Business Development Representative

New Ops Template - APAC

Company: Wayflyer

:receipt: LOGISTICS
Fee and Agreement: TBD — confirm with Cristina/Wayflyer (not covered on this call)
Role: Business Development Representative (BDR) x2
Compensation: $70k base, 70/30 split. Full OTE not confirmed on call — base benchmark recently increased from $65k. Accelerators: 30% extra commission once over 1.2x target
Location: Sydney — whole-of-Australia territory, no geographic split
WFH policy: Hybrid — 3 days in-office post-ramp, flexible beyond that, mandatory Fridays (team huddle + optional drinks)

:office: ABOUT THE COMPANY
Founder/Business story: Wayflyer provides e-commerce financing and SMB lending to online businesses; the lending team is expected to grow significantly next year. Hiring now driven by Cristina (current BDR manager) relocating to Ireland in 3 weeks, plus expected Senior AE attrition and planned BDR→AE promotions creating a coverage gap
Industry: Fintech / e-commerce lending
Product: Revenue-based financing and SMB lending products for online/e-commerce businesses
Size and functions of local team: Sales team currently all-male (client wants to prioritise strong female candidates initially, open to exceptional candidates regardless). 8-person BDR team, some progressing into AE roles. Currently 2 BDRs per AE (AE shortage) — 1:1 is the intended future ratio

:clipboard: ABOUT THE ROLE
Role description: Full-cycle, self-sourced outbound BDR — daily phone-based prospecting, CRM/market research, and opportunity identification (no fixed/CRM-fed lead lists). Accounts allocated by revenue band, no vertical specialisation currently. Stack: HubSpot, Amplemarket, Orum, Seamless, Sales Navigator. 3-month ramp with 2 months guaranteed commission; targets build from qualified meetings to underwriting passes (current target ~7 passes / ~15 qualified meetings, lower in Nov/Dec)
Employee Value Proposition: Clear structured career path — BDR → Senior BDR (~12 months, needs 105% of prior-quarter target) → 6-month AE Readiness Academy (training, live call coaching, mentoring, scoring) → AE. Newer tracks also opening into CS/account management and a broker-channel BDM path. Benefits: 25 days annual leave, Dublin kickoff event, ClassPass, $1,500 annual learning budget, health insurance, social/hard-work-hard-play culture

:bust_in_silhouette: ABOUT THE CANDIDATE
Must haves:

• 1–2 years' work experience minimum (no fresh grads)
• Either: phone-based/outbound sales experience from another industry (real estate, insurance, broking) wanting into tech sales — OR 2–3 years' experience with strong commercial acumen and drive, sales background not required
• Comfortable with fully self-sourced prospecting (not lead-fed)
• Based in or able to work Sydney, whole-of-AU remit

Nice to have:

• Prior CSM/CSA, marketing, finance, or law background transitioning into sales
• Female candidates (client's stated initial diversity priority — open beyond this for exceptional candidates)
• Business/entrepreneurship studies background

Red flags:

• None explicitly stated on this call — client explicitly wants to avoid repeating the same profile pattern, so treat narrow "typical BDR" sourcing as a soft flag rather than a requirement

Hiring Process:

1. Initial screen — Cristina (reporting manager until handover; successor TBC)
2. Case study — overseas BDR managers
3. Final interview — Kieran or Brian