Founding Business Development Representative; BDR

Founding Business Development Representative (BDR)

Join to apply for the Founding Business Development Representative (BDR) role at Fondo

$95,000.00/yr - $/yr

Fondo is an all-in-one accounting platform built for startups, automating bookkeeping, taxes, and tax credits for 1,000+ high-growth companies. We combine powerful automation with expert in-house accountants who know startups inside and out—helping you stay compliant, maximize runway, and focus on growth. Our customers receive an average of $21k cash back from the IRS each year (up to $500k). Joining Fondo means becoming part of a passionate and collaborative team dedicated to delivering an exceptional experience for startups.

We’re a globally distributed, primarily remote team with our headquarters in San Francisco and an office in Austin. We believe in the potential of every team member and foster a diverse, inclusive culture where people learn from each other and grow together. We work in a highly collaborative, iterative way: teams share context openly, ask questions freely, and continuously improve based on real client feedback.

Backed by Y Combinator, Money Forward, Liquid 2 Ventures, and Motley Fool Ventures, Fondo is reshaping financial management for startups — and as part of our team, you’ll play a meaningful role in helping founders stay compliant, confident, and set up for growth.

We're hiring a Founding Business Development Representative (BDR) whose primary responsibility is to drive pipeline and generate qualified meetings for the sales team. As our first BDR, you'll help shape the function day-to-day—refining outreach, workflows, and processes as we scale ’re a small, fast-moving team, and sales plays a critical role in our growth. You’ll have the opportunity to represent Fondo at events, engaging directly with founders and executives — high-impact exposure that most early-career sales roles don’t offer.

This role is ideal for someone early in their sales career who wants real responsibility, meaningful exposure, and a clear path to becoming an Account Executive.

• Prospect into target accounts through outbound email, inbound follow-up, referrals, and events.
• Qualify inbound and outbound leads to assess fit, timing, and needs.
• Book high-quality discovery meetings for Account Executives and ensure clear, thoughtful handoffs.
• Consistently hit weekly and monthly goals for meetings set and pipeline generated.

• Run Hub Spot sequences, manage prospect lists, and maintain accurate CRM records.
• Test and iterate on messaging, targeting, and outreach approaches in partnership with sales leadership.
• Help establish best practices for the BDR role as the first hire — without being expected to own strategy.
• Share insights from conversations with prospects to help improve how we sell.

• Attend local SF events, meetups, and partner gatherings to source leads and book meetings.
• Represent Fondo professionally with founders, operators, and partners.
• Cover website chat during assigned hours — answer questions, qualify prospects, and route leads.
• Pitch in wherever needed to help the sales team hit goals.

• Have 1–2 years of BDR/SDR or customer-facing sales experience, ideally in B2B SaaS or startups.
• Are motivated by career growth, with a clear interest in becoming an Account Executive over time.
• Want to be an early hire and help shape a role — without needing to design everything from scratch.
• Are comfortable speaking with founders and executives, and equally comfortable doing unglamorous work.
• Are organized, metrics-driven, and care deeply about booking quality meetings.
• Thrive in a small-team environment where flexibility and ownership matter.

• Experience using Hub Spot (or a similar CRM) for prospecting and activity tracking.
• Familiarity with modern sales engagement and outbound tools used by early-stage startups (e.g., sales engagement platforms, enrichment tools, lightweight automation), with openness to bringing in new ideas thoughtfully.
• Comfortable learning new tools quickly as our processes evolve.