Job description

[app.ashbyhq.com] ABOUT US Procurement is overdue for a reset. For years, procurement and accounting teams have been stuck on legacy platforms that are now trying to bolt AI onto decades-old architecture. The rest of the enterprise tech stack is speeding companies up, and procurement is still slowing them down. Pivot is the AI-native intake-to-pay platform built to change that. It’s the procurement platform people across the business actually use, so adoption sticks, cycle times drop, and finance sees spend before it’s committed, not after. And because Pivot touches every team in a purchase, accounting teams can finally fully automate their boring tasks. The adventure started mid-2023 with three founders, former C-levels from fintech unicorns (Qonto, Swile, and Nuxeo). We’ve built a team of 70 operating across 25+ countries. Backed by $70M from tier-1 investors and trusted by DoorDash, Lemonade, Wolt and Flix, we’ve just moved into the enterprise, and we’re only getting started. We're looking for smart, execution-driven people who care about building something exceptional. YOUR ROLE Pivot is growing its enterprise business, we're hiring a Senior Enterprise BDR in New York to open doors at some of the world's largest organisations. This isn't a high-volume, transactional BDR role, and there's no playbook to simply follow. You'll own a portfolio of strategic accounts across the US, build your own target lists, follow the right signals and create opportunities with senior stakeholders in Procurement, Finance and the wider business. Working closely with our Enterprise Account Executives, you'll build account strategies, find the right entry points and turn cold accounts into qualified pipeline. What matters most is knowing how to navigate large, complex organisations. Why now? Our US market is largely untapped: you'll start almost from scratch on high-potential accounts, with real autonomy, and help our sales leaders shape Pivot's outbound motion. WHAT YOU'LL BE DOING - Own your accounts. Build your target lists and run self-sourced outbound prospecting across a portfolio of strategic enterprise accounts. - Map the organisation. Identify stakeholders, influencers, decision-makers and potential champions, and understand each account's priorities, technology landscape and transformation initiatives. - Go multi-threaded. Build engagement across several personas and business units rather than relying on a single contact. - Plan with your AE. Partner with Enterprise Account Executives on account plans and the best route into priority organisations. - Lead with a reason. Spot business triggers (leadership changes, M&A, cost programmes, new regulation) and turn them into timely, commercially relevant outreach. - Use every channel. Engage Director, VP and C-level buyers by phone, email, LinkedIn, events and creative outbound, with cold calling as a core part of your approach. - Tailor the message. Write outreach built around each stakeholder's priorities, not generic sequences. - Create qualified pipeline. Turn early conversations into qualified opportunities and run the discovery call. You'll be measured on pipeline quality (conversion to Stage 2, opportunity value) rather than meetings booked, with the ultimate goal of driving closed-won revenue alongside your AE. - Stay in the deal. Help your AE bring new stakeholders into the sales cycle, secure referrals and keep momentum through to close. - Keep the CRM sharp. Capture account intelligence, stakeholder maps and activity accurately, and share what you learn with the wider Revenue team. - Shape the motion. Help build a predictable, repeatable outbound engine, from qualification criteria to best practices. REQUIREMENTS - 2+ years in B2B SaaS outbound (BDR, SDR or business development), 100% outbound, prospecting into large enterprises, with a proven track record of self-sourcing qualified pipeline - Experience with complex deals: 500+ employee accounts, multiple stakeholders and ACVs above $50K (ideally $100K+). - Strong account-mapping skills and a clear understanding of how enterprise buying committees work. - Confidence engaging Director, VP and C-level stakeholders, with cold calling as a core prospecting channel. - Commercial curiosity and sharp communication: you understand a business before you reach out, and tailor your message to each persona. - Self-driven and collaborative: you own your accounts and work closely with AEs, Marketing and RevOps - The ability to balance highly personalised account work with consistent outbound execution. - Native English, our business language. - Strong attention to detail and excellent listening skills. NICE TO HAVE - Outbound pipeline generation into Procurement, Finance, Operations or Transformation functions. - BDR experience in Procurement Tech, FinTech, Source-to-Pay, Procure-to-Pay or adjacent enterprise software. - Prospecting into regulated or complex industries such as Financial Services, Insurance or Energy. - Experience in a fast-growing SaaS business where processes and playbooks are still evolving. - Additional languages. No procurement or fintech background? No problem: we'll train you on Pivot, our market and our tools. YOUR SALES MINDSET - You are a master of enterprise accounts: you can take a large enterprise account and work out how to get inside it. You know the obvious contact isn't always the right one, and that enterprise opportunities rarely come from a single conversation. - You are a strategic thinker who approaches your portfolio like a business: researching each account, building a stakeholder map and prioritising high-potential accounts. - You are confident and credible at C-suite level, able to engage procurement directors and CFOs through thoughtful outreach and by picking up the phone. - You are a hunter at heart: hungry, driven and persistent. Rejection doesn't discourage you. You keep momentum, test new angles, and know how to re-engage accounts that have gone quiet. - You are commercially sharp: rather than simply asking for meetings, you find the reason Pivot should be talking to an organisation now, and build your outreach around it. - You are a collaborative teammate who uplifts those around you: partnering closely with your AE, sharing knowledge with the Revenue team, and contributing to a culture of high performance. - You like solving problems and making complex things look simple. - You always want to keep learning and you are comfortable with confronting ideas. - You enjoy the pace of a fast-growing startup and want to bring the best of yourself to it. - You want to share good vibes with smart and caring co-workers. WHAT YOU WILL GET - A competitive base salary of $77K–91K, plus uncapped commission - A package of employee stock option plan (ESOP) - Medical plan - Life insurance - Retirement plan - 2 days of remote work per week - An office in Midtown Manhattan, a two-minute walk from the Empire State Building, at the heart of our US expansion - The richness of a multicultural and international team (more than 15 nationalities). - A unique chance to grow with a fast-scaling innovator

Requirements

Must-haves

Pivot is growing its enterprise business, we're hiring a Senior Enterprise BDR in New York to open doors at some of the world's largest organisations.
Why now? Our US market is largely untapped: you'll start almost from scratch on high-potential accounts, with real autonomy, and help our sales leaders shape Pivot's outbound motion.
Own your accounts. Build your target lists and run self-sourced outbound prospecting across a portfolio of strategic enterprise accounts.
Map the organisation. Identify stakeholders, influencers, decision-makers and potential champions, and understand each account's priorities, technology landscape and transformation initiatives.
Go multi-threaded. Build engagement across several personas and business units rather than relying on a single contact.
Plan with your AE. Partner with Enterprise Account Executives on account plans and the best route into priority organisations.
Lead with a reason. Spot business triggers (leadership changes, M&A, cost programmes, new regulation) and turn them into timely, commercially relevant outreach.
Use every channel. Engage Director, VP and C-level buyers by phone, email, LinkedIn, events and creative outbound, with cold calling as a core part of your approach.
Tailor the message. Write outreach built around each stakeholder's priorities, not generic sequences.
Stay in the deal. Help your AE bring new stakeholders into the sales cycle, secure referrals and keep momentum through to close.
Keep the CRM sharp. Capture account intelligence, stakeholder maps and activity accurately, and share what you learn with the wider Revenue team.
Shape the motion. Help build a predictable, repeatable outbound engine, from qualification criteria to best practices.
2+ years in B2B SaaS outbound (BDR, SDR or business development), 100% outbound, prospecting into large enterprises, with a proven track record of self-sourcing qualified pipeline
Experience with complex deals: 500+ employee accounts, multiple stakeholders and ACVs above $50K (ideally $100K+).
Strong account-mapping skills and a clear understanding of how enterprise buying committees work.
Confidence engaging Director, VP and C-level stakeholders, with cold calling as a core prospecting channel.
Commercial curiosity and sharp communication: you understand a business before you reach out, and tailor your message to each persona.
Self-driven and collaborative: you own your accounts and work closely with AEs, Marketing and RevOps

Nice-to-haves

Outbound pipeline generation into Procurement, Finance, Operations or Transformation functions.
BDR experience in Procurement Tech, FinTech, Source-to-Pay, Procure-to-Pay or adjacent enterprise software.
Prospecting into regulated or complex industries such as Financial Services, Insurance or Energy.
Experience in a fast-growing SaaS business where processes and playbooks are still evolving.
Additional languages.
No procurement or fintech background? No problem: we'll train you on Pivot, our market and our tools.

Application prep

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

Keywords to mirror

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Platform: ashby
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