Founding BDR
At a glance
Junior Sales Development role at LightSource. San Francisco Office · full-time · $70,000–$90,000 base.
growthroles summary, based on the employer's posting.
What you'll do
- Create the outbound approach from the ground up, including prospect messaging, sequencing, account targeting and multi-threading
- Build pipeline for Account Executives by sourcing and engaging potential customers
- Set up inbound lead qualification as marketing expands, then meet activity and meeting targets
- Coordinate with sales leaders and Account Executives on pipeline goals, using the named sales tools and AI systems
- Help bring in and coach future BDRs as the team grows
What you bring
- At least two years in a fast-growing BDR or SDR role, preferably selling SaaS or enterprise software
- A record of ranking among the top ten percent of performers
- Hands-on experience with current sales platforms and prospecting tools
- Strong written and spoken communication, including the ability to explain complex value clearly
Who this fits
This junior-level role suits a high-performing prospector who wants ownership, autonomy and a path toward leadership. It is an onsite position in the United States; the posting highlights San Francisco, Denver and Seattle, with relocation to those areas optional.
From the employer
Founding BDR
Sales & Growth | San Francisco, Seattle, Denver
Competitive Base + Performance Bonus + Early Equity
Who we are
LightSource is the next-generation operating system for Procurement. We build SaaS software for procurement managers – the folks at companies responsible for managing suppliers and vendors.
Sales has Salesforce, HR has Workday, and now finally procurement has LightSource.
We build something similar to a CRM, but instead of helping sales professionals find customers, we help procurement managers find vendors, manage negotiations, and buy intelligently.
Our team is small but growing quickly. We're exceedingly well-funded by top-tier investors, already winning enterprise logos, and now we’re ready to build the engine that fuels our next phase of growth. That engine starts with our first BDR.
About you
You’re not looking to follow a script — you want to write it.
You’ve been in the top 10% of performers and want more ownership.
You’re excited to build the outbound and inbound machine from scratch.
You understand that quality requires quantity (150+ dials per week doesn’t scare you).
You’re disciplined with metrics but lead with empathy.
You know how to build pipeline using modern sales tools at scale.
You look to AI and automation to multiply output, not just increase effort.
You want responsibility, impact, and a path toward leadership.
Role and Responsibilities
This role requires executive presence, business acumen, prospecting discipline, and curiosity. You will be the first point of contact for future LightSource customers and the architect of our sales development function.
Specifically:
Build the outbound playbook from scratch — messaging, sequencing, targeting, and multi-threading strategies
Drive top-of-funnel growth for our Account Executives
Design and implement our inbound qualification process as marketing scales
Consistently hit and exceed activity and meeting quotas
Partner closely with AEs and leadership to align on weighted pipeline goals
Leverage modern sales stacks (HubSpot, Apollo, Outreach, Clay, AI GTM tools) to maximize efficiency
Help hire and mentor future BDRs as the team grows
Qualifications
2–3+ years of experience in a high-growth BDR/SDR role (SaaS or enterprise software preferred)
Proven track record of being in the top 10% of performers
Experience with modern sales stacks and prospecting tools
Strong written and verbal communication skills
Ability to clearly articulate complex value propositions and create immediate enthusiasm
Interest in leadership and building a team over time
You’ve got the goods
An absolute star who flourishes when given responsibility and ownership
A prospecting master who enjoys the challenge of breaking into strategic accounts
Data-driven and disciplined — you track what works and double down
Adaptable to a highly changing startup environment
Passionate about self-development and no-sugar feedback
Comfortable operating with high autonomy and high expectations
Comp & Benefits
Top-of-market base compensation with uncapped commission and meaningful early-employee equity
Platinum level healthcare, 100% covered for employees
Dental and Vision, 100% covered
401(k) program
Unlimited vacation and sick days
Free food (3 meals a day, if desired) in office locations
Insane team offsites, events, dinners, and weekend trips
The Team
We’re a driven group who’ve helped build companies like Tesla, Waymo, McKinsey, and Google X. Now we’re tackling a massive space filled with thorny, high-impact problems.
Our team is small, but our ambitions are big. We only hire the absolute best. We move quickly. We give direct feedback. We expect excellence. And we have a lot of fun doing it.
Reach out, and we’ll chat for 15 minutes. I promise you’ll be hooked.
Bonus Points
Located in (or willing to relocate to) San Francisco, Boulder/Denver, or Seattle (not strictly required)
You can code in Rust (kidding… unless?)
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Sales Development$70k+
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