Business Development Representative (BDR)

Business Development Representative (BDR)

Location: Redwood City, CA (In-person, 5 days/week)
Experience: 1–2 years (ambition > resume)
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 will be our first sales hire. 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.

If you do this well, there is a clear path to Account Executive over time.

What You’ll Do

• Own top-of-funnel prospecting for mid-market food & beverage brands ($50–500M revenue)

• Research and thoughtfully engage CEOs as well as procurement, operations, finance, and supply chain leaders by phone, email, LinkedIn, and other channels.

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

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

• Work directly with the CEO on 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 building out 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

We care far more about drive, judgment, and pride than pedigree.

You might be early in your career—but you should be exceptional at something and hungry to compound that edge.

You might be a fit if you:

• Are energized by selling a product that actually works and delivers measurable ROI

• Can explain complex ideas simply and credibly

• Can think on your feet exceptionally well and interact with potential customers effectively

• Are comfortable with ambiguity and building from zero

• Care deeply about doing things the right way—not just hitting activity metrics

• Want to learn directly from experienced founders and customers

• Prefer being in the room, in person, solving problems together

• Take pride in your craft and your reputation

Experience that helps (but isn’t required):

• BDR / SDR experience in B2B SaaS

• Selling into operations, finance, or supply chain personas

• Startup experience or exposure to early-stage companies

• Demonstrated progression, grit, or excellence in any domain

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