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About BonuslyBonusly helps your team improve engagement and adopt the behaviors that set them, and your organization, up for long-term success. We make employee recognition meaningful, habitual, and connected to what matters most—helping organizations build cultures where people want to stay and grow together. To learn more about working at Bonusly, check out our Un-Handbook: https://github.com/bonusly/un-handbookAbout the RoleBonusly is hiring an Account Development Representative, and this role is not a support function. It's a growth engine. Half your time is outbound: building account lists, running sequences, making cold calls, and finding creative ways into conversations that matter. The other half is inbound qualification: taking our funnel seriously, moving fast on MQLs, and making sure every lead gets a real human in the loop.This role also comes with closing authority. If you source an SMB deal, you can own it end-to-end: run discovery, do the demo, close it. You won't be handed those opportunities, you'll earn them by building the pipeline first. That's the point. Pipeline generation is the job. The ability to close is what makes this a real career.You are AI-native, not AI-curious. You know how to use tools to do more, think faster, and run plays that a rep a year ago couldn't. Bonusly uses AI better than most companies our size, and you'll be joining that ecosystem from day one.What You'll OwnOutbound (50%)Build and run multi-touch sequences across email, phone, and LinkedIn targeting HR, People, and Culture leaders at companies with 100–1,000 employees. Cold call with purpose: research before you dial, personalize what you say, and track what works. Use ZoomInfo, LinkedIn, and Bonusly's internal AI tools to find signals then build lists that actually convert. Work directly with AEs to support personalized outreach on active pipeline deals.Inbound (50%)Own first-response on leads across our funnel, including PLG-influenced leads, demo requests, and content-driven inbound. Qualify and route with speed and judgment. Book discovery calls for AEs with clear context and strong handoff notes. Be the human in the loop for leads where timing, fit, or intent needs a real conversation.Small Deal Ownership (earned, not assigned)Deals under $5K at smb companies are yours to close if you sourced them. You run discovery, you do the demo, you get it across the line. If complexity emerges post-discovery, you bring in a senior AE and stay on the deal. This isn't a separate function, it's what pipeline generation looks like when it compounds.How You'll Be MeasuredYour primary number is monthly SQOs. That's the job. Quota is made up of opportunities generated for the sales team.Your secondary number is bookings influenced. This can happen three ways: you sourced and closed a small deal yourself; you re-engaged a cold or stalled inbound lead and it later closed with an AE; or you actively supported an in-funnel deal through outreach, research, or champion reactivation and it closed. All three count. None of them replace the SQO number.The total compensation (OTE) is base salary plus variable compensation. The variable compensation is primarily SQO-based. When deals you have influenced close, you earn a direct percentage of closed ARR. The mechanics are simple: generate first and benefit from what you generate.What We're Looking ForMust have:1–2 years in an SDR, BDR, or outbound-focused sales roleCold calling you're not afraid of, and personalization that actually showsGenuine AI fluency: you use these tools, you experiment with them, and you know how to build workflows that give you an edgeStrong written communication – the human kind: we use AI to accelerate the conversation, but the connection starts with youSelf-directed, organized, and accountable to a numberNice to have:HubSpot, ZoomInfo, Gong, UserGems, and Claude/ChatGPT in your current stackExperience selling to HR, People, or Culture teamsAny closing reps experience, even informal: late-stage support, trial conversions, renewalsComfort building or contributing to sales plays and campaign structuresWhat You'll Learn HereYou'll be trained on Bonusly's full outbound playbook: ICP and persona research, sequence design, call structure, objection handling, and how to use AI tools to outperform reps who rely on volume alone. You'll also learn how to plug into a PLG motion, engage with product-qualified leads, and operate in a stack that genuinely treats AI as infrastructure, not novelty. If you want to come out of this role as a modern sales professional who knows how AI changes the job, this is the place to build that.CompensationBase salary: $52,000–$60,000 depending on experienceTotal On-target Earnings (OTE), including salary: $78,000–$90,000 (based on influenced and self-sourced closed ARR)Fully remote (US-based)
Optionally, you can add more information later (benefits, pre-screening questions, etc.)