Business Development Representative (BDR)
full-time•San Francisco
Summary
About this role
About SafetyKit
SafetyKit’s mission is to stop fraud and abuse on the world’s largest platforms. We’re a young startup but are already trusted as a critical defense for some of the world’s largest companies like Etsy, Patreon and Discord.
Companies spend hundreds of billions of dollars on this problem today. But it doesn’t work — systems are fragmented, models are inaccurate, human review bogs down operations, and it all costs a painful amount of money. We saw this firsthand building anti-fraud systems at Stripe and Airbnb. SafetyKit unifies this entire ecosystem into one platform that actually works.
We’re a fast-growing Series A startup backed by Y Combinator, Ribbit Capital, First Round Capital. We’ve raised $27M, are a 19-person team (mostly engineering), and operate 100% in-person at our San Francisco office.
The Role
As a Business Development Representative (BDR), you’ll sit at the front line of our go-to-market motion and be the bridge between emerging product usage and our enterprise sales pipeline.
Your mission is simple: find high-potential buyers, understand their challenges, and turn qualified leads into opportunities for the Sales team. You’ll mix research, curiosity, and product insight to reach the right people at the right time and build a predictable pipeline for landmark enterprise customers.
You’ll own two complementary motions:
Outbound across our buyer personas and accounts: personalized outreach, stakeholder mapping, and tailored assets.
PQL qualification & account research: Spot real product-usage signals and qualifying an account and buyer check to confirm technical and business fit, and turn strong signals into pilot conversations or sales-ready meetings.
The opportunity is foundational to our Sales motion and successful candidates will grow responsibilities into an Account Executive (AE) based on pipeline performance.
Responsibilities
Drive new opportunities by executing hyper-personalized, multi-threaded outreach (email, LinkedIn, calls, content touches) and creative engagement (short technical videos, interactive snippets, etc.)
Run the weekly cadence to target stakeholders, launch sequences, and deliver concise intelligence briefs.
Book and qualify high-value meetings and pilots for AEs using a strict qualification checklist (use case, technical fit, timeline, budget, decision-makers).
Maintain exemplary CRM hygiene and campaign attribution.
Feed direct product and GTM feedback: inbound quality, friction points, and emerging buyer personas.
Iterate weekly using performance data and AE feedback to improve reply→meeting and meeting→opp conversion.
Requirements
1–3+ years in a BDR/SDR role at an enterprise SaaS or AI-native company with demonstrable outbound/ABM results and/or experience pairing signals to revenue.
Proven ability to generate meaningful pipeline.
Comfortable engaging technical and operations stakeholders (legal, security, product, policy, engineering).
Strong account research and stakeholder mapping: able to produce a one-page account brief quickly, leveraging available tooling.
Exceptional written outreach and personalization skills at scale.
Metrics-driven, disciplined with CRM hygiene, and comfortable iterating on plays.
Willingness to work in-office 5–6 days/week in San Francisco.
Nice to haves
Experience selling to payments, marketplaces or large platforms.
Background in Trust & Safety, Risk, or Fraud tooling.
Track record supporting technical pilots/POCs or RFP/RFI processes.
Exposure to developer-facing outreach or technical snippets/interactive demos.
About You
You're obsessed with your work.
Hungry & self-motivated with a true ownership mindset.
A natural problem solver with analytical rigor and strong EQ.
An exceptional communicator who builds trust and long-term relationships with customers.
Able to zoom out on strategy while diving into details when needed.
A team player excited to build something big from the ground up.
What you'll do
- The Business Development Representative (BDR) will drive new opportunities through personalized outreach and engagement while qualifying leads for the Sales team. They will also maintain CRM hygiene and provide feedback on product and go-to-market strategies.
About SafetyKit
FoundersDavid Graunke David led engineering for risk reviews at Stripe for fraud, credit, content moderation, and financial crimes. He built the policy and workflow engine that scaled Stripe from internal reviewers to thousands of outsourced vendor agents.Steven Guichard Steven is a cofounder of SafetyKit, working to replace human risk reviewers with language models. Previously he worked at Carbic as the first software engineer and later as the CEO. There he helped build ultrasonic flow sensors which were installed on oil pipelines and offshore rigs around the world. Steven also cofounded Thomas Street, a software design and engineering consultancy, where he worked with companies like Cisco, Roche, and DirecTV.About SafetyKitSafetyKit replaces human content moderators with language models. Companies like Character.ai, Substack, Upwork, Faire, and Eventbrite use SafetyKit to find and remove bad stuff on their platform without hurting good users. We’re ex-Stripe and Airbnb, repeat founders, and have deep connections and experience in our space. We work together in-person every day in a sunny office in the Mission in San Francisco.TechWe build on AWS serverless (Lambda, Step Functions, SQS), usingTypescript. It's fast and fun. We use open source language models, big hosted models, specialized vision models to make users happy. We merge, eval, and ship new models the day they launch (if evals look good!). Every engineer at SafetyKit works to understand our users' businesses and policies inside and out. That lets us push available tech to its limit and ship exactly what our users need faster than anyone else in the world. We love managing complexity so our users lives can be simple. We have in-house eval tools, tools for debugging complex LLM execution chains, and lots of LLM-assisted code and infra generation.
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Frequently Asked Questions
What does a Business Development Representative (BDR) do at SafetyKit?
As a Business Development Representative (BDR) at SafetyKit, you will: the Business Development Representative (BDR) will drive new opportunities through personalized outreach and engagement while qualifying leads for the Sales team. They will also maintain CRM hygiene and provide feedback on product and go-to-market strategies..
Is the Business Development Representative (BDR) position at SafetyKit remote?
The Business Development Representative (BDR) position at SafetyKit is based in San Francisco, United States. Contact the company through Clera for specific work arrangement details.
How do I apply for the Business Development Representative (BDR) position at SafetyKit?
You can apply for the Business Development Representative (BDR) position at SafetyKit directly through Clera. Click the "Apply Now" button above to start your application. Clera's AI-powered platform will help match your profile with this opportunity and guide you through the application process.