Business Development Representative

• As a Business Development Representative, you will own the first sales conversation with prospective customers. You’ll connect directly with business owners to understand how their business operates, uncover their needs and challenges, and introduce how Relay can support them
• This is not just a qualification role. You will learn how each prospect and their business operates, apply value selling frameworks to your conversation, handle objections, and help them understand where Relay may fit - creating a strong handoff to an Account Executive
• Our sales motion is still being built. Processes, lead sources, and priorities will change as we learn. We are looking for someone who can perform within that environment, thrives in an ever-changing environment, and helps make it better
• Work a mix of inbound and outbound leads selected based on fit and buying signals
• Lead phone conversations with small business owners
• Run discovery to understand how prospects manage their business and finances
• Handle common objections and guide qualified prospects toward the right next step
• Explain Relay’s value in clear, simple language based on what you learn
• Give Account Executives the context they need to continue the conversation
• Consistently meet activity, conversion, and meeting targets
• Review your performance, seek coaching, and apply feedback to future calls
• Surface recurring objections, lead-quality issues, and process gaps
• Share what works and help improve team resources, talk tracks, and workflows

Benefits

• Competitive salary and meaningful equity: Relay employees are Relay owners, complete with equity and a competitive salary. Since 2023, 66%+ of employees have received salary increases, with multiple new team members joining just last year.
• Social connection: We believe in celebrating our wins with two annual company-wide get-togethers, quarterly team events, happy hours, and special events and networking opportunities with industry leaders.
• Personal and professional growth: Through ongoing feedback, mentorship, and coaching, work with peers and leaders who are invested in your growth and success. Even with more than half of our team joining in the last 12 months, almost 20% have received promotions in the last year alone.
• Parental leave with top-up: We offer 12 weeks off with a 100% salary top-up for all full-time employees, regardless of location, and accessible for all parents: birthing, non-birthing, and adoptive
• Comprehensive health benefits: Enjoy full health benefits from day one: no probation period required. We offer flexible Health or Wellness Spending Accounts and medical, dental, and vision coverage for you and your dependents.
• Hybrid work environment: We value meaningful collaboration and connection at our Toronto office three days per week, with lunch, snacks, and beverages on us.
• Top-tier equipment: As a Mac-first company, our Toronto offices have everything you need to produce your best work comfortably, from multiple screens to ergonomic seating.
• Flexible vacation and time off: Every team member starts with 15 vacation days and 5 flex days to use as needed, plus an extra week of office closure during the end-of-year holidays.
• Dog-friendly space: Can dogs really make you happy and healthy? We don’t know for sure, but since we don’t want to chance it, our office is 100% floof-friendly.
• Award-winning workplace: As a winner of CB Insights’ Fintech 100, Deloitte Canada’s Technology Fast 50, Forbes Fintech 50, and the CIX Top 10 Growth Award, Relay is a recognized innovative and high-growth company.

• You are a confident communicator who can ask thoughtful questions, handle objections, and explain complex products or ideas simply
• You have a strong sense of ownership over your results, focusing on the actions you can control when lead flow, processes, or business conditions are difficult
• You have 6 + months of SDR, BDR, or similar sales experience, with a consistent record of meeting or exceeding performance targets
• You have experience in hospitality, competitive athletics, entrepreneurship, peer coaching, process-building, or thoughtful use of AI are all strong supporting signals
• You have demonstrate a history of pursuing difficult goals at a high level, whether through sales, work, school, sports, or another area requiring discipline, sacrifice, and sustained effort
• You are competitive and driven to improve, using top performers and the resources around you to learn and raise your own standard
• You are highly coachable, with a habit of seeking feedback, applying it quickly, and showing how it changed your performance
• You have experience in B2B, SaaS, fintech, accounting software, neobanking, or selling to small businesses is a strong plus
• You are hungry for growth, have a strong desire to achieve excellence, and thrive in a competitive environment
• You are comfortable working through change and unclear processes while helping improve how the team works
• You crave autonomy: We trust our team with big challenges and the freedom to solve them. If you’re someone who takes initiative, is comfortable taking risks, and seeks input when needed, you’ll find the freedom here empowering
• You build with AI, not just use it: You’re actively embedding AI into how you work, pushing what’s possible, and bringing your team along with you
• You care about impact, not noise: You care deeply about the substance of your work. You measure success by results, not recognition, and you let your work speak for itself
• You’re energized by complexity and ambiguity: You enjoy tackling problems that don’t come with a playbook. You’re comfortable building from scratch, iterating as you go, and collaborating to shape the best path forward
• You own your work: You take pride in your work, follow through on commitments, and feel a deep sense of responsibility for outcomes, not just tasks
• You push relentlessly for reinvention: You’re always asking “how can this be better?” — in your work, in your craft, in yourself. Comfort is a signal to push harder, not coast. You’d rather build something better than defend something familiar
• You seek out feedback: You see directness as respect, not criticism. You actively seek input, sit with hard truths, and use feedback as fuel for improvement
• Small businesses are why we’re here: Relay exists to help them thrive — and that mission has to resonate with you
• We’re looking for people who are relentless, curious, and care deeply about the work. You’re encouraged to apply even if your experience doesn’t perfectly match the job description — your perspective and drive matter more

• Stage 1: A 30-minute Google Meet video call with a member of the Talent team
• Stage 2: A 45-minute Google Meet video call with the Business Development Manager
• Stage 3: A 60-minute Google Meet video call, including a mock cold call exercise followed by an interview with our Sales Leadership team
• Stage 4: A 45-minute Google Meet interview with a member of the Leadership team