Business Development Representative

ABOUT US Lorikeet is redefining what customer support looks like — and we're just getting started. We build AI that handles complex, high-volume support for fintechs, healthtechs, marketplaces, and delivery services. Not chatbot-tier AI. The kind that actually resolves tickets, gives support teams their time back, and raises the bar for what software can do. We're backed by over $50M USD from QED, Blackbird, and Square Peg, with backing from operators like Claire Hughes Johnson (ex-Stripe COO) and Cristina Cordova (Linear COO), plus founders of Canva, Atlassian, and Airwallex. We're the first company since Canva to be funded at early stage by all three of Australia's top VC funds — which tells you something about the calibre of people who've looked closely at what we're building and said yes. Our customers include some of the largest telehealth, fintech, and marketplace companies in the US and Australia — many handling over a million support tickets a year. The problems are real, the scale is real, and the work matters. If you want to build something that genuinely changes how businesses and customers interact — this is the place. ABOUT THE ROLE We’re hiring our founding Business Development Representatives. Today, pipeline at Lorikeet comes from founders, AEs, and a growing demand gen engine. This role exists to add a focused, outbound-first motion on top of that, and you’ll take on far more than a typical BDR seat: building the team, the process, the structure, and the program for the BDRs who come after you. It’s a high-visibility role with real room to grow, into an Account Executive seat, our deployment team, or other roles across the company. The people you’ll be reaching out to run support for regulated, high-stakes businesses: a telehealth company where a wrong answer is a compliance problem, a fintech where a support ticket can mean someone’s money is stuck. They’ve usually been burned by a chatbot before. Your job isn’t to blast them with sequences, it’s to understand their support operation well enough to show them, specifically, why this time is different, and to earn the first conversation. You’ll work hand-in-hand with our AEs, founders, and GTM Engineer, and you’ll have a direct line to product. We’re AI-native as a company, and that goes double for how we prospect: you’ll be expected to build and use your own AI tooling, not just run someone else’s cadence. WHAT YOU’LL DO: - Generate qualified pipeline for our AE team across mid-market and enterprise accounts in fintech, healthtech, marketplaces, and delivery - Research target accounts deeply, from ticket volumes, channels, regulatory constraints, how their current support experience actually works - and turn that into a sharp, personal reason to talk - Run multi-threaded outbound across email, phone, and LinkedIn to Heads of Support, CX, and Operations, and the executives above them - Test-drive prospects’ existing support experiences and bring what you find into your outreach (it’s one of the most effective openers we have) - Follow up fast on inbound, events, and campaigns, partnering with Demand Gen so nothing warm goes cold - Build and iterate on your own AI-powered prospecting workflows with Claude Code and our GTM Engineer - research agents, account scoring, personalised messaging at scale - Qualify rigorously and hand off cleanly, so AEs walk into first calls already knowing the account - Feed what you hear from the market back to sales, marketing, and product - objections, competitor mentions, and the problems buyers actually care about - Own your territory and account plans: decide where to focus, build engagement plans for key accounts, and prepare thoroughly before every outreach - Build the BDR function from the ground up: the playbook, what we measure, which plays work, and how we hire and onboard the next BDRs THE RIGHT CANDIDATE WILL HAVE: - 1-3 years of experience in a BDR/SDR or other customer-facing, target-carrying role, in B2B SaaS - Is a self-starter who doesn’t wait for a playbook: you try things, learn fast from what doesn’t work, and double down on what does - Genuinely likes the craft of outbound: cold calls don’t scare you, and you’d rather send 20 great emails than 200 forgettable ones - Is naturally curious about how businesses run, and enjoys figuring out where the real pain is - Writes clearly and concisely - your messages sound like a person, not a template - Moves fast with tools: you pick up new ones quickly, are already tinkering with AI, and want to go much further (bonus points if you’ve built something for yourself) - Takes feedback well, iterate quickly, and hold yourself accountable to a number - Wants high visibility and a fast path to growth, whether that’s into a closing role, deployment, or something else Nice to have: exposure to customer support / CX operations, or selling into fintech, healthcare, or other regulated industries. WHAT'S UNIQUE ABOUT THIS OPPORTUNITY? A culture that's genuinely different. Low ego, high trust, no tolerance for talented jerks. We work efficiently, keep hours flexible, and actually mean it — because life outside work matters. We're committed to building a diverse team and actively encourage applicants from underrepresented backgrounds. We care far more about user obsession and eagerness to learn than traditional credentials. A front-row seat to building something meaningful. We're Series A and moving fast. You'll have real scope to shape the product and the company — not just execute someone else's vision. Performance recognized in real time, not on a calendar. Promotions happen when you're ready — leadership meets every six weeks specifically to identify and recognize strong performers, so you're never waiting for an arbitrary review window to move up. We're AI-native, and we'll make you AI-native too. Every person at Lorikeet uses AI in their day-to-day work (current favourite: Claude Code), with unrestricted access and no usage limits. You'll leave with skills that matter for the next decade of work. Twice a year, the whole company flies to Hawaii. Headquartered in Sydney, with teams spanning the US and UK — which means getting everyone in the same place is something we invest in seriously. We spend the time hacking on ideas, building things together that wouldn't otherwise exist, and making memories that remind you why you joined a startup in the first place. A recruitment process built on respect, not hoops. We keep it simple: a couple of informal chats to share our story and hear yours, followed by a paid ~two-day work trial. The work trial is genuinely the best part — you'll work on real problems alongside the actual team, get a true feel for how we operate, and we'll both come out of it knowing whether this is the right fit. No trick questions, no take-homes that disappear into a void. Just real work, done together. If you're from an underrepresented background and don't tick every box, please reach out anyway. We know firsthand that diverse teams perform better, and we're proud that our team reflects a broad spectrum of identities and lived experiences.