Business Development Representative

Safety Kit’s mission is to stop fraud and abuse on the world’s largest platforms. We’re a young startup but are already trusted as a critical defense for some of the world’s largest marketplaces and companies, like Ebay, Patreon and Discord.

Companies spend hundreds of millions of dollars on this problem today, but it doesn’t work. Systems are fragmented, models are inaccurate, human review bogs down operations, and it all costs a painful amount of money. We saw this firsthand building anti-fraud systems at Stripe and Airbnb. Safety Kit unifies this entire ecosystem into one platform that actually works.

We’re a fast-growing Series A startup backed by Y Combinator, Ribbit Capital, First Round Capital. We’ve raised $27M, are a 14-person team (mostly engineering), and operate 100% in-person at our San Francisco office.

As a Business Development Representative (BDR), you’ll be the front line of our go-to-market motion and be the bridge between emerging product usage and our enterprise sales pipeline.

Your mission is simple: find high-potential buyers, understand their challenges, and turn qualified leads into opportunities for the AE team. You’ll mix research, curiosity, and product insight to reach the right people at the right time and build a predictable pipeline.

You’ll own two complementary motions:

• Outbound across our buyer personas and accounts: personalized outreach, stakeholder mapping, and tailored assets
• PQL qualification & account research:
  Spot real product-usage signals and qualifying an account and buyer check to confirm technical and business fit, and turn strong signals into pilot conversations or sales-ready meetings

The opportunity is foundational to our Sales motion and successful candidates will grow responsibilities into an Account Executive (AE) based on pipeline performance.

• Generate qualified pipeline for our Account Executive team through high-volume outbound prospecting, including cold calls, personalized emails, Linked In, events, and creative multi-channel sequences
• Research target accounts and map stakeholders across Engineering, Product, and Leadership to identify the right entry points
• Conduct discovery conversations that go beyond surface-level qualification, understand how T&S teams work, what's slowing them down, and where Safety Kit fits
• Partner closely with AEs to develop account strategies, hand off opportunities cleanly, and stay looped in as deals progress
• Hit and exceed weekly activity targets and monthly qualified meeting goals
• Represent Safety Kit’s brand and product with conviction, you'll be many prospects' first impression of the company
• Bring market intelligence back to the team: what resonates, what objections are coming up, what messaging is landing

• You have 1-2 years of experience in a sales, customer-facing, or business development role, SDR/BDR experience at a SaaS or fraud tooling company is a strong plus
• You're a relentless self-starter who takes ownership of your pipeline and doesn't wait to be handed leads
• You write and speak with clarity, and you can explain a complex product simply
• You're curious and excited about AI
• You're organized and data-driven: you track your activity, learn from your numbers, and iterate quickly
• You have thick skin and genuine resilience, you don't take rejection personally and you bounce back fast
• You want to grow into an Account Executive role and are willing to put in the reps to get there