Business Development Representative

The wholesale distribution industry is ready for a revolution, and Proton is leading the charge. The world relies on distributors to sell nearly every physical product, but despite its massive contribution to the global economy, this industry has been left behind in terms of technology. Proton builds AI software that helps wholesale distributors grow sales and make everyday work easier. Our products help teams identify sales opportunities, improve product information, and simplify workflows. We’re looking for curious people who want to help distributors put AI to work—and use it to improve how we work, too. 

In 2022, we raised a $20M Series A backed by Felicis Ventures (investors in Twitch, Shopify, Opendoor, and many others) and Battery Ventures. This year, we’re laser-focused on driving customer growth. If you’re excited about the opportunity to wear multiple hats, and continuously learn and experiment, now’s the time to join the Proton team.

About the role:

Reporting to the BDR Manager and working closely with the marketing and sales teams, you’ll be on the frontlines of maintaining our rapid growth in the industry. Your key responsibility will be to ensure Proton is the first name that comes to mind for distributors looking for an AI solution. Your role is central to uncovering sales opportunities and fuelling our sales pipeline.

We’re looking for someone who is passionate about creating processes from scratch. The ideal candidate will not only thrive in their core responsibilities but will also play a vital role in developing the future of Proton’s business development strategies and team.  If you’re fascinated by the psychology behind sales, thrive on the challenge of breaking through to the right contact, and see each “no” as a step towards an eventual “yes”, this role could be your perfect match. If you’re at the beginning of your career, gritty, and eager to be part of a fast-growing tech startup’s journey from the early stages, this is an opportunity for you.

This is a hybrid role, based in Cambridge, MA, with three days per week in our Harvard Square office

$80,000 base salary + $30,000 target variable compensation = $110,000 on-target earnings.

Your responsibilities:

• Build pipeline through cold calls, emails, and LinkedIn outreach to decision-makers at mid-to-large distributors, tailoring your messaging to their business and priorities.
• Start meaningful conversations about how Proton’s AI can help distributors grow sales, improve productivity, and simplify everyday work.
• Qualify prospects, uncover their challenges, and book meetings for our Account Executives, providing clear context for a smooth handoff.
• Follow up with leads from events, previous conversations, and signal interest to build relationships and turn engagement into qualified meetings.
• Represent Proton at industry events and conferences, connecting with prospects in person and following up afterward. Expect approximately 15% travel.

What You’ll Do:

• Conduct thorough research on target accounts, pinpointing decision-makers who need to know about Proton.
• Drive consistent outbound activity through cold calls, emails, and LinkedIn, turning meaningful conversations into qualified meetings for our sales team.
• Experiment with AI tools and build repeatable workflows that simplify account research, contact discovery, personalized outreach, and follow-up.
• Partner with the BDR Manager to develop and test messaging, sequences, and AI-assisted prospecting approaches that improve results.
• Nurture and qualify leads from events, sponsorships, and previous interactions, using relevant content and timely follow-up to create opportunities.
• Keep HubSpot accurate and current, capturing prospecting activity, business challenges, existing systems, buying timelines, and clear next steps.
• Share insights from prospect conversations with Sales and Marketing to strengthen messaging, targeting, and campaigns.
• Invite prospects from target accounts to Proton events and represent the company at industry events and conferences.
• Reconnect with previous prospects using relevant company news, product updates, and business triggers to reopen conversations.

We’ll measure your success through:

• Consistent prospecting activity, including cold calls, emails, and LinkedIn outreach.
• Outreach effectiveness, measured by prospect responses, live conversations, and conversion into meetings.
• The number and quality of qualified meetings booked and held.
• Qualified opportunities created for the AE team and the pipeline they generate.
• Progression of sourced opportunities from initial discovery to demos and later sales stages.
• Improvements in prospecting efficiency and results through AI tools, workflows, and experimentation.

Your qualities:

• You have relevant experience: You bring at least six months of experience in a BDR, SDR, or similar outbound sales role; one year or more is preferred. You’re comfortable making cold calls, tailoring outreach, and turning prospect conversations into qualified meetings.
• You communicate clearly: You bring excellent verbal, written, and interpersonal communication skills to the table. Each interaction with a prospect is well-researched, personalized, and executed thoughtfully, positioning you as a trusted advisor.
• You are curious: You have a natural curiosity that drives you to understand Proton's products, mission, and the problems we solve. You dive into sales calls, interviews, and educational content to become a subject matter expert
• You are a good listener: Ability to understand customer needs and concern
• You are resilient: The word "No" doesn’t deter you. You see it as a challenge that motivates you. Instead, it motivates you to push harder and find new ways to achieve your objectives.
• You are determined: Your grit and drive power you through challenges. Your mantra is "the more effort you put in, the greater the rewards."
• You are creative: You have an innate knack for problem-solving, finding innovative ways to achieve your goals and overcome obstacles.
• You are ambitious: You don’t just meet goals, you strive to exceed them, constantly pushing to better your performance.

Benefits

• Competitive Salary + Company Stock Options - we want to pay you well (and equitably!) and make you feel like an owner.  
• Unlimited PTO + 10 Company Paid Holidays - we even have tools implemented to detect burnout to make sure folks recharge regularly.
• 401k with Employer Contribution- we know work isn’t forever, so we contribute up to 3% of your salary to help you prepare whether you directly contribute or not.
• Medical, Dental, and Vision Insurance - we cover one medical plan 100% in the USA and cover a premium plan 100% for international employees (for US- this includes a HSA!) and cover 50% for dependents on all our medical plan options.
• 12 Weeks Fully Paid Parental Leave - that goes for primary and secondary caregivers; even if you’re adopting or fostering!
• Company off-sites - time for us to be together, brainstorm, and make magic happen.