Account Development Representative

About Bonusly

Bonusly helps your team improve engagement and adopt the behaviors that set them, and your organization, up for long-term success. We make employee recognition meaningful, habitual, and connected to what matters most—helping organizations build cultures where people want to stay and grow together. To learn more about working at Bonusly, check out our Un-Handbook: https://github.com/bonusly/un-handbook

About the Role

Bonusly is hiring an Account Development Representative, and this role is not a support function. It's a growth engine. Half your time is outbound: building account lists, running sequences, making cold calls, and finding creative ways into conversations that matter. The other half is inbound qualification: taking our funnel seriously, moving fast on MQLs, and making sure every lead gets a real human in the loop.

This role also comes with closing authority. If you source an SMB deal, you can own it end-to-end: run discovery, do the demo, close it. You won't be handed those opportunities, you'll earn them by building the pipeline first. That's the point. Pipeline generation is the job. The ability to close is what makes this a real career.

You are AI-native, not AI-curious. You know how to use tools to do more, think faster, and run plays that a rep a year ago couldn't. Bonusly uses AI better than most companies our size, and you'll be joining that ecosystem from day one.

What You'll Own

Outbound (50%)

Build and run multi-touch sequences across email, phone, and LinkedIn targeting HR, People, and Culture leaders at companies with 100–1,000 employees. Cold call with purpose: research before you dial, personalize what you say, and track what works. Use ZoomInfo, LinkedIn, and Bonusly's internal AI tools to find signals then build lists that actually convert. Work directly with AEs to support personalized outreach on active pipeline deals.

Inbound (50%)

Own first-response on leads across our funnel, including PLG-influenced leads, demo requests, and content-driven inbound. Qualify and route with speed and judgment. Book discovery calls for AEs with clear context and strong handoff notes. Be the human in the loop for leads where timing, fit, or intent needs a real conversation.

Small Deal Ownership (earned, not assigned)

Deals under $5K at smb companies are yours to close if you sourced them. You run discovery, you do the demo, you get it across the line. If complexity emerges post-discovery, you bring in a senior AE and stay on the deal. This isn't a separate function, it's what pipeline generation looks like when it compounds.

How You'll Be Measured

Your primary number is monthly SQOs. That's the job. Quota is made up of opportunities generated for the sales team.

Your secondary number is bookings influenced. This can happen three ways: you sourced and closed a small deal yourself; you re-engaged a cold or stalled inbound lead and it later closed with an AE; or you actively supported an in-funnel deal through outreach, research, or champion reactivation and it closed. All three count. None of them replace the SQO number.

The total compensation (OTE) is base salary plus variable compensation. The variable compensation is primarily SQO-based. When deals you have influenced close, you earn a direct percentage of closed ARR. The mechanics are simple: generate first and benefit from what you generate.

What We're Looking For

Must have:

• 1–2 years in an SDR, BDR, or outbound-focused sales role
• Cold calling you're not afraid of, and personalization that actually shows
• Genuine AI fluency: you use these tools, you experiment with them, and you know how to build workflows that give you an edge
• Strong written communication – the human kind: we use AI to accelerate the conversation, but the connection starts with you
• Self-directed, organized, and accountable to a number

Nice to have:

• HubSpot, ZoomInfo, Gong, UserGems, and Claude/ChatGPT in your current stack
• Experience selling to HR, People, or Culture teams
• Any closing reps experience, even informal: late-stage support, trial conversions, renewals
• Comfort building or contributing to sales plays and campaign structures

What You'll Learn Here

You'll be trained on Bonusly's full outbound playbook: ICP and persona research, sequence design, call structure, objection handling, and how to use AI tools to outperform reps who rely on volume alone. You'll also learn how to plug into a PLG motion, engage with product-qualified leads, and operate in a stack that genuinely treats AI as infrastructure, not novelty. If you want to come out of this role as a modern sales professional who knows how AI changes the job, this is the place to build that.

Compensation

• Base salary: $52,000–$60,000 depending on experience 
• Total On-target Earnings (OTE), including salary: $78,000–$90,000 (based on influenced and self-sourced closed ARR)

Fully remote (US-based)