Business Development Representative (BDR)

About Us

Certus AI was born on the other end of the restaurant phone line. Our CEO, Gurveer, spent seven years managing his family’s restaurant calls, from age nine through the growth from 1 to 11 locations, and witnessed firsthand how every missed ring translated into lost revenue and frustrated guests.

The restaurant industry loses over $120 billion each year, just from unmanned phone calls.
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We founded Certus AI to not only stop them from losing this every year, but to help them generate more from every interaction their customers have with Certus.
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Today, we’ve done this for dozens of restaurants… we’re just getting started.

Traction

Y-Combinator-backed (the most prestigious seed-stage incubator in the world). Winner of the Restaurant Tech Innovation Award at the 2025 Restaurant & Takeaway Innovation Expo (out of 500 applicants). We've doubled in the last quarter with the same headcount, and work with restaurant operators across the US, UK, and Canada. We're on a Series A trajectory, and need you to help us get there.

The Bottleneck Right Now

It isn't product or demand. It's outbound capacity. We need BDRs who can dial, follow up, and book qualified meetings at high volume.

With our product quality, the problem we’re solving, and the size of our market - we will become the highest performing Sales Org in the US, and we're looking for those with the ambition, will-power and skill to get there.

Why This Is a Founding Role

There's a version of outbound where the BDR has one job: talk to operators. No list-building, no scoring, no routing, no admin sprawl. Just conversations with the right people at the right cadence. That's where you'll have the most fun and the biggest impact, and that's the org we're building.

We've put work into the foundation: lead lists, connect rates, cadences. The seat is ready to be filled. The wider operation is still being shaped. Part of your role will be helping shape it, alongside the founders and the rest of the Sales and GTM team.

The Role

Your job is to dial, follow up, and book qualified meetings with restaurant operators in our ICP. Then you hand them off warm to one of our Killer Account Executives.

‍The impact you will have:

• Dial, engage and follow up with prospects through a pre-researched lead lists supplied by our team. You don't prospect or build lists, you have conversations
• Explore innovative ways to engage with passive leads and reintroduce them into our sales process
• Collaborate with the rest of the team for smooth prospect hand-offs
• Have conversations with restaurant owners about their phone line, operations, pains and desires and understand where we can best help.
• Help us build. What you hear on calls, the objections that come up, what works, what doesn't… everything informs how we improve the next call and our outbound dialing motion as a whole, ensuring we are able to reach and help as many restauranteurs as possible.
• Train and improve your skillset by collaborating with cross-functional roles across the sales and GTM team.

Who Succeeds in This Seat

You'll be a fit if:

You can do repetitive work for months without your output dropping. The single biggest predictor of success in this seat is endurance and falling in love with it.

You compete because you want to win, not because you have to. We can't teach drive.

You take feedback and integrate it immediately. We coach hard. You either get better fast or you don't get better. Coach-ability is the single most predictive trait we screen for.

You take action when nobody asks you to. The figure-it-out rep beats the wait-for-instructionsrep every time.

You have genuine respect for restaurant operators. Empathy and honesty are part of the Certus AI sales philosophy. If you think you’re better than our prospects and customers, you will not succeed.

You've operated in the top 10% of some pursuit. Sport, academics, gaming, music, sales, a side project, we don't care what domain. The pattern transfers.

You stay organized when the volume gets high. A dial seat at quota means dozens of conversations and follow-ups in motion at once. You need a system, calendar, CRM, inbox, and the discipline to feed it. The reps who lose track of their own pipeline, drown in their own activity.

If you don't have the Mona Lisa of past experience, that's fine! We're a bunch of drop-outs who have shaped our lives through trial and error. But the one thing we all have in common is being extremely fast, determined, and relentless in everything we do. If you are a fast learner, not afraid of challenges, and are excited by them, we would love to meet you. Working at Certus will be really hard. We work a lot, and we figure things out as we go, together.

What we’re looking for

• Based in the US, UK, or Canada
• 1 year tech sales experience: ideally in local SMB
• Able to work US East Coast business hours consistently
• English fluency required
• Comfort with a fast-cycle sales motion (1-call close or short cycle)
• Bonus 1: hands-on with no-code automation tools (n8n, Clay, or similar).
• Bonus 2: Spanish Fluency

OTE and Pay Structure

• On-Target Earnings at Quota (OTE): USD $63,000/ CAD $86,600 annual
• Commission is uncapped above quota
• Above-quota commissions pay at a higher per-meeting rate than at-quota commissions
• Path to AE: top BDRs move into Account Executive seats when they hit the bar and the timing fits. We believe in promoting with in an organisation and rewarding extreme ownership and work ethic.

Expectations

This is not a 9-to-5.

There have been many times where taking a call on a Saturday or 6am on a Friday was required to a hit a target. (e.g. Early this year every rep and our CRO, Adam, was up at 5am taking calls Monday to Saturday for 2 months, to ensure we met our growth goals.)

This doesn’t happen all the time, but should be expected.

Everyone on the team trains physically: martial arts, gym, endurance work, and that culture compounds into how we approach the seat.

If "not a 9-to-5" makes you uncomfortable, this isn't the seat.

If you don't have the Mona Lisa of past experience, that's fine. We're a bunch of operators who have shaped our careers through trial and error. We're fast, determined, and relentless. Working at Certus will be hard. We work a lot. We figure things out as we go, together.

Interview Process

1. Interview w/ Adam
2. Role Play
3. Final interview w/ Adam & Gurveer