Senior Business Development Representative

Senior Business Development Representative

Location: Remote (US-based). Regular travel required for industry events, team meetings, and client engagement.
Reports to: Senior Director, Revenue Operations
Compensation: $100K base salary. On-target earnings of $150K, with uncapped upside for top performers.

About Neato

Neato is an ecommerce accelerator that partners with established CPG brands to own and operate their Amazon business. We're not an agency—we purchase inventory, take full operational control, and deliver certainty where brands have historically faced chaos: reseller problems, margin erosion, fragmented partners, and Amazon complexity.

We work with brands doing $10M-$50M+ in annual Amazon revenue across categories like pet, beauty, supplements, and consumer goods. Our model is built on operational excellence, not promises—and we're scaling our go-to-market engine to match our ambitions.

The Role

We're hiring a Senior BDR to build the front end of our enterprise pipeline. This isn't spray-and-pray outbound—it's high-intent prospecting into a focused list of named accounts. You'll do whatever it takes to get in front of the right people: cold calls, LinkedIn DMs, creative email sequences, showing up at events. If you love the hunt and thrive on opening doors that don't open easily, this role is for you.

You'll own outbound prospecting, initial qualification, and the handoff to discovery calls. You'll also help build the systems and sequences that make outreach scalable and repeatable.

What you'll do:

• Research and identify target brands using SmartScout, Keepa, LinkedIn, and other data sources
• Build and maintain a qualified prospect list in HubSpot aligned to our ICP
• Execute multi-channel outbound campaigns (email, LinkedIn, phone) to generate qualified discovery calls
• Qualify inbound leads against our ICP criteria (category fit, revenue threshold, operational complexity, margin profile)
• Conduct initial discovery conversations to assess fit before handing off to senior team members
• Build and optimize outreach sequences, automations, and workflows using tools like Clay, Instantly, Dripify, or similar
• Collaborate with marketing on campaign messaging, lead magnets, and event outreach
• Maintain disciplined CRM hygiene—notes, next steps, pipeline accuracy

What success looks like:

• Consistent flow of qualified discovery calls with brands that fit our model
• A repeatable outbound engine that scales beyond founder-led prospecting
• Clean, trustworthy pipeline data that leadership can act on

Who You Are

Required:

• 2-4 years of BDR, SDR, or sales development experience, ideally in B2B or enterprise contexts
• Direct experience in Amazon, ecommerce, or CPG—you understand the ecosystem, the pain points, and can speak credibly to brand operators
• Familiarity with Amazon seller/vendor dynamics, tools like Keepa, Helium 10, or SmartScout, and marketplace economics
• Strong written and verbal communication—you can write a cold email that gets replies and hold a conversation with a VP of Ecommerce
• HubSpot proficiency (or similar CRM) with attention to pipeline discipline and data quality
• Self-starter mentality—you don't wait to be told what to do next

Preferred:

• Experience with sales automation and enrichment tools (Clay, Apollo, Instantly, Dripify, Unify, ZoomInfo, or similar)
• Comfort building workflows, sequences, and light automations—you think like a growth operator, not just a caller
• Experience selling into or working with CPG brands, Amazon aggregators, or ecommerce service providers
• Exposure to enterprise or mid-market sales cycles with multiple stakeholders

You'll thrive here if:

• You want to build, not just execute. We're standing up the GTM engine—not handing you a playbook and a list.
• You're energized by ambiguity and moving fast. We're a 100-person company that operates like a startup: decisions happen quickly, ownership is real, and "that's not my job" doesn't fly.
• You're curious about how businesses actually work—you want to understand the brands you're prospecting, not just hit activity metrics.
• You see this as a launchpad. We're scaling aggressively, and the right person will grow with us.

Why Neato

• Real ownership: You're not inheriting a bloated lead list. You'll help build the prospecting engine from the ground up.
• Category expertise: Work with established brands in growing categories—not cold-calling SMBs who've never heard of you.
• Growth trajectory: We're scaling toward $100M+ in contracted revenue. This role has a clear path to Account Executive within 12-18 months based on performance—and you'll have a seat at the table as we build the sales organization.
• Founder exposure: You'll work directly with senior leadership on deal strategy and GTM development—not in a silo reporting to middle management.
• Competitive comp: Strong base plus uncapped performance bonuses that reward pipeline quality, not just activity volume.
• Travel: Regular travel for industry events (Expo West, SuperZoo, etc.) and team collaboration.

Compensation & Benefits

• Medical, dental, and vision benefits
• Equity opportunity once you achieve the Director level
• Hybrid work environment, flexible hours, and room to grow
• Work with top consumer brands and see direct impact on their Amazon success
• Unlimited PTO policy

Neato is an equal-opportunity employer. We hire based on talent, skill, and potential—period. If you're great at what you do and excited about this role, we want to hear from you.

Bonus points if you can tell us about a brand you think would be a great fit for Neato and why.