Business Development Representative (BDR)

Job Description

Job Description

About Royalty Exchange

Royalty Exchange is the world's largest marketplace for buying and selling royalties. For about a decade, we've connected songwriters, artists, and producers who want to unlock the value of their catalogs with investors who want to own a piece of the music they love. More than $250 million in royalty deals have closed on our platform. Each one gave a creative the capital to fund what comes next, and gave an investor an asset that pays when the music plays.

The Role

As a Business Development Representative at Royalty Exchange, you'll be the first conversation many songwriters, artists, and producers have about turning their music catalogs into capital. Your job is to find the right sellers, learn their story, and get them ready for a call with our VPs of Sales and Valuations (VPs), who take deals from there to close.

Your pipeline comes from three places: inbound interest, our nurture and outbound campaigns, and the leads you chase down yourself. Within your first week you'll be on the phone with working creatives and the managers and attorneys who represent them, often at pivotal moments in their careers.

This is an entry-level seat on our Sales and Valuations team. It's built for someone who wants to learn a complex industry fast, master the front end of the sales process, and grow into a deal closer.

What Your Days Look Like

Most of your day is spent talking to prospects and filling our VPs' calendars. One hour you're following up with a producer who filled out a form last night. The next you're on the phone with a songwriter's manager, figuring out what they own, what it earns, and whether a sale makes sense right now.

You'll work directly with our VPs of Sales and Valuations. This team has closed thousands of catalog deals worth more than $250 million. You'll sit in on calls, learn what makes a catalog a fit, and quickly take ownership of your own lead flow.

The people you talk to are creative, busy, and sometimes hard to pin down. You'll need the persistence to follow up without being pushy, and the judgment to know when a lead is ready and when it isn't.

What You'll Be Responsible For

• Booking qualified calls. Fill the VPs' calendars with prospects who are a real fit and ready to talk about a deal.
• Qualifying leads. Work inbound and outbound leads to learn what a seller owns, what it earns, and what they want. Set clear expectations early so the VP's first call starts on solid ground.
• Chasing down leads. Follow up on stale inbound, dormant contacts, and past sellers. Research and reach out to new prospects by phone, email, and socials.
• Prepping sellers for the sales call. Explain how a catalog sale works at a high level, answer early questions, and start collecting royalty statements so the VP and Valuations Team have what they need.
• Running outreach. Execute and improve our outbound and nurture campaigns, and keep prospects engaged over a cycle that can run for months.
• Building relationships. Get to know artist managers, attorneys, and business managers who can become a steady source of future sellers.
• Keeping the CRM clean. Log every call, email, and handoff in HubSpot so the VPs always know who they're talking to and why.
• Reporting. Track your activity, calls booked, and pipeline sourced for weekly leadership metrics.

How You'll Grow

We ramp new BDRs quickly. Here's roughly what that looks like:

• First 30 days: Learn the catalog sale process, shadow VP calls, and book your first qualified meetings.
• First 90 days: Own your lead flow and consistently hit your meeting targets.
• First 6 months: Work independently, source deals that close, and show you know what a strong seller looks like.
• Beyond: Strong performers are promoted to VPs, running their own pipeline and closing deals.

Who You Are

• 0–2 years of experience in sales, customer-facing roles, or business development
• Comfortable on the phone and unfazed by follow-ups, voicemails, and "not right now"
• Able to read people and adjust your approach for a nervous first-time seller or a skeptical manager
• Curious about how money moves in the music business, and willing to learn royalty sources, IP rights, and statement formats from scratch
• Organized and disciplined with a CRM; HubSpot experience is a plus
• Coachable, competitive, and motivated by hitting targets

You don't need music industry experience. We'll teach you the business. Familiarity with publishing, PROs, or streaming royalties is a bonus.

Compensation and Benefits

• Base salary: $60,000
• On-target earnings: $85,000 to $100,000, with commission on qualified meetings booked and deals you source that close
• Equity: Employee stock options
• Health: Medical, dental, vision, and life insurance
• Retirement: 401(k)
• Time off: Paid time off and sick leave
• Location: Denver, in office 5 days a week

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