- Job title
- Founding Business Development Representative
- Job location
- San Francisco, CA, US
- Job description
- Weave is the engineering platform for the AI era. We help engineering leaders see how their teams and their AI coding tools actually work, so they can ship faster with confidence. Over 200 engineering organizations use Weave, including Robinhood, Rho, PostHog, and Browserbase. Revenue has grown double digits every month since May 2025.
We raised a $13.5M Series A from Standard Capital, Y Combinator, Moonfire, Burst Capital, IrregEx, and the Agent Fund. We are a small team in San Francisco, and we work in person.
## **About the role**
Weave's pipeline has been built by founders and a small GTM team. It works. Now we need someone to turn that into a repeatable outbound engine.
You will be our first BDR. You will start conversations with CTOs and VPs of Engineering who are under pressure to prove that AI coding tools are paying off, and who cannot answer that question with the dashboards they have today. Your job is to find those leaders, make the problem urgent, earn the right to a real conversation, and create qualified pipeline.
This is not a role where you inherit a finished script and run sequences all day. You will sit next to our founders and GTM team, learn how engineering leaders think, test messaging in the market, and write the outbound playbook that the next five BDRs will use.
You will report to Adam (CEO, previously scaled sales teams to $30M ARR) and work daily with our Founding GTM Engineer and marketing lead.
## **What you will actually do**
* **Create qualified pipeline.** Research target accounts, identify the right engineering leaders, and turn cold accounts into booked meetings for our AEs and founders.
* **Write outbound that sounds human.** Build sharp, account-specific messaging across email, phone, LinkedIn, and other channels. No generic sequences.
* **Work events and dinners.** Join us at engineering leadership events, start conversations in the room, and follow up fast enough to turn interest into pipeline.
* **Build the playbook.** Test personas, segments, hooks, objections, and channels. Document what works so we can repeat it.
* **Close the feedback loop.** Bring what prospects say back to founders, marketing, and product every week.
## **What we are looking for**
### **Must-haves**
* Comfort on the phone. You can open a cold call, ask a useful question, listen, and earn a next step.
* Strong writing and research skills. You can find a real reason to contact an account and explain it in two sentences.
* Curiosity about how software gets built. You want to learn how engineering teams work, how AI coding tools are changing that, and how technical leaders evaluate new software.
* Good judgment about quality. You would rather book the right meeting than hit a vanity activity number.
* Resilience and follow-through. You handle rejection, keep your standards high, and stay organized across a large account set.
* Startup readiness. You are comfortable testing ideas, working without a finished playbook, and making your own progress visible.
* Able to work in person from our San Francisco office five days a week.
### **Nice-to-haves**
* One year of outbound SDR or BDR experience in B2B software, with evidence that you consistently book qualified meetings.
* Experience prospecting into developer tools, infrastructure, engineering analytics, or another technical category.
* Familiarity with CTOs, VPs of Engineering, or engineering managers as buyers.
* Experience at an early-stage startup or helping stand up a new outbound motion.
* Hands-on experience with Clay, HubSpot, lemlist, or similar tools.
* A real interest in AI coding tools and how they are changing software teams.
## **What this role is not**
* Not remote. You will build the motion alongside the team in San Francisco.
* Not an activity contest. A dashboard full of calls matters less than whether anyone should take the meeting.
* Not a mature sales org. There is no finished script, perfect data, or documented objection library. You will help build those.
* Not selling a checkbox. You will need to explain why engineering leaders need a new way to understand their teams.
## **What we offer**
* **Compensation.** $80,000 plus target variable $40,000 for OTE $120,000, plus meaningful early equity.
* **Benefits.** Full health coverage, meals in the office, yearly team offsite, and a $500 learning stipend.
* **Real ownership.** Build the outbound motion instead of inheriting someone else's playbook.
* **Direct access.** Work daily with founders who have done this before and can act on your feedback quickly.
* **A product with proof.** Over 300 customers, including Robinhood, Rho, PostHog, and Browserbase, and double-digit monthly growth since May 2025.
* **A clear path.** Strong performance here leads to AE, GTM leadership, or building out the BDR team you helped design.
## **Interview process**
1. **Intro call (15 minutes).** Your background, your outbound experience, and what interests you about Weave.
2. **Mock cold call (30 minutes).** You call a VP of Engineering at a target account. One of us plays the prospect. We want to see how you open, ask questions, handle pushback, and earn a next step.
3. **CEO interview (30 minutes).** How you learn a market and how you think about pipeline quality.
4. **Team lunch.** Meet the people you would work with every day and see if we are a mutual fit.
## **Our mission**
Software is being built differently now. Engineering leaders are managing humans and AI agents together, and the tools they use to understand their teams were built for a world that no longer exists. Weave gives them the truth about how work gets done, so they can make better decisions faster.
