Business Development Representative

Join Relay, a fast-growing fintech company, as a Business Development Representative. In this role, you will be the first point of contact for prospective customers, engaging directly with business owners to understand their needs and challenges. You will apply value selling frameworks, handle objections, and create a strong handoff to an Account Executive. This position offers a competitive salary, equity, comprehensive health benefits, a hybrid work environment, and opportunities for personal and professional growth.

You seek out feedback: You see directness as respect, not criticism. You actively seek input, sit with hard truths, and use feedback as fuel for improvement

About Relay

You have experience in hospitality, competitive athletics, entrepreneurship, peer coaching, process-building, or thoughtful use of AI are all strong supporting signals

Small businesses are why we're here: Relay exists to help them thrive -- and that mission has to resonate with you

You push relentlessly for reinvention: You're always asking "how can this be better?" -- in your work, in your craft, in yourself. Comfort is a signal to push harder, not coast. You'd rather build something better than defend something familiar

You crave autonomy: We trust our team with big challenges and the freedom to solve them. If you’re someone who takes initiative, is comfortable taking risks, and seeks input when needed, you’ll find the freedom here empowering

You’re energized by complexity and ambiguity: You enjoy tackling problems that don’t come with a playbook. You’re comfortable building from scratch, iterating as you go, and collaborating to shape the best path forward

We're looking for people who are relentless, curious, and care deeply about the work. You're encouraged to apply even if your experience doesn't perfectly match the job description -- your perspective and drive matter more

Responsibilities

• Establish initial contact with prospective customers, understand their business needs, and introduce Relay's solutions.
• Conduct discovery calls to gather information about prospects' business operations and financial management.
• Handle objections, guide qualified prospects toward the next steps, and provide Account Executives with the necessary context for follow-up.

Requirements

• You have demonstrate a history of pursuing difficult goals at a high level, whether through sales, work, school, sports, or another area requiring discipline, sacrifice, and sustained effort
• You have a strong sense of ownership over your results, focusing on the actions you can control when lead flow, processes, or business conditions are difficult
• You have experience in B2B, SaaS, fintech, accounting software, neobanking, or selling to small businesses is a strong plus
• You are a confident communicator who can ask thoughtful questions, handle objections, and explain complex products or ideas simply
• You are comfortable working through change and unclear processes while helping improve how the team works
• You have 6 + months of SDR, BDR, or similar sales experience, with a consistent record of meeting or exceeding performance targets
• You are hungry for growth, have a strong desire to achieve excellence, and thrive in a competitive environment
• You are highly coachable, with a habit of seeking feedback, applying it quickly, and showing how it changed your performance
• You are competitive and driven to improve, using top performers and the resources around you to learn and raise your own standard
• You own your work: You take pride in your work, follow through on commitments, and feel a deep sense of responsibility for outcomes, not just tasks
• You build with AI, not just use it: You're actively embedding AI into how you work, pushing what's possible, and bringing your team along with you
• You care about impact, not noise: You care deeply about the substance of your work. You measure success by results, not recognition, and you let your work speak for itself