Business Development Representative

Reign is the Autonomous Commerce Platform for DTC founders. We unify storefronts, checkout, payments, and operations into one AI-native platform where agents handle the operational grind and merchants focus on growth: making the most money, with the least headache, on their own terms. We set out to build the "Shopify of Direct Response," and along the way we recognized something bigger. Direct response is roughly a third of all ecommerce transactions, a trillion-dollar market chronically overlooked by Silicon Valley. The merchants who run it are obsessive about tooling. They live and die by velocity, conversion, and margin. They have no brand moats, so they compete purely on operations, which is exactly what makes them the earliest and fastest adopters of AI agents in commerce. This is a category-defining bet, and we are running at it from a position of strength. Where We Are Today - 8-figure ARR, growing 100%+ YoY (top 0.5% of all startups launched in 2024), and we do it with capital efficiency: there is a real chance we finish the year with more cash on our balance sheet than we have ever raised - Rapid merchant adoption and expanding market presence - On track to beat our budgeted sales target by 100%+ - Industry-leading NPS score - 70% of our new deals come as referrals from existing merchants - Venture-backed by a multi-billionaire ex-founder and direct response industry leaders - An executive team that has done this before: multiple leaders who have scaled a company from zero to unicorn status - A founder who builds from domain expertise: he bootstrapped $200M+ in DTC revenue as a direct response merchant before starting Reign, and is building the platform he always wanted as a merchant Why Now This is a rare opportunity for a technical leader to step into a company with proven revenue, product-market fit, an established team, and a large market opportunity. Three things make this an inflection point: Product-market fit is established. Demand continues to grow, merchant adoption is accelerating, and Phoenix is outperforming expectations. There is an opportunity to define a category. While many companies are building AI tools for commerce, few are focused on helping sophisticated DTC operators automate revenue-generating decisions at scale. Our customers are AI-ready. They adopt technology quickly when it drives measurable business outcomes, creating an ideal environment for agentic products. The Role We are hiring a Business Development Representative to open the top of Reign's funnel and carry those conversations further than a traditional SDR role allows. You will source and qualify high-risk DTC merchants doing $150K+ in monthly revenue (GMV), run first-call discovery yourself, and build the case for why Reign replaces the stack they are running today. Prospecting is the majority of the job, but you are expected to understand a merchant's business well enough to lead a discovery conversation, diagnose where they are losing money, and speak credibly about checkout, payments, fulfillment, and subscription economics. Our merchants are operators. They can tell within thirty seconds whether you understand their business. Generic outreach does not work here, and we are not looking for someone who wants to run a sequence and wait. You will work closely across: Outbound prospecting and account research Discovery and qualification Direct response and DTC commerce High-risk merchant verticals Account Executives and sales strategy Marketing, messaging, and campaign testing Product and Client Success feedback loops What You'll Own Pipeline Generation Build and maintain target account lists across several DTC verticals including nutraceuticals, supplements, skincare, clothing, accessories and subscription or continuity offers Prospect merchants at $150K+ in monthly revenue across cold calls, email, LinkedIn, SMS, and industry communities Research every account before outreach: offer type, funnel structure, checkout stack, ad channels, and visible operational pain Maintain the consistent daily and weekly activity that produces predictable pipeline Test, measure, and iterate on messaging, sequences, and channel mix rather than running the same play indefinitely Discovery & Qualification Run genuine first discovery conversations, not meeting-setting calls Qualify against clear criteria: volume, business model, current stack, processing setup, growth constraints, timing, and decision process Diagnose specific pain: declined transactions, chargeback exposure, checkout conversion loss, stockouts, fulfillment breakdowns, and fragmented tooling Document findings so the Account Executive walks into a fully briefed second call Disqualify quickly and honestly when Reign is not the right fit Merchant & Market Fluency Develop real command of direct response commerce: offer structures, upsells, subscriptions, LTV, CAC, and margin Understand how Reign's storefront, checkout, payments, and operations layers solve those problems specifically Hold credible conversations with founders, heads of ecommerce, and operations leaders Bring competitive and market intelligence back to Sales, Marketing, and Product Process & Systems Keep CRM data accurate, current, and complete Own your reporting on activity, conversion rates, and pipeline contribution Partner with Account Executives on account strategy and clean hand-offs Contribute to the sales playbook, sequences, and enablement material as the motion matures What We're Looking For Required 3+ years in sales development Demonstrated record of consistently generating qualified pipeline and meeting or exceeding quota Ability to run a discovery conversation and uncover business pain, not simply book a meeting Excellent written communication — you can write cold email that earns replies Strong phone presence and genuine comfort with high-volume cold calling Working command of CRM and outreach tooling such as HubSpot Ability to research accounts and personalize outreach at volume Business acumen strong enough to hold a substantive conversation with a founder or operator Resilience, self-direction, and coachability in a fast-moving environment Preferred Experience selling into ecommerce, DTC, direct response, payments, or SaaS Familiarity with Shopify, WooCommerce, ClickFunnels, Checkout Champ, Konnektive, Sticky.io, or similar platforms Understanding of high-risk merchant categories and the processing challenges they face Experience selling to founder-led businesses and owner-operators Experience at an early-stage or high-growth company where the playbook was still being written Track record of building an outbound motion from scratch rather than inheriting one Experience carrying a pipeline or revenue-influenced quota rather than a pure meetings quota Our Values We are a value-driven company. These aren't words that we just put on a wall. They dictate how we hire, fire, and promote. All In to Win. Operate with urgency and a relentless focus on excellence. A Players Only. Build and maintain exceptional talent density. Pure meritocracy. Merchant First. Every decision is measured by merchant impact. Entrepreneurial Spirit. Move quickly, stay resourceful, and take ownership. No Ego. The best ideas win regardless of title or tenure. No BS politics. **Reign.com is mission-first and performance-driven. We operate with urgency, give direct feedback, and expect high ownership. If you thrive under pressure and love building in fast-moving environments, you'll do great here. If you strongly prioritize predictability, comfort, and work/life separation, this 100% isn't the right role.** We operate as a flat, high talent density, meritocratic organization.