Business Development Representative

About the role

The AEO/GEO category is exploding. Brands are waking up to AI visibility as a business-critical function-and Scrunch is one of a handful of well-capitalized, well-positioned players to win the enterprise market. We're building the sales team that will define how this category is sold. As a Business Development Representative at Scrunch, you'll be one of the first voices prospects hear from us. You'll own outbound prospecting across enterprise and mid-market accounts, qualify inbound interest, and partner closely with Account Executives to build and move pipeline. This is a high-impact, high-visibility role in a company where the BDR function matters-not a number-dialing factory. We're building an AI-first BDR team, which means you won't just prospect-you'll leverage AI-powered workflows, signal-based platforms, and modern outreach tooling to work smarter and hit at a level that traditional BDR teams can't match. That said, this is still a people business, especially in enterprise. The reps who win here combine the leverage of great tooling with the judgment and presence to earn real trust with senior buyers. This role is a genuine launchpad. Top performers have a clear path to Account Executive. We'll invest in your development, give you direct access to sales leadership, and make sure you understand the business-not just your quota.

Responsibilities

• Generate Pipeline
• Own outbound prospecting across a defined territory-multi-channel outreach via email, phone, LinkedIn, and AI-assisted sequencing
• Qualify and prioritize inbound leads quickly and accurately, converting interest into high-quality meetings for AEs
• Research target accounts and contacts to build hyper-relevant outreach-no spray and pray
• Execute signal-based prospecting plays using intent data, buying triggers, and account activity to time outreach for maximum impact
• Run an AI-Powered Motion
• Use AI tools-including Claude and equivalent platforms-to research accounts, draft personalized messaging, and build automated workflows that scale your output
• Operate across signal-based prospecting platforms, automated dialers, and call recording tools to work with the efficiency of a larger team
• Continuously experiment with new approaches, messaging angles, and sequences-document what works and share it with the team
• Treat AI as a force multiplier, not a shortcut-your judgment and human judgment remain the difference-maker with senior enterprise buyers
• Partner with the Team
• Work closely with your AE partners to align on target accounts, territory priorities, and handoff quality
• Collaborate with PMM to sharpen messaging, test new positioning, and relay competitive and market intelligence from the field
• Maintain clean, accurate pipeline data in CRM so the whole revenue team operates from a shared source of truth
• Participate in team enablement, share learnings from your outreach, and help make everyone around you better

Requirements

• 1-3 years of experience in a BDR, SDR, or outbound sales role at a B2B SaaS company
• Demonstrated track record of hitting or exceeding pipeline targets through disciplined outbound activity
• Strong written and verbal communication-you write emails people actually respond to and hold conversations that open doors
• Genuine curiosity about AI, marketing technology, and how enterprise buyers think-you don't need to be a technical expert, but you need to be intellectually engaged
• Comfortable building and iterating on outreach workflows using AI tools; familiarity with Claude or equivalent LLM platforms is a strong plus
• High agency and a bias for action-you identify what needs to be done and do it without waiting to be told
• Resilience: you treat rejection as data, not defeat, and you bounce back fast
• Based in or willing to relocate to Salt Lake City, UT
• The Path Forward
• The BDR role at Scrunch is designed to develop great enterprise sellers. We're explicit about that. Top performers will have a clear path to Account Executive-and we'll actively invest in making that happen. You'll develop deep fluency

Additional Information

About Scrunch Scrunch , a venture-backed startup, is on a mission to bring brands to an AI-first future-where people increasingly rely on LLMs to discover, understand, and act on information that matters to them. As AI search and conversational agents replace traditional web search and browsing, Scrunch helps marketing teams rethink how their products and services are discovered and surfaced on AI platforms like ChatGPT, Claude, Gemini, and more-working with AI platforms, not against them. This shift represents the biggest change to marketing since the dawn of the internet. With $26M in backing from Mayfield Fund, Decibel, Homebrew, GTM Capital, and leading Silicon Valley founders and operators, Scrunch has scaled rapidly since commercial launch. Today, more than 500 paying brands-including Fortune 500 companies like Lenovo, category-defining brands like Skims, and breakout startups like Clerk-use the platform.

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