SE’s, Marketing, Product Managers. You’ll be accountable for building interest, finding intent signals, identifying the right people at our target companies, and teeing up high-quality opportunities for our Sellers to pursue. And, as you succeed and as AuthZed scales, you’ll have the opportunity to build and lead a growing BDR team.

What you'll own:

• Researching & Identifying Prospects: Conduct research using our ICP definitions to find the right companies, combining signals from various sources to surface intent signals and helping you prioritize your outreach
• Outreach and Engagement: Create and implement outbound sequences using phone, email, LinkedIn, events, open source community, alliance partners, and other methods. Leverage multiple signal sources; engage potential customers in a highly personalized manner that maximizes response rates
• Pipeline Generation: Book meetings with target personas at companies in our ICP that convert to qualified opportunities
• Inbound Triage: Prioritize inbound leads coming from website, events, product-signups, etc. in close collaboration with Marketing
• Orchestrating First Calls: Ensure smooth initial meetings with you and/or the AE by coordinating and sharing essential preparatory materials. If the call is led by the AE, guarantee they are thoroughly prepared
• Managing Follow-ups: ensure 1st call action items are completed in a timely manner to maximize conversion rates
• Developing & Fine-Tuning Sales Materials: Collaborate with the sales and marketing teams to produce and refine key materials such as pitch decks and email templates, drawing on feedback from calls and face-to-face interactions
• Collaboration with Marketing and Product: Work with the marketing team to share feedback on messaging and events; work with Product to refine pitches, customer stories and proof points to support your outreach
• Managing Lead Flow from Events: Help prepare for, organize, and execute events and webinars. Manage all related logistics and follow-up activities to maximize new-lead generation
• Representing the AuthZed Brand: Know how our product functions & delivers value for customers; act in a thoughtful, clear and professional manner in all customer interactions
• Maintaining CRM Systems: Rigorously update leads, notes, calls, client research to maximize progression of deals and refine future sales tactics; ensure all outreach activities are logged and tracked
• Hiring and Training: help recruit, mentor and onboard future BDR hires

A little about you:

• You’re creative and think on your feet
• You love taking the initiative to identify and seize opportunities, and contributing actively to our startup's success
• You’re fearless and have no issues making dozens or hundreds of cold outreaches per day
• You can quickly adjust to new challenges and changes in a fast-evolving startup environment
• You work well within a small team, supporting and achieving goals alongside founders and other team members
• You learn the value of our product, and our customer proof points quickly and use them in your outreach
• You love building a playbook of stuff that works and implementing it so it can scale
• You articulate your thoughts and company positions really well, and build trust
• You analyze information fast and make decisions quickly
• You’re skilled at identifying problems and figuring out effective solutions, continuously seeking to improve how things are done

Essential Qualifications:

• 2-3 years of prior experience in a sales development role, ideally in a technical startup selling to engineers and product leadership at enterprises
• Strong understanding of CRM systems and sales automation tools such as Hubspot, LinkedIn Sales Navigator, Apollo, Notion, Common Room
• Strong organizational and project management capabilities.

Why join us:

• Work in a fully remote environment with a team that values innovation and collaboration.
• Play a pivotal role in shaping the success of our sales team and driving company growth.
• Enjoy opportunities for professional growth and learning in a fast-paced, dynamic industry.

Technology

Given our background, we build upon a foundation of using open source, cloud-native solutions to deliver our products.

We've given some webinars discussing parts of our stack:

• Building a managed database service with Kubernetes Operators
• Running Low-latency Workloads on Kubernetes

Here are some keywords:

• Go
• TypeScript
• Kubernetes
• Kubernetes Operators
• NextJS
• Pulumi
• CockroachDB
• Cloud Spanner
• PostgreSQL
• Prometheus
• Thanos
• ArgoCD