Job description

About Us Pliant is a modular B2B payments platform that combines commercial card issuing, payment accounts, FX, and spend management in one system — adapting to existing setups rather than requiring customers to replace them. Businesses across industries such as travel, e-commerce, and insurance use Pliant to manage complex payment workflows with cards, backed by credit lines Pliant underwrites itself. Fintechs and software platforms embed Pliant's payment infrastructure into their own products, from API-based Cards-as-a-Service to fully white-label solutions. Banks use Pliant's Card & Spend OS, the customer-facing interface, on their own infrastructure to run card programs. Founded in 2020 and headquartered in Berlin, Pliant serves 5,000+ businesses and 40+ partners across Europe and the United States. A principal member of Visa and Mastercard, Pliant issues commercial cards in 13 currencies across 32 countries — under its own European e-money license and with licensed partners in the UK and US. Learn more at getpliant.com getpliant.com ABOUT THE ROLE Pliant is looking for an ambitious, high-energy Outbound BDR to join our founding US team. This is not just a "lead-gen" role; it is a fast-track residency for future Account Executives. We are looking for candidates with a proven track record of exceeding quotas who are ready to master the fintech landscape and step into a closing role within their first year. You will be reporting to the Head of Sales USA. WHAT YOU’LL DO - Drive Top-of-Funnel: Own the outbound engine for Pliant US. You will hunt for new business through high-volume cold calling, strategic emailing, and social selling. - Master the Discovery: Go beyond setting meetings. You will lead initial discovery calls with finance leaders to qualify pain points and build a business case for Pliant’s modular platform. - Partner with Sales Leadership: Work directly with our Head of Sales to refine outbound strategies and A/B test messaging that resonates with the US market. - The AE "Shadow" Program: Participate in a structured promotion track. Once you hit your ramp goals, you will begin shadowing demos, managing smaller deal cycles, and learning the closing mechanics required for an AE promotion. - Ownership: Report to the Head of Sales weekly on progress, plans, and development. - Represent Pliant: Act as the first point of contact for our brand, articulating our value proposition with a high sense of urgency and professionalism. WHAT YOU’LL BRING - Proven Track Record: At least 1 year of experience in a BDR/SDR role (preferably in SaaS or Fintech) with documented success in exceeding monthly or quarterly activity and pipeline targets. - Strategic Prospecting: You don't just "blast" emails; you research prospects, identify triggers, and craft personalized messages that cut through the noise. - Urgency & Intensity: You thrive in a high-activity environment. You understand that speed to lead and volume are the lifeblood of a growing sales organization. - AE Aspirations: You are not looking for a "forever BDR" role. You have a clear desire to move into a closing role and the coachability to handle constructive feedback as you sharpen your sales craft. - Tech Stack Proficiency: Experience with Salesforce/Hubspot, Outreach/Salesloft, and LinkedIn Sales Navigator is a major plus. THE PATH TO AE At Pliant, we believe in promoting from within. To earn your seat as an Account Executive within 6–12 months, you will be expected to: 1. Hit or exceed your outbound pipeline targets for at least 6 months. 2. Development: Consistently show proactive development of pipeline, sales execution, and market expertise. 3. Master the Product: Demonstrate a deep technical understanding of our API-first credit card solution and integration landscape. 4. Certify in Discovery: Pass internal "mock" closing simulations and demonstrate the ability to handle common objections without support. WHAT WE OFFER - Aggressive OTE: A $90k–$110k OTE reflects our commitment to hiring top-tier talent. - Compensation Structure: 70/30 Base/Bonus structure with added bonus accelerators when you hit targets. - Founding Team Status: As an early US hire, you will help build the playbook, not just follow one. - Remote-First: Work from anywhere in the US with a home office stipend and the best tech available. - Global Exposure: Collaborate daily with our European headquarters and help a proven product conquer the American market. Pliant is an equal opportunity employer. We welcome applications from people of all backgrounds, identities and abilities, and are committed to an inclusive hiring process. If you need any accommodations during the interview process, please let us know. At Pliant we use the Ashby AI Criteria to assist with looking over resumes against our job qualifications for this role. All final decisions are made by our Talent Team and Hiring Team. A human is behind these processes. Ashby does not automatically reject candidates or make final hiring decisions. Our teams review all results and make the final hiring decision with every candidate that applies.

Requirements

Must-haves

Drive Top-of-Funnel: Own the outbound engine for Pliant US. You will hunt for new business through high-volume cold calling, strategic emailing, and social selling.
Master the Discovery: Go beyond setting meetings. You will lead initial discovery calls with finance leaders to qualify pain points and build a business case for Pliant’s modular platform.
Partner with Sales Leadership: Work directly with our Head of Sales to refine outbound strategies and A/B test messaging that resonates with the US market.
Ownership: Report to the Head of Sales weekly on progress, plans, and development.
Represent Pliant: Act as the first point of contact for our brand, articulating our value proposition with a high sense of urgency and professionalism.
Proven Track Record: At least 1 year of experience in a BDR/SDR role (preferably in SaaS or Fintech) with documented success in exceeding monthly or quarterly activity and pipeline targets.
Strategic Prospecting: You don't just "blast" emails; you research prospects, identify triggers, and craft personalized messages that cut through the noise.
Urgency & Intensity: You thrive in a high-activity environment. You understand that speed to lead and volume are the lifeblood of a growing sales organization.
AE Aspirations: You are not looking for a "forever BDR" role. You have a clear desire to move into a closing role and the coachability to handle constructive feedback as you sharpen your sales craft.
Tech Stack Proficiency: Experience with Salesforce/Hubspot, Outreach/Salesloft, and LinkedIn Sales Navigator is a major plus.
At Pliant, we believe in promoting from within. To earn your seat as an Account Executive within 6–12 months, you will be expected to:
Hit or exceed your outbound pipeline targets for at least 6 months.
Development: Consistently show proactive development of pipeline, sales execution, and market expertise.
Master the Product: Demonstrate a deep technical understanding of our API-first credit card solution and integration landscape.
Certify in Discovery: Pass internal "mock" closing simulations and demonstrate the ability to handle common objections without support.

Nice-to-haves

None flagged.

Application prep

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

Keywords to mirror

apigoai

Platform: ashby
Effort: quick