Business Development Representative

About the role

Rillet is pioneering a new era in enterprise software by constructing an AI-native ERP platform that fundamentally reimagines how finance teams operate. This role positions you at the absolute center of that mission, owning the critical early-stage conversations that define our market presence. You will be responsible for owning the outbound sales motion, transforming initial curiosity into meaningful engagement with high-value prospects. The hire will rigorously test and iterate on messaging frameworks, channel strategies, and outreach cadences to identify the most efficient path to revenue. You will act as the primary intelligence gatherer, evaluating campaign ROI and feeding actionable insights back to the GTM leadership team. Success in this position requires the ability to translate complex technical capabilities into clear value propositions for finance and accounting decision-makers. You will guide prospects through their initial evaluation journey, ensuring they understand the operational impact of adopting a modern financial operations platform. Ultimately, you will be a key driver in scaling our sales pipeline and establishing Rillet as a category leader in the mid-market and enterprise segments.

Key facts

What you'll do

• Architect and refine our outbound sales strategy by conducting systematic experiments with messaging narratives, communication channels, and sequencing methodologies.
• Deploy analytical frameworks to measure the ROI of every sales campaign, isolating variables that drive higher conversion rates and scalable growth.
• Establish a closed-loop feedback system with the GTM team, ensuring real-time alignment on lead quality, market reception, and strategic pivots.
• Execute precision outreach campaigns targeting specific high-potential accounts, navigating complex stakeholder maps to uncover latent needs.
• Lead initial discovery conversations with financial decision-makers, mapping pain points and qualifying fit through structured diagnostic questioning.
• Articulate the distinct advantages of Rillet's AI-driven platform to finance executives, emphasizing operational efficiency, risk mitigation, and strategic oversight.
• Orchestrate collaboration between sales, product, and executive teams to synchronize go-to-market initiatives with product roadmaps and corporate objectives.
• Maintain meticulous interaction histories and progression metrics within our CRM, ensuring data accuracy supports predictive forecasting and strategic analysis.
• Identify and escalate high-intent opportunities, coordinating with solution engineering to deliver tailored demonstrations that address specific use cases.
• Monitor competitive landscape shifts, adjusting positioning and rebuttals to preserve our competitive edge in a crowded marketplace.
• Develop standardized playbooks for common objection handling, enabling consistent messaging across all touchpoints and junior team members.
• Champion data-driven optimization by A/B testing outreach cadences, subject lines, and call scripts to incrementally improve response rates.
• Serve as the voice of the customer internally, translating prospect feedback into actionable product enhancements and feature requests.
• Mentor junior sales hires by modeling best practices in outreach, qualification, and stakeholder management within the sales cycle.

Requirements

• Bring a minimum of 1 to 3 years of hands-on experience in sales development or a customer-facing capacity, ideally within a fast-scaling SaaS startup environment.
• Demonstrate a proven track record of meeting or exceeding quota attainment in previous sales roles, showcasing resilience and goal orientation.
• Possess an unwavering ability to commute reliably into our San Francisco office, committing to a hybrid schedule that mandates in-office presence on Tuesdays and Thursdays, plus one additional flexible day.
• Cultivate a deep, intuitive understanding of fundamental accounting methodologies and the mechanics of financial operations within corporate environments.
• Exhibit exceptional written and verbal communication skills, capable of simplifying intricate SaaS concepts for non-technical stakeholders.
• Maintain a proactive, results-first mentality where meticulous attention to detail drives every interaction and deliverable.
• Show prior success collaborating across diverse functions, including GTM, product management, and C-suite leadership, to advance shared revenue goals.
• Adhere strictly to compliance and data security protocols, ensuring all client interactions and information handling meet industry standards.
• Display intellectual curiosity and a commitment to continuous learning, quickly mastering new tools, platforms, and industry-specific terminology.
• Embrace a collaborative workspace culture that values transparency, constructive feedback, and collective problem-solving.

Nice to have

• Hands-on experience with outbound sales methodologies, including prospecting, cold outreach, and multi-threaded engagement strategies.
• Demonstrated history of managing complex sales pipelines and leveraging data analytics to refine outreach tactics and improve efficiency.
• Solid comprehension of financial operations, ERP implementations, and the unique challenges faced by finance departments.
• Familiarity with CRM platforms and sales automation tools, enabling streamlined workflows and accurate performance tracking.
• Background in consultative selling or solution-based approaches within the financial technology sector.
• Experience navigating long-cycle enterprise sales, including stakeholder alignment and executive-level selling.
• Knowledge of regulatory considerations in financial software, such as compliance, auditability, and data governance.
• Proficiency in interpreting sales metrics and building dashboards to visualize pipeline health and forecast accuracy.

Practical notes

This role requires the successful candidate to be based in San Francisco and work from our primary office location. The engagement is structured as a full-time position, with a standard 40-hour work week expected. The compensation package includes a comprehensive benefits suite featuring medical and dental insurance with up to 100% coverage of employee premiums and 90% coverage for dependents, a 401(k) retirement plan with company match, flexible paid time off, nine company-wide holidays, paid parental leave, and daily complimentary meals provided at our office. The work arrangement follows a hybrid model, with mandatory in-office days on Tuesdays and Thursdays, plus one additional day selected by the employee to foster team cohesion and collaboration.