Fully remote, Toronto area preferred · Full-time
About Katana
Katana is a remote-first, AI-first SaaS company that builds powerful inventory and manufacturing software for 1,500+ businesses that make and sell physical products around the world.
We've just stepped into an exciting new phase of expansion: moving beyond small merchants into a larger market of modern, multi-channel, multi-location businesses. With that growth come bigger opportunities, more complex problems, and the chance to shape how we scale. Our 100+ person team across 10+ countries is building what's next, together.
And that's where you come in.
If you're good at business development, you've probably been handed a sequence, a dial target and a list someone else built. Success is measured in meetings booked, whether or not they ever turn into anything, and the pipeline you create disappears into someone else's number.
This role is the opposite of that.
Real ownership. You won't be running a pre-written cadence. You'll build our win-back, no-show recovery and nurture motions while they're still taking shape, and your name is on the pipeline they create.
Speed. Test an angle Monday, see it in pipeline by Friday. Every experiment has a clear hypothesis, a success bar and a kill date, so you learn fast and nothing drags on.
Visibility. You'll have a direct line to Commercial Leadership. You're measured on qualified opportunities, not activity, so your impact is seen and attributed.
A credential that travels. "I built the pipeline engine behind Katana's Advantage motion" is a better story than being BDR #30 working a volume dialler, and that first-mover story counts for even more this early in the AI era.
This isn't a role for someone who wants to hit send on 200 emails a day. It's for someone who'd rather have 20 sharp conversations that turn into real deals, at a company moving fast enough that your work shows up in the results within weeks, not quarters.
About the role
This is a new role, and a foundational one.
You'll be the first BDR dedicated to Advantage, our key go-to-market motion. Advantage is our high-touch motion for growing brands, typically $10–100M in revenue, whose operations have outgrown an off-the-shelf setup. They run multiple integrations, EDI, custom workflows and connected systems, and they need Katana to adapt to how they work. They're buying a solution, not just a subscription.
You'll report to our VP of Revenue and create qualified opportunities for our Account Executives.
To be clear about scope: this isn't a volume outbound seat. Most of your work is with people who already know Katana: inbound leads, prospects who booked a demo and didn't show, deals we lost, and past contacts who are back in market. Where you do run outbound, it's narrow, ICP-only and experiment-driven. You're measured on Closed Won business and qualified Advantage opportunities created, not on meetings booked.
You won't start from a blank list. There's a pool of lost deals, missed demos and past contacts ready to work from your first week, so you'll be producing results in days, not months.
The motion is already live, and still taking shape. You'll sharpen it, scale it, and make it yours.
What you'll do
Convert inbound into qualified pipeline
Recover demo no-shows
Win back lost deals
Turn nurture into conversations
Run selective outbound experiments
What success looks like
First 30 days: You're not warming up on the sidelines. From week one you're recovering demo no-shows, following up the same day and rebooking within 48 hours. You've agreed with RevOps what "qualified" means, built your no-show backlog, and launched your first win-back campaign on recent lost Advantage deals. By the end of the month, you've helped set the baseline your targets are built on, and your first outbound experiment is live, with its hypothesis, success bar and kill date written down.
By 60 days: You've read the results of your first campaign and made a call: double down or kill it. Nurture conversions are live, win-backs are reaching into the wider lost pool, and you're creating qualified Advantage opportunities against a target set from your own baseline. You can explain which sources and angles convert, and which ones don't.
By 90 days: No-show recovery, win-backs, nurture and outbound experiments are running as repeatable motions, not one-off campaigns. You're consistently hitting your qualified-opportunity target, and your pipeline is a visible part of what our Account Executives are closing in Q1. You've written down what works, so the playbook you built is the one every future BDR inherits.
What we're looking for
What you can do
You've worked as a BDR or SDR in B2B SaaS for a few years, consistently hitting or exceeding quota, and you can point to pipeline, and Closed Won business, that started with you, not just meetings you booked.
You come from inventory, supply chain, manufacturing, ERP or operations software, or you've worked in the kinds of businesses our customers run. You can talk stock, production and fulfilment from the first call.
Nice to have
Mindset & Ways of Working
Built for pace. If you need long planning cycles, layers of approval and a fully built playbook before you start, this isn't the role for you. Here, results show up within weeks.
Compensation
What we offer
Time off that's genuinely encouraged: statutory annual leave aligned with local requirements, with a global minimum of 4 weeks, 3 paid health days annually, and your birthday off, because it should actually feel like a day off
Fully paid 1-month sabbatical + 1,000 EUR travel budget after every four years at Katana: time to reset, explore, or focus on personal growth
Automated Screening & AI Disclosure: We use automated tools including AI to help review applications and filter candidates. Final decisions are always made by people. If you're in a place that requires it, we'll ask your consent. Ask us anytime about what this means.
