Business Development Representative

Who We Are 

30,000 products are launched every year, and 90% of them fail. Highlight is the first and only end-to-end agile product testing platform, enabling the efficient collection of scaled product performance data. Brands like Nestle, P&G, and Estee Lauder rely on Highlight for competitive benchmarking, pre-launch formulation testing, in-market product renovation, and more, to optimize product success. Highlight, launched in 2021, has seen runaway growth and scale, having tested hundreds of products at a fraction of the time and cost of traditional analog methods, and becoming the dominant SaaS platform in the product testing space. Highlight is a woman-owned, minority-owned startup on a mission to create better products for people and the planet. We’re a diverse and collaborative team committed to fostering an environment of innovation, impact, and growth.

Highlight is looking for talented and energetic individuals who are motivated and driven. We are a fast-paced, rapid-growth early stage start-up changing how brands test physical products.  Success on our sales development team hinges on a propensity for action and productive collaboration with the sales and marketing teams. As a BDR, you will report directly to the BDR Team Lead. We guarantee that this relationship will be a two way street where we will invest the time and resources into your success which will enable the sales development organization to accomplish its mission: Introducing Highlight to as many brands as possible. Our goal is to empower you to be a master of your craft and enable you to pursue future opportunities for growth!

• Demonstrate passion about being part of a team focused on innovation, sparking new ideas and fostering new ways for brands and consumers to work together.
• Absorb the sales development playbook and be ready to start contacting new prospects 1 week from start date (if not sooner).
• Become an expert at using lead generation tools like LinkedIn Sales Navigator and Zoominfo to routinely extract contacts and create accurate and targeted lists of prospects.
• Conduct account development best practices with email, phone, and social touches using tools like: LinkedIn, Hubspot CRM, Vidyard and Salesloft.
• Work closely with fellow team members in the ongoing optimization of strategic sales approaches.
• Provide insights to, and collaborate with, marketing to ensure conversion rates are world-class across the funnel.
• Extensive use of Hubspot CRM and other tools to build and maintain accurate activity, contact, and account information of all customers and prospects.
• Be eager to learn, committed to getting 1% better everyday and be open to feedback.

• Learn and articulate complex subject matter
• Team player open to lots of collaboration with BDR Team Lead, GTM and Marketing leaders, and other senior leadership
• Great listener
• Adept at investigation and research
• Natural storyteller
• Curious and not afraid to challenge the status quo
• Strong written communication, phone, presentation, and interpersonal skills
• Experience selling technology and/or software
• Highly organized and strong time management skills
• Ability to work in a fast-paced, remote environment with lots of autonomy
• Hustle and persistence

• Bachelor's degree in Business or related area
• 1-2 years in outbound-focused sales (SDR/BDR) or other customer-oriented backgrounds (support, customer service)
• Prior experience at high-growth, SaaS company
• Prior experience selling to market research or consumer insights roles
• Prior experience selling or prospecting to large enterprise CPG companies
• Hubspot experience is a plus but not required

• Health insurance (medical, dental, vision) with 100% premiums covered
• Unlimited PTO
• Flexible, remote WFH culture
• Access to the iconic Hearst Tower & its facilities in NYC (should you choose to ever be in person)
• Compensation: OTE target of $84,000

You do not need to match every listed expectation to apply for this position. At Highlight, we know that diverse perspectives foster the innovation we need to be successful. We are committed to building a team that comes from a wide range of backgrounds - including but not limited to - race, age, sexual orientation, gender identity and expression, national origin, religion, disability, and veteran status. If you’re someone who can think rigorously and isn’t afraid to challenge assumptions, join us.

We've built a world-class team with decades of experience in the space. We’ve encountered the problems we’re trying to solve first hand and care deeply about making better products. We’ve been fortunate to raise a seed round from First Round Capital as well as experienced angels and insiders to help us further our mission. We’re also a passionate, capable, and empathetic team who live by our Humans First value. We have fun, we care about one another, and we’re all in on tacos.