Enterprise Business Development Representative

Job description

Laurel is on a mission to return time. As the leading AI Time platform for professional services firms, we’re transforming how organizations capture, analyze, and optimize their most valuable resource: time. Our proprietary machine learning technology automates work time capture and connects time data to business outcomes, enabling firms to increase profitability, improve client delivery, and make data-driven strategic decisions. We serve many of the world's largest accounting and law firms, including EY, Aprio, Crowell & Moring, and Frost Brown Todd, and process over 1 billion work activities annually that have never been collected and aggregated before Laurel’s AI Time platform. Our team comprises top talent in AI, product development, and engineering—innovative, humble, and forward-thinking professionals committed to redefining productivity in the knowledge economy. We're building solutions that empower workers to deliver twice the value in half the time, giving people more time to be creative and impactful. If you're passionate about transforming how people work and building a lasting company that explores the essence of time itself, we'd love to meet you. ABOUT THE ROLE: Laurel is building the AI intelligence layer for how professional services firms understand and capture their most valuable asset: time. As an Enterprise BDR, you own the first conversation a future customer has with that vision. That conversation sets the tone for everything after it, which is why we aim to drive unreasonable delight with every interaction. Being a BDR at Laurel is, first and foremost, about hitting targets and driving revenue. But beyond that, it’s about joining a team that is deeply committed to your success and career growth. The future of this sales org comes from our BDR team, and we invest heavily in enablement and career growth. You'll get coaching, reps and visibility with leadership, and a clear path to your next role. We're a high-performing, high-agency revenue team that moves fast and thinks carefully about how we grow. We hire people who raise the bar and make an impact across the business, not just in their core role. The best BDRs here don't just hit quota - they roll up their sleeves, help build the playbook, and shape how this team operates for years to come. If you love the craft of outbound, get energized by breaking into hard accounts, and want to work somewhere your contributions are noticed and your growth is supported, we'd love to talk. WHAT YOU WILL DO: - Own a named list of enterprise accounts. Build territory plans with your AE and work the list like a portfolio (not a queue!). Map multi-stakeholder buying committees and build coverage across them - Achieve and exceed monthly targets for qualified meetings and pipeline generation, with clear milestones and visibility into what success looks like at every stage. - Dial with enthusiasm! Strategic dials into senior stakeholders are the heart of this role. Your excitement for picking up the phone and engaging with prospects will set you apart. - Run sharp multi-channel outbound: personalized email, social selling and creative plays that make a busy leader stop and pay attention. - Bring a point of view. Research target accounts to identify where Laurel creates the most value, then build a point of view worth a senior person's time. - Become fluent in our sales tech stack: Salesforce, Outreach, Sales Navigator, Nooks, and Claude. Use AI to compress research and sharpen messaging, not to send more of the same faster. - Partner closely with Account Executives to turn early conversations into closed deals. - Go beyond execution and help build the playbook. You'll have a real seat at the table shaping outbound strategy, messaging and the processes that scale our pipeline engine. - Bring creativity to the craft. Breaking into a new vertical, finding an unexpected way to amplify the Laurel brand, creating moments a prospect remembers. We want BDRs who think beyond the sequence. - Become a product and market expert. Know Laurel, know the problems we solve, know how we win against the incumbents. - Collaborate cross-functionally with Sales and Marketing to deliver a cohesive and impactful customer experience. QUALIFICATIONS Required: - 12+ months of outbound or inside sales experience with a track record of hitting or beating pipeline targets - Experience prospecting into large, complex organizations (500+ employees) and into multiple stakeholders at the same account - Strong writing. You can hold a senior person's attention in five sentences - Goal-oriented and biased toward action (quota is the floor, not the ceiling!) - Comfortable with ambiguity and energized by a fast-moving, high-growth environment - Resilience. Enterprise cycles are long and most first touches go nowhere - Growth-oriented and ready to build toward a closing or leadership role - Open to using AI to amplify your skills and strengthen your work, with curiosity and sound judgment about where it actually helps - Embrace ownership and love partnering with Account Executives to drive pipeline as a team - Authorized to work in the U.S. without the need for current or future visa sponsorship Desired: - Experience selling into legal, accounting, consulting or another complex professional services industry - Hands-on with Salesforce, Outreach, and Nooks (or similar sales engagement tools) HOW YOU'LL GROW - Structured onboarding with a defined ramp and clear milestones through your first 90 days - Weekly coaching and call reviews with your leader, plus dedicated enablement support - Defined criteria for promotion into Senior BDR, Account Executive or team leadership. We'd rather grow our next AE class internally than hire it - Direct exposure to sales leadership and cross-functional partners from week one DETAILS - Location: 5 days/week in NYC office Laurel values diverse experiences from all kinds of backgrounds. If you meet the bar on outbound experience but your career hasn't followed a traditional path, don't let that stop you from applying. We're always looking for people who will bring something new to the table. WHY JOIN LAUREL: - To date, we've secured significant funding from renowned venture capitalists (Google Ventures, IVP, Anthos, Upfront Ventures), as well as notable individuals like Marc Benioff, Gokul Rajaram, Kevin Weil, and Alexis Ohanian - A smart, fun, collaborative, and inclusive team - Great employee benefits, including equity and 401K - Bi-annual, in-person company off-sites, in unique locations, to grow and share time with the team - An opportunity to perform at your best while growing, making a meaningful impact on the company's trajectory, and embodying our core values: understanding your "why," dancing in the rain, being your whole self, and sanctifying time We encourage diverse perspectives and rigorous thinkers who aren't afraid to challenge the status quo. Laurel is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. We are not able to support visa sponsorship or relocation assistance. If you think you'd be a good fit for this role, we encourage you to apply, even if you don’t perfectly match all the bullet points in the job description. At Laurel, we strive to create an inclusive culture that encourages people from all walks of life to bring their unique, diverse perspectives to work. Every day, we aim to build an environment that empowers us all to do the best work of our careers, and we can't wait to show you what we have to offer!