Technical BDR

Job description

TECHNICAL BDR You'll be the tip of the spear for Firecrawl's outbound motion — identifying, engaging, and qualifying technical buyers (engineers, data scientists, AI/ML leads) who need to turn messy web data into structured, LLM-ready output. This isn't a dial-and-smile BDR seat. You'll combine technical fluency with relentless outbound execution to open doors that only someone who speaks the buyer's language can open. Salary Range: $130,000-$200,000/year OTE Equity Range: Competitive equity — details shared during the process. Location: San Francisco, CA (Hybrid, on-site required) Job Type: Full-Time Experience: 3+ years or equivalent shipped systems Visa: Must be legally authorized to work in the United States. We're not able to sponsor visas right now, though that may change down the line. ABOUT FIRECRAWL Firecrawl is the easiest way to turn the web into data AI agents can use. One API call converts any URL into clean, LLM-ready markdown or structured data - the boring-hard problem everyone building with LLMs eventually hits, solved. We hit 8 figures in ARR in year one and more than doubled it in year two. We have 170k+ GitHub stars, and developers, agents, and category-defining AI companies build on us every day. Growth like this is rare, and we're just getting started. We're a small team punching far above our weight. Everyone here owns a real piece of the product and company, end to end, and runs it themselves - no hiding behind process or headcount. This is a place for people who want to work at the frontier: an AI company building the infrastructure other AI companies run on, not one bolting AI onto an existing product. We move fast, go deep, and are building the tools superintelligence will rely on to gather data from the web. WHAT YOU'LL DO - Own outbound pipeline: Research and target engineering teams, AI startups, and data-heavy orgs that need web extraction at scale. Build sequences that land because they're technically relevant, not generic. - Speak their language: Engage prospects on their terms — reference their stack, understand their scraping pain, and articulate how Firecrawl's API solves problems they've been duct-taping around. - Qualify with depth: Run discovery calls that go beyond BANT. Understand the technical use case, map the decision-making process, and hand off deals to AEs with context that accelerates close. - Run live technical intros: Demo the product on first calls when it makes sense. You don't need to be a solutions architect, but you should be able to show a prospect how a simple API call turns a URL into clean data. - Feed product intelligence: Surface patterns from the field — what prospects are building, what's blocking adoption, what competitors are doing — and relay it to Product and Engineering. - Iterate relentlessly: Test messaging, channels, sequences, and personas. Treat outbound like a product: measure, learn, ship improvements. WHAT WE'RE LOOKING FOR - Engineer-first, BDR-second. We can teach you sales. We can't fast-track deep technical intuition. The ideal candidate has a technical background — maybe you've shipped code, built side projects, contributed to open source, or studied CS/engineering — and you're drawn to the commercial side of technology. - Technically fluent. You can read code, use APIs, talk about web scraping, and understand what LLM-ready data means. You've built things — even if they're small. - Urgency is your default setting. You don't wait for permission, process, or perfect information. You move. You follow up. You close the loop same-day. - Bias for action over analysis. You'd rather send 10 imperfect outbounds and learn than spend a week crafting the perfect email. Speed compounds. - Thrives in complexity and ambiguity. You don't need a playbook to get started. You can navigate a messy prospect landscape and figure out who to talk to, what to say, and when to say it. - Curious and relentless. You dig into a prospect's GitHub, read their blog, understand their stack. You earn the right to their time. - Clear communicator. You write crisp emails and run tight calls. You know when to go technical and when to zoom out. Backgrounds that often do well: Engineers who want to move into a commercial role. CS students who've done hackathons and side projects. Technical founders who've done their own outbound. Developer advocates looking for a more direct revenue path. WHAT WE'RE NOT LOOKING FOR - Volume-only dialers. If your playbook is blast 200 generic emails and hope, this isn't the role. Every touch should show you understand the prospect's world. - Non-technical "relationship builders." Rapport matters, but you earn trust through relevance and technical credibility, not small talk. - People who need a finished playbook. We're building the motion as we go. If you need someone to hand you a script, a list, and a cadence tool before you can start, you'll stall here. - Clock-watchers. We move fast because the window for what we're building won't stay open forever. If urgency stresses you out rather than energizes you, this probably isn't the fit. A NOTE ON PACE We operate at an absurd level of urgency because the window for what we're building won't stay open forever. If that excites you, keep reading. If it doesn't, no hard feelings — but this role probably isn't for you. BENEFITS & PERKS AVAILABLE TO ALL EMPLOYEES - Salary that makes sense — $130,000-$200,000/year OTE, based on impact, not tenure - Own a piece — Gain competitive equity in what you're helping build - Generous PTO — 15 days mandatory, anything after 24 days, just ask (holidays excluded); take the time you need to recharge - Parental leave — 12 weeks fully paid, for all parents - Wellness stipend — $100/month for the gym, therapy, massages, or whatever keeps you human - Learning & Development — Expense up to $1,000/year toward anything that helps you grow professionally - Team offsites — A change of scenery, minus the trust falls - Sabbatical — 3 paid months off after 4 years, do something fun and new AVAILABLE TO US-BASED FULL-TIME EMPLOYEES - Full coverage, no red tape — Medical, dental, and vision (100% for employees, 50% for spouse/kids) — no weird loopholes, just care that works - Life & Disability insurance — Employer-paid short-term disability, long-term disability, and life insurance — coverage for life's curveballs - Supplemental options — Optional accident, critical illness, hospital indemnity, and voluntary life insurance for extra peace of mind - Doctegrity telehealth — Talk to a doctor from your couch - 401(k) plan — Retirement might be a ways off, but future-you will thank you - Pre-tax benefits — Access to FSAs and commuter benefits (US-only) to help your wallet out a bit - Pet insurance — Because fur babies are family too AVAILABLE TO SF-BASED EMPLOYEES - SF HQ perks — Snacks, drinks, team lunches, intense ping pong, and peak startup energy - E-Bike transportation — A loaner electric bike to get you around the city, on us INTERVIEW PROCESS 1. Application Review — Send us your stuff + a quick note on why this excites you (plus links to things you've built). 2. Intro Chat (~25 min) — A quick conversation to get to know each other before we go deep. We'll talk about what you've been working on, what drew you to Firecrawl, and what you're looking for in your next role. Time for your questions too. 3. Outbound & Technical Interview (~55 min) — We'll start with a quick alignment on your technical depth and what excites you about selling to developers. Then we'll go hands-on: research a real prospect persona, draft outreach, and walk us through your thinking. We're looking for technical relevance, creativity, and speed. 4. Founder Chat (~25 min) — Culture, pace, ownership, and how you like to work. Time for your questions too. 5. Paid Work Trial (1-2 weeks) — Take on a real, scoped piece of operational work with the team, paid at a contractor rate. It's the truest signal for both sides: you see what the role actually feels like, and we see how you operate. We'll flex around your current commitments. 6. Decision — We move fast after the trial. If you've ever wanted to be the technical voice that opens doors at one of the fastest-growing AI infrastructure startups, this is your shot. 👉 Apply now.