Founding Business Development Representative

About the Company

Mandrel is building the AI-native ERP for physical goods. Today, our wedge is simple and painful: true, auditable gross margin by SKU and channel, tied to real supply-chain source of truth documents.

Founded in 2023, Mandrel has raised over $12 million from Lux Capital, Construct Capital, Zigg Capital, Asymmetric Capital, WndrCo, and Clocktower Ventures. The team is headquartered in New York and brings deep expertise in finance and AI.

About the Role

Mandrel is hiring a Founding Business Development Representative (BDR) based in New York to help build our outbound engine and generate high-quality pipeline for our founding Account Executives.

As a BDR, you’ll focus on starting thoughtful, high-signal conversations with CFOs, Controllers, Heads of Finance, VPs of Operations, Heads of Operations, VPs of Operations and Supply Chain leaders at physical-goods companies. Your job is not spray-and-pray outreach—it’s intelligent prospecting that surfaces real margin, costing, and ERP pain and sets the foundation for deeply consultative sales cycles.

This role is ideal for someone early in their career (0–3 years) who is curious about how physical-goods businesses operate, thrives in high-ownership environments, and wants to develop into a top-tier seller of complex infrastructure software.

What You’ll Do

Generate High-Quality Pipeline

• Execute a high-volume, high-quality outbound motion across email, phone, and LinkedIn

• Run 150+ outbound sequences per week targeting finance, accounting, supply-chain, and operations leaders

• Source new opportunities through outbound prospecting and inbound lead qualification

Lead First Conversations

• Conduct discovery-oriented qualification calls focused on margin accuracy, inventory flows, costing complexity, and IMS & ERP limitations

• Qualify prospects using structured criteria (BANT-style), ensuring strong problem alignment before handoff

• Set high-quality meetings for Account Executives with clear context and pain articulated

Research & Targeting

• Research physical-goods businesses to understand their product mix, channels, supply-chain complexity, and system architecture

• Identify and map buying committees across finance, accounting, supply chain, and operations

• Continuously refine ICP definitions and prioritization with sales leadership

Craft Thoughtful Messaging

• Write tailored outbound messaging that speaks directly to SKU-level margin pain, landed cost complexity, and ERP fragmentation

• Handle early objections related to ERP replacement risk, system complexity, and evaluation effort

Operate & Iterate

• Maintain accurate CRM records and clear notes on prospect workflows and pain points

• Collaborate closely with Account Executives to refine messaging, objection handling, and qualification standards

• Run experiments on sequences, personas, industries, and messaging to improve conversion rates

• Consistently hit or exceed weekly and monthly KPIs for activity, meetings booked, and pipeline generated

Who You Are

• Curious & analytical: You enjoy learning how businesses actually work—from inventory movements to cost flows to financial reporting

• Comfortable with complexity: Interested in selling products that require real understanding, not just surface-level pitching

• Resilient & driven: Comfortable with rejection and motivated by clear goals and measurable outcomes

• Consultative communicator: Able to ask sharp questions, listen closely, and guide structured conversations

• Entrepreneurial: Excited to operate in ambiguity and help build processes from scratch

Requirements

• 0–3 years of experience in investment banking, accounting/finance, consulting, SaaS, sales, or a related field where high volume work was the norm

• Superior written and verbal communication skills

• Sophisticated phone presence and strong listening ability

• Interest in ERP systems, finance operations, supply-chain workflows, or physical goods businesses

• Comfort with outbound prospecting and modern sales tooling

• Ability to stay organized, track metrics, and iterate on performance

• Strong entrepreneurial mindset: a self-starter with urgency and the ability to work within undefined processes.

• Deep interest in understanding business challenges and engaging prospects in meaningful conversations.

• High social intelligence, curiosity, and a natural inclination for selling to accelerate growth as the company scales rapidly.

• Ability to track, measure, and experiment with sales processes, constantly improving efficiency.

Bonus Points

• Exposure to physical goods companies (consumer brands, manufacturing, wholesale, retail)

• Familiarity with ERP, IMS, costing models, or margin analysis

• Experience in high-rigor environments (banking, accounting, ops-heavy startups, athletics)

• Aptitude discussing corporate finance and financial operations of a company

Why Join Mandrel

• Front-row seat to a category build: Work directly with founding AEs and leadership shaping how Mandrel goes to market

• Path to account executive: Clear progression into a closing role as the sales org scales

• High talent bar: Join a smart, curious, in-person team that values rigor and real thinking

• Real ownership: Your work directly impacts pipeline quality, deal velocity, and GTM strategy

Perks & Benefits

• Competitive base salary, commission, and equity

• Unlimited vacation (with at least 15 days strongly encouraged)

• 100% coverage for healthcare (Medical, Dental, Vision)

• Relocation assistance to NYC