We're looking for individuals who have the passion, hunger, and drive to join a thriving startup in the tech ecommerce space and someone who gets excited picking up the phone, writing cold emails, and going to industry events to engage with prospects to generate qualified opportunities for AEs. You are able to effectively collaborate with additional cross-functional teams like marketing, partnerships, and growth strategy.
Who You Are
Key Traits of an Ideal ExtenDR
Coachability. You are highly coachable and enjoy hearing feedback on how you can improve your craft. You will experience many opportunities to improve the way you prospect, sell, and on-board at Extend. you get excited about receiving feedback to help up-level your skills.
Resilience. You handle objections and rejection day in, day out without losing energy or letting one bad call bleed into the next. You don't take "no" personally and you can show us a track record — in sales or in life — of pushing through repeated setbacks and demonstrating resilience.
Curiosity. You lead with questions, not pitches. On a cold call you want to understand the merchant's business, their post-purchase pain, and what their customers actually experience — not recite every feature in our deck. Good ExtenDRs in our world earn the meeting by showing genuine interest in our prospect and understanding what is important to them.
Self-starter mentality. When you hit a wall, you take a swing at it before escalating. You come to your manager with a menu of options on how you solved the challenge without having to have it solved for you. You build your own systems, tell us what’s working, and improve your current processes after implementing feedback.
Required
1–2 years of professional experience within retail/ecommerce space or 6–12 months in an SDR/BDR role at an ecommerce, fintech, or merchant-tech company (Shopify ecosystem, payments, embedded finance, warranty/protection, post-purchase, loyalty, reviews, shipping, etc.).
New college graduates or those with less than 1 year of professional experience will not be considered at this time.
A demonstrated track record of hitting or exceeding outbound activity and pipeline targets.
Hands-on experience with a modern outbound stack: Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Lusha and Chorus.
Strong written and verbal communication.
Located in the Bay Area and excited to come into office 3 days a week.
Bonus points if you have
Sold into Heads of Ecommerce, Heads of CX, Heads of Operations, or DTC founders.
Worked an account list of Shopify Plus, BigCommerce Enterprise, or Salesforce Commerce Cloud merchants.
Booked meetings against a sharply defined ICP rather than a haphazard outbound motion.
Research shows that strong candidates often hold themselves back from applying unless they meet every qualification. If this role excites you and you bring most of what we're looking for, we encourage you to apply.
What You'll Do
In your first 30 days
Complete onboarding, get certified on the Extend product portfolio across protection, shipping, and category-specific solutions, and shadow live calls with AEs.
Build a working point of view on our ICP, the merchant pain we solve, and how we win against the alternatives (including "do nothing").
Get hands-on in the stack: Salesforce, Outreach, LinkedIn Sales Nav, ZoomInfo, Lusha, Chorus.
In your first 60 days
Run a full multi-channel outbound motion — cold calls, sequence emails, LinkedIn, text-based prospecting— against your assigned account list with your AE.
Hold consistent daily activity (calls, sequenced touches, LinkedIn engagement) and start converting that activity into qualified discovery meetings.
Partner with your AE on account strategy, multi-threading, and meeting handoff. The bar is a clean qualified meeting that the AE doesn't have to re-qualify.
In your first 90 days and beyond
Consistently hit or beat your qualified meeting quota.
Contribute back to the playbook — what messaging is landing, what objections are coming up, what account patterns are converting — and help us codify it for the next BDRs we hire.
Begin being a category expert within your vertical within the warranty side of the business. You want to become a strategic thought partner and consultative seller with your merchants which requires you to develop domain expertise in your assigned verticals.
How We'll Measure Success
Qualified meetings booked and held (the headline number).
Pipeline sourced and pipeline converted to qualified opportunities that enter your AE’s forecast in partnership with your AE.
Activity quality — not just volume. We care about call connect rates, reply rates, and meeting-to-opportunity conversion.
How you show up as a teammate: coachability, feedback you take and feedback you give, and how you raise the bar around your team.
Compensation & Benefits
Expected Pay: $90,000 annually for On Target Earnings (OTE)* The base salary is $65,000 and variable OTE is $25,000 for this position. OTE is payable based on the Company's variable sales compensation plan; employees who exceed annual sales targets may receive additional compensation. Incentive compensation will be provided as part of a total compensation package.
Why be an ExtenDR and why now
We are at the stage where the BDRs we hire today will materially shape the outbound motion at Extend. The first hires will get direct access to leadership, input on what we build, and a real shot at being future Go-To-Market leaders at Extend. If you want a seat where you can plug into a finished machine, this isn't it. If you want to be an owner who shapes how things get built— and have the soft skills, the discipline, and the Ecommerce instincts to do it well — we'd love to talk.
Equal Opportunity
Extend considers all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other legally protected status under applicable state or federal law.
Life at Extend
Working with a great team from diverse backgrounds in a collaborative and supportive environment.
Competitive salary based on experience, with full medical and dental & vision benefits.
Stock in an early-stage startup growing quickly.
Generous, flexible paid time off policy.
401(k) with Financial Guidance from Morgan Stanley.
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