Business Development Representative (BDR)

Business Development Representative (BDR)

Location: Redwood City, CA (In-person, 5 days/week)

Location: Redwood City, CA (In-person, 5 days/week)

Experience: 6+ months of B2B outbound sales experience, currently active or completed within the last 6 months

Company: Waystation AI

About Waystation

Waystation is building the operating system for consumer packaged goods (CPG).

Every product starts with ingredients and packaging, and today, that work is still run through inboxes, PDFs, and spreadsheets. Procurement is mission-critical, but opaque, manual, and painfully inefficient. It slows innovation, hides costs, and quietly destroys margin.

Waystation changes that.

We're building an AI-powered procurement platform that turns email-driven chaos into structured data, visibility, and leverage. Our product sits directly in existing supplier workflows (no portals, no supplier logins) and delivers immediate ROI. In the first three months, we helped a customer save over $200,000, more than paying for their annual contract in the first 30 days.

"If you care about margin, availability, and speed, Waystation is a no-brainer."

— Current customer

Our vision is bold: a world where building a physical product is as simple as launching a website. Waystation is the wedge, and ultimately the operating system, that makes that possible.

Waystation is led by repeat founder and CEO Ryan Caldbeck (Founder & CEO, previously founded CircleUp). Before writing a line of code, we conducted 200+ customer interviews to validate the problem. Today, we have paying customers, real usage, and real impact.

We're backed by top-tier investors, including Founder Collective, Homebrew, Slow Ventures, and 87 Capital.

Why This Role Matters

This is not a typical BDR role.

You'll work directly with the CEO, sit with the product and customers, and help define how Waystation goes to market. You're not selling vaporware. You're selling a product that demonstrably saves customers money, time, and stress.

Your job is to help the right customers see themselves in the product, and to help us learn, refine, and scale our sales motion.

This role is for someone who wants to grow fast, take full ownership of their impact, and be part of a sales team that rewards performance with real opportunity. If you do this well, there is a clear path to Account Executive over time.

What You'll Do

• Develop deep mastery of Waystation's products, ICP, and value proposition

• Book qualified meetings through high-performing outbound motions across cold calls, email, LinkedIn, and events, targeting mid-market food & beverage brands ($50–500M revenue)

• Research and thoughtfully engage CEOs as well as procurement, operations, finance, and supply chain leaders

• Tell a compelling, grounded story backed by real customer outcomes (not hype)

• Run discovery calls and qualify real pain, not just interest

• Partner directly with the CEO to convert meetings into qualified pipeline and sharpen messaging, positioning, and deal strategy

• Capture feedback from prospects to sharpen ICP, pitch, and product direction

• Build repeatable outbound and inbound processes from the ground up, including our systems and sales materials

• Become deeply fluent in customer workflows, economics, and objections

• Help shape the foundation of the Waystation sales playbook

What We're Looking For

An experienced B2B outbound BDR with a track record of booking qualified meetings in fast-moving, high-urgency sales environments.

• Experience: At least 6 months of B2B outbound sales experience, currently active or completed within the last 6 months

• Ownership-First Mindset: Takes initiative, moves with extreme urgency, and figures things out as a resourceful self-starter

• Early-Stage Fit: Thrives in early-stage environments where speed and impact matter

• High-Expectation Culture: Upholds a high-expectation culture centered on hard work, intensity, continuous improvement, and consistently turns feedback into results

• Resilient: Comfortable with rejection and setbacks, rebounds quickly, and stays consistent under pressure

• Communication: Exceptional written and verbal communication skills with full fluency in English; can explain complex ideas simply and credibly

• Pride and Craft: Cares deeply about doing things the right way, not just hitting activity metrics; takes pride in their craft and reputation

• In-Person: Prefers being in the room, in person, solving problems together

The ideal candidate books meetings from day one and raises the bar for the team through their work ethic, coachability, and competitive drive.

Experience That Helps (But Isn't Required)

• A demonstrated history of excellence in any domain. For example: a college athlete, or someone who has reached the top of a craft through sustained effort

• Selling into operations, finance, or supply chain personas

• Startup experience or exposure to early-stage companies

• Experience selling into CPG, food & beverage, or supply chain

Values

• We are reliable, credible, and authentic

• We are solution-oriented

• We are proud of our work, our customers, and ourselves

What We Offer

• Competitive base salary + upside

• Meaningful equity

• Direct mentorship from a repeat founder & CEO

• Clear path to grow into an AE role

• Full health, dental, and vision coverage

• Unlimited vacation

• A product and mission you'll be proud to sell

• A team you'll be proud to build with every day

6 months

Company: Waystation AI

About Waystation

Waystation is building the operating system for consumer packaged goods (CPG).

Every product starts with ingredients and packaging, and today, that work is still run through inboxes,

PDFs, and spreadsheets. Procurement is mission-critical, but opaque, manual, and painfully inefficient. It

slows innovation, hides costs, and quietly destroys margin.

Waystation changes that.

We're building an AI-powered procurement platform that turns email-driven chaos into structured data,

visibility, and leverage. Our product sits directly in existing supplier workflows (no portals, no supplier

logins) and delivers immediate ROI. In the first three months, we helped a customer save over $200,000,

more than paying for their annual contract in the first 30 days.

"If you care about margin, availability, and speed, Waystation is a no-brainer."

— Current customer

Our vision is bold: a world where building a physical product is as simple as launching a website.

Waystation is the wedge, and ultimately the operating system, that makes that possible.

Waystation is led by repeat founder and CEO Ryan Caldbeck (Founder & CEO, previously founded

CircleUp). Before writing a line of code, we conducted 200+ customer interviews to validate the

problem. Today, we have paying customers, real usage, and real impact.

We're backed by top-tier investors, including Founder Collective, Homebrew, Slow Ventures, and 87

Capital.

Why This Role Matters

This is not a typical BDR role.

You'll work directly with the CEO, sit with the product and customers, and help define how Waystation

goes to market. You're not selling vaporware. You're selling a product that demonstrably saves

customers money, time, and stress.

Your job is to help the right customers see themselves in the product, and to help us learn, refine, and

scale our sales motion.

This role is for someone who wants to grow fast, take full ownership of their impact, and be part of a

sales team that rewards performance with real opportunity. If you do this well, there is a clear path to

Account Executive over time.

What You'll Do

• Develop deep mastery of Waystation's products, ICP, and value proposition

• Book qualified meetings through high-performing outbound motions across cold calls, email,

LinkedIn, and events, targeting mid-market food & beverage brands ($50–500M revenue)

• Research and thoughtfully engage CEOs as well as procurement, operations, finance, and supply

chain leaders

• Tell a compelling, grounded story backed by real customer outcomes (not hype)

• Run discovery calls and qualify real pain, not just interest

• Partner directly with the CEO to convert meetings into qualified pipeline and sharpen messaging,

positioning, and deal strategy

• Capture feedback from prospects to sharpen ICP, pitch, and product direction

• Build repeatable outbound and inbound processes from the ground up, including our systems and

sales materials

• Become deeply fluent in customer workflows, economics, and objections

• Help shape the foundation of the Waystation sales playbook

What We're Looking For

An experienced B2B outbound BDR with a track record of booking qualified meetings in fast-moving,

high-urgency sales environments.

• Experience: At least 6 months of B2B outbound sales experience, currently active or completed

within the last 6 months

• Ownership-First Mindset: Takes initiative, moves with extreme urgency, and figures things out as

a resourceful self-starter

• Early-Stage Fit: Thrives in early-stage environments where speed and impact matter

• High-Expectation Culture: Upholds a high-expectation culture centered on hard work, intensity,

continuous improvement, and consistently turns feedback into results

• Resilient: Comfortable with rejection and setbacks, rebounds quickly, and stays consistent under

pressure

• Communication: Exceptional written and verbal communication skills with full fluency in English;

can explain complex ideas simply and credibly

• Pride and Craft: Cares deeply about doing things the right way, not just hitting activity metrics;

takes pride in their craft and reputation

• In-Person: Prefers being in the room, in person, solving problems together

The ideal candidate books meetings from day one and raises the bar for the team through their work

ethic, coachability, and competitive drive.

Experience That Helps (But Isn't Required)

• A demonstrated history of excellence in any domain. For example: a college athlete, or someone

who has reached the top of a craft through sustained effort

• Selling into operations, finance, or supply chain personas

• Startup experience or exposure to early-stage companies

• Experience selling into CPG, food & beverage, or supply chain

Values

• We are reliable, credible, and authentic

• We are solution-oriented

• We are proud of our work, our customers, and ourselves

What We Offer

• Competitive base salary + upside

• Meaningful equity

• Direct mentorship from a repeat founder & CEO

• Clear path to grow into an AE role

• Full health, dental, and vision coverage

• Unlimited vacation

• A product and mission you'll be proud to sell

• A team you'll be proud to build with every day