Senior Business Development Representative - Katana

About Katana

Katana is a remote-first, AI-first SaaS company that builds powerful inventory and manufacturing software for 1,500+ businesses that make and sell physical products around the world.

We've just stepped into an exciting new phase of expansion: moving beyond small merchants into a larger market of modern, multi-channel, multi-location businesses. With that growth come bigger opportunities, more complex problems, and the chance to shape how we scale. Our 100+ person team across 10+ countries is building what's next, together.

This role is the opposite of a standard high-volume BDR seat. You'll experience:

• Real ownership: Build our win-back, no-show recovery and nurture motions while they're still taking shape.
• Speed: Test an angle Monday, see it in pipeline by Friday with clear hypotheses and kill dates.
• Visibility: Direct line to Commercial Leadership, measured on qualified opportunities rather than raw activity.
• A credential that travels: Build the pipeline engine behind Katana's Advantage motion early in the AI era.

About the Role

This is a foundational, new role as the first BDR dedicated to Advantage—our high-touch motion for growing brands (typically $10–100M in revenue) running multiple integrations, custom workflows, and connected systems.

You'll report to our VP of Revenue and create qualified opportunities for our Account Executives. Most of your work focuses on warm leads: inbound leads, demo no-shows, lost deals, and past contacts. Where you run outbound, it is narrow, ICP-only, and experiment-driven.

What You'll Do

• Convert inbound into qualified pipeline: Work alongside sales with fast follow-up and tight qualification against business problems requiring solution design.
• Recover demo no-shows: Follow up the same day on uncompleted demos and rebook within 48 hours.
• Win back lost deals: Run structured win-back campaigns on closed-lost opportunities starting with recent Advantage pursuits.
• Turn nurture into conversations: Move in-market leads and past contacts from passive nurture into sales discussions.
• Run selective outbound experiments: Design and run narrow, ICP-only outbound experiments (no more than two at a time) with strict success bars.

What Success Looks Like

• First 30 days: Rapidly tackle demo no-shows, establish qualification standards with RevOps, launch your first win-back campaign, and deploy your initial outbound experiment.
• By 60 days: Evaluate campaign results to double down or pivot, scale win-backs into the wider lost pool, and consistently create qualified Advantage opportunities against your own baseline.
• By 90 days: Run no-show recovery, win-backs, nurture, and outbound experiments as repeatable motions while consistently hitting your pipeline targets.

What We're Looking For

What You Can Do

• Experience as a BDR or SDR in B2B SaaS for a few years, consistently hitting or exceeding quota with a track record of driving pipeline and closed-won business.
• Background in inventory, supply chain, manufacturing, ERP, or operations software, or hands-on experience in customer-adjacent industries.
• Ability to spot system complexity on a first call and hold credible conversations with Operations Managers, Finance leads, and founders.
• Strong qualification skills and sharp copywriting that cuts through noise.
• Rigorous, experiment-driven approach to outbound and disciplined CRM hygiene (HubSpot experience is a plus).

Mindset & Ways of Working

• Self-directed, hungry for visible results, and a fast learner who adapts well to pace and ambiguity.

Compensation & Benefits

• Base Salary: $60,000 - $75,000 CAD annual
• OTE: $85,000 - $100,000 CAD annual
• Employee Stock Option Program
• Statutory annual leave aligned with local requirements with a global minimum of 4 weeks, 3 paid health days, and your birthday off
• Fully paid 1-month sabbatical + 1,000 EUR travel budget after every four years
• Home office stipend
• Health & wellness package through Sun Life
• Modern tech stack including AI-enabled tools