Business Development Representative (BDR)

SafetyKit SafetyKit's mission is to stop fraud and abuse on the world's largest platforms. We're a young startup but are already trusted as a critical defense for some of the world's largest companies like Etsy, Patreon and Discord. Companies spend hundreds of billions of dollarson this problem today. But it doesn't work — systems are fragmented, models are inaccurate, human review bogs down operations, and it all costs a painful amount of money. We saw this firsthand building anti-fraud systems at Stripe and Airbnb. SafetyKit unifies this entire ecosystem into one platform that actually works. We're a fast-growing Series A startup backed by Y Combinator, Ribbit Capital, First Round Capital. We've raised $27M, are a 19-person team (mostly engineering), and operate 100% in-person at our San Francisco office. The Role As a Business Development Representative (BDR), you'll sit at the front line of our go-to-market motion and be the bridge between emerging product usage and our enterprise sales pipeline. Your mission is simple: find high-potential buyers, understand their challenges, and turn qualified leads into opportunities for the Sales team. You'll mix research, curiosity, and product insight to reach the right people at the right time and build a predictable pipeline for landmark enterprise customers. You'll own two complementary motions: Outbound across our buyer personas and accounts: personalized outreach, stakeholder mapping, and tailored assets. PQL qualification & account research: Spot real product-usage signals and qualifying an account and buyer check to confirm technical and business fit, and turn strong signals into pilot conversations or sales-ready meetings. The opportunity is foundational to our Sales motion and successful candidates will grow responsibilities into an Account Executive (AE) based on pipeline performance. Responsibilities Drive new opportunities by executing hyper-personalized, multi-threaded outreach (email, LinkedIn, calls, content touches) and creative engagement (short technical videos, interactive snippets, etc.) Run the weekly cadence to target stakeholders, launch sequences, and deliver concise intelligence briefs. Book and qualify high-value meetings and pilots for AEs using a strict qualification checklist (use case, technical fit, timeline, budget, decision-makers). Maintain exemplary CRM hygiene and campaign attribution. Feed direct product and GTM feedback: inbound quality, friction points, and emerging buyer personas. Iterate weekly using performance data and AE feedback to improve reply→meeting and meeting→opp conversion. Requirements 1–3+ years in a BDR/SDR role at an enterprise SaaS or AI-native company with demonstrable outbound/ABM results and/or experience pairing signals to revenue. Proven ability to generate meaningful pipeline. Comfortable engaging technical and operations stakeholders (legal, security, product, policy, engineering). Strong account research and stakeholder mapping: able to produce a one-page account brief quickly, leveraging available tooling. Exceptional written outreach and personalization skills at scale. Metrics-driven, disciplined with CRM hygiene, and comfortable iterating on plays. Willingness to work in-office 5–6 days/week in San Francisco. Nice to haves Experience selling to payments, marketplaces or large platforms. Background in Trust & Safety, Risk, or Fraud tooling. Track record supporting technical pilots/POCs or RFP/RFI processes. Exposure to developer-facing outreach or technical snippets/interactive demos. About You You're obsessed with your work. Hungry & self-motivated with a true ownership mindset. A natural problem solver with analytical rigor and strong EQ. An exceptional communicator who builds trust and long-term relationships with customers. Able to zoom out on strategy while diving into details when needed. A team player excited to build something big from the ground up.