Job description

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?)

Requirements

Must-haves

Sales & Growth | San Francisco, Seattle, Denver
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.
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.
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
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

Nice-to-haves

Competitive Base + Performance Bonus + Early Equity
2–3+ years of experience in a high-growth BDR/SDR role (SaaS or enterprise software preferred)
You can code in Rust (kidding… unless?)

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

airust

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)