Business Development Representative
Fiscal.ai · Toronto, ON, Canada
Posted today
New Business: you win brand-new customers.
- Base
- C$60K–C$80K
- OTE
- C$100K–C$120K
- Quota attainment
- Not disclosed
- Posted
- 6h 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 22 min agoon Fiscal.ai's careers page
The job
- What you'd do
- Call hedge funds, asset managers, banks and fintech companies to find new customers, then pass interested ones to senior salespeople. Most days are phone calls to people who have never heard of us, from the Toronto office.
- What you'd sell
Gives investors and apps up-to-date company financial numbers
When an investment team wants to research a company's finances, there are a lot of filings and numbers to pull together. The problem is, those numbers are spread across many places, and a team working from old or incomplete figures can make the wrong call. Fiscal.ai runs a research terminal for investors and a service that apps can pull up-to-date financial numbers from, so the latest figures are in one place, ready to use.
In plain English, from their own job posts. Something wrong? Tell me · More AI & data companies →
- Who you'd sell to
- Institutional investors and fintech companiesIn their words: “help drive pipeline across our two core segments: institutional investors and the fintech companies building on our API and MCP server.”
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- Base and OTE both listed. Roughly a 60/40 base-to-variable split.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
- Time on market
- Brand new.
- Company hiring
- This is their only open sales role.
Red lights
None spotted.
Green lights
- Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
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 percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
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.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What's the annual quota, and how was it set?
Before You Apply
Find out where you fit, and where you don't, before you hit submit.
Why I built it this way ↓
Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.
Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.
It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.
Josh
More on this1 Is the job worth it?
Worth a look. Solid on the basics. Use the first call to fill in the gaps.
No red lights. 1 thing the posting doesn't say, worth asking on the first call.
See the full Braun Read2 Where you fit
Upload once, see where you fit on any job.
Sign in and add your résumé. I'll show you where you line up, ask before I assume, and never add anything you didn't do.
Sign in →What people say about working at Fiscal.ai ↓
Got an offer from Fiscal.ai? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Rather talk it through? Call or text me: 954-695-0844 (text)
Full posting
Position: Business Development Representative
Location: Toronto, Canada (3+ days per week in office)
Open Roles: Two (2)
About Fiscal.ai
Fiscal.ai is a leading research and data platform built for capital markets. Combining a high-performance research Terminal with a modern, near-real-time fundamentals API and MCP server, Fiscal.ai is redefining financial data infrastructure for the AI era. The company serves thousands of institutional and professional Clients while reaching millions of end-users through API Clients.
The Role
Fiscal.ai is hiring a Business Development Representative to help drive pipeline across our two core segments: institutional investors and the fintech companies building on our API and MCP server.
You will join a go-to-market team with a proven product, clear product-market fit, an impressive client list, and significant inbound demand. As a BDR, you will be the first point of contact for many of our future clients. You will run outbound prospecting, qualify inbound interest, and set up account executives and partnership reps for success.
We are a phone-first sales team. The best conversations with investors and fintech leaders start with a live call, so the phone is your primary tool, supported by email, LinkedIn, and other channels.
Fiscal.ai believes in promoting from within. Our sales development function is designed to build the skills you need for your next role, whether that is Account Executive, Account Manager, or another position on our go-to-market team. If you put in the work and truly own the role, there will be real opportunities to grow.
This role is based in our Toronto office.
Key Responsibilities
- Run phone-first outbound prospecting, supported by email, LinkedIn, and other channels, to generate qualified pipeline.
- Qualify inbound leads quickly and route them to the right account executive or partnership rep.
- Research target accounts across institutional investors (hedge funds, asset managers, banks, and research teams) and fintechs (platforms, AI companies, and data products).
- Book discovery calls and demos for account executives and partnership reps.
- Support the sales team with account research, meeting preparation, and follow-up.
- Maintain accurate, up-to-date records in the CRM, including activity, contacts, and opportunity details.
- Consistently meet or exceed pipeline and activity targets.
- Share market and customer feedback with the broader go-to-market team to improve messaging and targeting.
- Build the skills, product knowledge, and track record to grow into an Account Executive or Account Manager role.
Requirements
- 1 to 2 years of experience in sales, business development, or a client-facing role.
- Comfortable and confident on the phone, including cold calling senior decision makers.
- A strong commitment to generating pipeline, with the resilience to handle rejection and keep pushing.
- A team-first mindset and a genuine willingness to support account executives and partnership reps.
- Highly coachable, with a desire to learn and improve quickly.
- Very tech savvy and comfortable learning new tools.
- Excellent CRM hygiene and strong attention to detail.
- Clear, confident written and verbal communication skills.
- Ability to work from our Toronto office.
Nice to Haves
- Experience in capital markets or selling to institutional investors, financial institutions, or fintechs.
- Experience selling financial data, research, or analytics products.
- Experience with API products and technical buyers.
- A network on the buy side or across the fintech ecosystem.
- Experience at a startup or high-growth company.
- Familiarity with how AI tools are changing financial research workflows.
Benefits
Compensation
- $60,000 to $80,000 base salary
- $40,000 variable pay
- $100,000 to $120,000 on-target earnings (OTE)
- Equity
- Paid time off
- Benefits