Business Development Representative

ABOUT KERNEL Agents are starting to sell, buy and operate on behalf of companies. But before an agent can close a deal, qualify an account, route a lead or assess risk, it has to answer a basic question: which company is this?   Today, that answer is messy, and no one answers it reliably. Business identity lives across CRMs, ERPs and third-party datasets full of duplicates, missing parent companies, stale addresses and incorrect enrichment. The cost shows up across the enterprise: sales teams miss revenue opportunities because they lack the right account context; operations teams take on avoidable exposure because risk signals are fragmented or wrong; and finance teams end up chasing, writing off, or defaulting on bad debt that should have been caught earlier.   Humans have worked around that mess for years. Agents cannot. They need a reliable business identity layer they can trust.   Kernel is building that layer: the business registry for agents. We issue a permanent KERN ID for every business, plus the context an agent needs to act on it. Ops, data and revenue teams at Gong, Legora, Mistral, Canva and Checkout already use Kernel on their own systems. Agents are next, and there will be far more of them.   We have raised $14M from top VCs and operators at Plaid, OpenAI, Slack and others, and we are growing 5x YoY. THE ROLE This is the perfect role for either a sales-minded generalist, or a top-performing SDR/BDR.   At Kernel, we have an outbound sales motion that works, and our top performers hit their targets and get promoted fast (within 12 months).   The outbound sales team is the basis for how fast Kernel can grow, so this is a high impact and high visibility role.   To help scale the team, we’re looking for sales-minded people to come and own a book of pre-tiered accounts. Your primary mission is to generate qualified pipeline by researching, prospecting, and engaging the right companies and stakeholders.   You’ll spend most of your time leveraging Kernel’s data-driven insights to develop hyper-targeted outreach, primarily via calls (our main channel), LinkedIn DMs, and other channels. We also encourage Commercial Associates to think outside the box to generate pipeline, such as by attending/organising events or by implementing new outbound methods.   You’ll partner closely with Marketing and AEs.   WHAT YOU’LL BE DOING Target & Qualify - Identify and research high-fit companies and decision-makers using Kernel’s data - Build and maintain a consistently updated target list with clear qualification criteria   Outbound Prospecting - Execute a phone-driven cadence (cold calls + voicemails) to generate meetings - Take a strategic view of each account in your list, and multithread to get meetings booked - Mix LinkedIn, email, and phone in multi-touch cadences   Handoff & Collaboration - Book qualified meetings for AEs and provide detailed call notes - Collaborate with Marketing to refine ICPs and…