Enterprise Business Development Representative

Basetwo · Toronto, ON, Canada

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 1mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Basetwo's careers page

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The job

What you'd do: Outbound BDR selling AI manufacturing software to enterprise pharma, chemicals, and personal care companies. Prospect decision-makers, run multichannel sequences, and book meetings for AEs.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 37 days. Normal, but not fresh.
Company hiring: 2 sales roles open, hiring at a steady pace.

Red lights

"Unlimited earnings," no numbers. It sells uncapped or unlimited earnings but never says what anyone actually earns.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What did the median rep and the top rep actually earn last year?
"Unlimited" is a ceiling, not a number. You need the median.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

About Basetwo Basetwo is a fast-growing Toronto-based AI startup transforming pharmaceutical manufacturing. Our platform helps enterprise pharma companies accelerate innovation, optimize operations, and make manufacturing smarter and more resilient. We’re backed by top-tier investors from Boston, New York, and the Bay Area and are building a world-class team to scale our impact globally. Role Overview We’re hiring an growth-oriented, results-driven Business Development Representative (BDR) to serve as a key engine of our sales team. In this role, you will drive active outbound prospecting, execute personalized outreach campaigns, and build strong relationships with key stakeholders across target pharma accounts. You will work hand-in-hand with Account Executives to convert strategic leads into qualified sales opportunities and accelerate revenue growth. What You’ll Do 1. Active Outbound Prospecting & Lead Generation - Target key decision-makers across prioritized enterprise pharmaceutical, chemicals, and personal care accounts and manufacturing hubs. - Build and manage active contact sequences, maintaining high-volume coverage across assigned territories. - Utilize modern sales engagement tools and social selling techniques to expand Basetwo’s top-of-funnel. 2. Tailored Outreach & Engagement - Craft dynamic, personalized messaging that resonates with enterprise leaders facing process development and manufacturing challenges. - Conduct high-impact discovery conversations to qualify leads, understand pain points, and communicate Basetwo’s value proposition. - Maintain seamless communication cadences via email, LinkedIn, and phone to drive meeting bookings. 3. Campaign & Event Execution - Drive pre- and post-event engagement for key industry events: - Conferences: Proactively reach out to attendees, speakers, and exhibitors to pre-book high-value AE meetings. - Webinars: Execute outbound invite campaigns and conduct rapid post-webinar follow-ups to convert warm leads. - Sales Travel & Site Visits: Partner with AEs to schedule targeted client meetings around key regional field visits. 4. Pipeline & Territory Collaboration - Partner closely with Account Executives to align on account penetration strategies and pipeline velocity. - Ensure accurate tracking, activity logging, and handoff notes in our CRM system. What Success Looks Like - Consistently meeting or exceeding targets for qualified discovery meetings booked and pipeline generated. - Achieving high response and conversion rates through compelling, tailored outreach to enterprise pharma leaders. - Strong collaborative execution with Account Executives to advance target accounts through the sales funnel. Requirements - 1–3 years of experience in tech sales, business development (SDR/BDR), or outbound customer-facing roles. - Proven track record of building outbound pipeline and engaging decision-makers in B2B software (pharma or industrial tech experience is a plus). - Exceptional written and verbal communication skills with a strong phone and video presence. - High energy, resilience, and a proactive mindset driven by achieving goals. - Strong organizational skills and familiarity with sales technology tools (Sales Navigator, CRMs, sales engagement platforms). Basetwo’s Interview Process - Screening Interview – Resume review and initial mutual fit. - Sales Outreach & Messaging Assessment (60 min) – Practical session focused on prospect positioning, messaging strategy, and live outreach planning. - Team Chat – Meetings with founders and an Account Executive. Benefits Why Basetwo - Join a mission-driven startup transforming pharmaceutical manufacturing. - Work closely with founders, enterprise clients, and experienced sales leaders. - Fast-track your career trajectory in enterprise SaaS and AI sales. - Competitive base salary + uncapped commission structure, benefits, and equity options.

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