Founder — BizDev Labs. Progressive outbound BDR agency (45+ SaaS clients 🚀)

In 2020, I quit my job with $3K in the bank and no plan. 

Two years later, I built a multi-million-dollar BDR agency and earned a spot on Forbes 30U30.

Today I am redefining the role of a BDR. I believe the BDR role is a lifelong career. And my goal is to build the most tenured BDR team on the market.

—-

Outside of work, I was an Olympic-class windsurfer. 

I lived in Israel, Canada, USA, England, Mexico, Hong Kong, Portugal and Aruba.

Roy Itzhaki

R.I.P. Old-School BDR Roles 🪦
The traditional BDR model is broken, and 2025 just buried it for good.

Here’s what’s failing fast:
• Hire 10 junior reps straight out of college
• Pay them $65K to “prove themselves”
• Give them cookie-cutter scripts
• Tell them “it’s a numbers game”
• Use static lists you bulk downloaded from ZoomInfo 
• Watch the best ones leave for AE roles within a year
• Start the same cycle all over again

Here’s how the new model works 👇
→ Smaller teams of elite BDRs (not 10 rookies, just 3 pros)
→ Dedicated pod: call, email, LI, strategy, GTM engineer
→ Deep collaboration with marketing and AEs
→ Flat structure, no “junior” titles
→ High pay, high ownership, high involvement 
→ Built to last, not just to hit this months quota

The results?
• Fewer reps, higher output
• Consistent pipeline month after month
• Institutional knowledge that stays
• Zero ramp when someone leaves (because no one does)

This is the end of “entry-level sales.”
The new era is BDR as a career, not a stepping stone.

Want to see how we built this model?
I’m giving away the full breakdown:
• The Outbound Pod structure we use for 120+ SaaS clients
• Compensation & role design examples

Like this post, comment "2026 model" below, and I’ll DM you the full Blueprint.
The same model that replaced the old BDR model.
[make sure we're connected!]

#SaaS #BDR #Sales #marketing

---

PS. This is the new way for BDRs. Ask me anything...

Roy Itzhaki 

Founder @ BizDev Labs | Forbes 30 Under 30

🚀 SDR/BDR Jobs in the US, January 2026 Edition!

Here’s a curated list of 34 Software & SaaS companies actively hiring for SDR/BDR roles right now:

1. Giga (65 employees) – Sales Rep – San Francisco, CA
2. Prelude (39 employees) – Sales Rep – Remote, US
3. Phamily (178 employees) – Sales Specialist – New York, NY
4. Hypersonix Inc. (103 employees) – Sales Rep – California
5. Wander (215 employees) – Sales Rep – Remote, US
6. PlanHub (183 employees) – Sales Rep – Remote, US
7. Marigold (1,051 employees) – Sales Rep – Remote, US
8. Sigga Technologies (217 employees) – Sales Rep – Remote, US
9. Elaniin (110 employees) – IT Sales Rep – Remote, US
10. Adobe (41,731 employees) – Sales Rep – San Francisco, CA
11. SchooLinks (2,869 employees) – Sales Rep – Austin, TX
12. Precisely (2,948 employees) – Sales Rep – Remote, US
13. Odoo (7,915 employees) – Sales Rep – SF Bay Area
14. Nexthink (1,140 employees) – Sales Rep – Boston, MA
15. Braincube (172 employees) – Sales Rep – Remote, US
16. Securly (331 employees) – Sales Rep – Remote, US
17. WorkOS (108 employees) – Sales Rep – New York, NY
18. Ressio Software (38 employees) – Sales Rep – Washington, DC
19. EngageTech (172 employees) – Sales Manager – Charlotte, NC
20. Oscilar (135 employees) – Sales Rep – New York, NY
21. TORSH (21 employees) – Sales Rep – Remote, US
22. Novatech (746 employees) – Sales Rep – Nashville Area
23. Nimble (135 employees) – Sales Rep – New York, NY
24. Arrow (94 employees) – Sales Rep – Remote, US
25. Thera (23 employees) – Sales Rep – New York, NY
26. Inworld AI (90 employees) – Sales Rep – Mountain View, CA
27. HubStar (55 employees) – Sales Rep – Remote, US
28. AirGarage (107 employees) – Sales Rep – Las Vegas Area
29. SafetyKit (18 employees) – Sales Rep – San Francisco, CA
30. Selector (149 employees) – Sales Rep – Remote, US
31. DNSFilter (171 employees) – Sales Rep – Tampa, FL
32. Timus (48 employees) – Sales Rep – Tampa, FL
33. Loman AI (19 employees) – Sales Rep – Texas, US
34. Intermedia Intelligent Communications (1,301 employees) – Sales Rep – Denver, CO

🔥 Save this. Share it with someone job hunting.

Who else should I add?

EDIT:

35. Sardine is hiring a BDR please DM Eric Zimmerman 🐟 
36. Climate X is hiring SDRs in NYC DM Tom Giles
37.  Hexmodal is hiring SDRs in NYC DM Benjamin Nordwick
 
#saas #salesjobs #techsales #startups

Here’s a list of 20 SaaS companies hiring for BDR / SDR roles in Canada:

1. Club Caddie (50) is hiring a BDR in CA
2. tofu (11) is hiring a BDR in Toronto, ON
3. Basetwo AI (33) is hiring a BDR in Toronto
4. Aragon.ai (14) is hiring a BDR in CA
5. DataFramer (2) is hiring an SDR in CA
6. Folks (68) is hiring a BDR in ON
7. Traild (181) is hiring an SDR in CA
8. CyberQP (41) is hiring an SDR in Vancouver
9. Faronics Corporation (116) is hiring a BDR in BC
10. Great Question (71) is hiring a BDR in Van
11. Swapcard (182) is hiring an SDR in CA
12. Spotwork (39) is hiring an SDR in Toronto
13. Quadient (3) is hiring an SDR in Markham
14. Besty AI (14) is hiring an SDR in GTA
15. TechPOS (33) is hiring an SDR in Vancouver
16. D3 Security (171) is hiring an SDR in CA
17. Mycroft (28) is hiring a BDR in Toronto
18. Huzzle.com (78) is hiring a BDR in Toronto
19. DBSync (112) is hiring an SDR in ON
20. CoLab (177) is hiring a BDR in Toronto, ON

Who else is hiring? Comment below and I’ll add them.

EDIT (added from comments):

21. ServiceTitan DM Tai S. for ENT BD in GTA
22. Spellbook DM Lara Bragan 
23. Ordesa AI

#hiring #bdr #sdr #saas #sales #canada

Two BDRs.
One makes $70K.
The other? $120K+.

Same product.
Same tech stack.
Same sequences.

Why?

It’s not luck.
It’s not the territory.
And it’s not effort.

It’s the STRATEGY behind the motion.

The top rep didn’t start the day guessing.

They started with:

✅ Picking the right channel
✅ Running actual campaigns not static lists
✅ Prioritizing intent signals
✅ Building cold plays with real triggers
✅ Layering in value touch points
✅ Tracking everything weekly as tests

The average rep?

They open Salesforce and just started calling.

📉 Random activity = random results
📈 Strategic activity = predictable pipeline

If you’re trying to build consistent pipeline...

💥 I am sharing our Strategic Outbound OS Framework.
Built from working with 120+ SaaS companies.

Want access? 
Write "Outbound OS" in the comments.

[and make sure we're connected!]

#BDR #Outbound #LeadGeneration #Sales

I didn’t accidentally become a lifelong BDR.
I chose it.

Early in my career, I was told the same thing everyone hears:
“BDR is just a stepping stone.”

Do your time.
Make your calls.
Get promoted.
Move on.

But once I was actually inside the role, 
I noticed something most people ignored.

I was the first person talking to buyers every day.
The first hearing why they weren’t interested.
The first seeing which messages landed.
The first hearing how people describe their problems.

And yet… none of that insight was valued.

BDRs were treated like executors, not thinkers.
Volume mattered more than signal.
Activity mattered more than learning.

That never sat right with me.

So instead of rushing to “escape” the role, I leaned into it:

• I tracked patterns, not just outcomes
• I fed objections back into positioning weekly
• I tested ICPs in real time, not anually
• I optimized order of operations, not scripts
• I treated outbound like a system, not a grind

That’s how you book more meetings.
That’s how you create real momentum.
That’s how you build a repeatable system.

This is also why I stayed a BDR, by choice.

Because mastery compounds.

--

Now let me ask you:

If you’re the one closest to the market...
Why treat your role as temporary?

#BDR #Outbound #Pipeline #GTM #SaaS

Outbound isn’t hard, it’s just built wrong...

Most teams fail because they expect one BDR to do everything,
and then wonder why pipeline is random.

I wish someone had shown me a clear system earlier.
So I built one.

📌 The Outbound Pod System™ Cheat Sheet
Who does what.
Who owns what.
How pay actually works.

All on ONE page.

Save it.
Use it.
Stop guessing.

If you want to see how we run this with real B2B SaaS teams,
it’s all here →

https://lnkd.in/gZVTJ5vA

This photo was taken a few weeks after I quit my job.

COVID had just started.
Everything was shutting down.
And I had no real plan beyond betting on myself.

No runway.
No safety net.
No clear idea how this would work out.

Very few people believed in the move.
Some days, I didn’t either.

If it failed, I genuinely didn’t know how I’d recover.

But I did have one thing most people overlook:

Outbound.

No industry credibility.
No big-name network.
No unfair advantage.

Just the ability to reach out, start conversations, and get real responses.

When everything around me was unstable, that skill stayed predictable.

Here’s the lesson people miss:

If you know outbound, you’re never actually stuck.

You can create surface area on demand.
You can open doors without waiting for permission.
You can build momentum when there is none.

Practically, that looks like this:

* Selling a product with no brand
* Finding your next role without referrals
* Getting time with people “out of your league”
* Asking for capital, partnerships, or sponsorship

Most people wait for opportunities to appear.

Outbound people create them.

That’s why this skill compounds under pressure.

I didn’t survive that period because I was confident.
I survived because I could generate conversations on demand.

Now to you:

If you already know outbound or lead gen, don’t downplay it.
You’re holding leverage most people never bother to build.

#outbound #leadgeneration #bdr #sales #gtm

Everyone calls BDR “entry level.”

It’s not.

It’s just treated like one.

Here’s the reality most people miss:

-> BDRs are the first ones to feel the market.
-> They hear objections before leadership does.
-> They test messaging before marketing knows what works
-> They see which ICP actually leans in and which one looks good on a slide but never buys.

That’s not entry-level work.
That’s front-line strategy.

The reason it looks junior is simple:

• Little context
• No ownership
• No feedback loop
• Paid to “execute,” not to think

So most BDRs are stuck dialing lists they didn’t choose,
pushing messaging they didn’t shape,
for a pipeline they don’t control.

But when you flip that?

When a BDR owns:
• ICP learning
• Signal detection
• Messaging iteration
• Channel strategy

They stop being a stepping stone.
And become a growth lever instead.

The best BDRs I know aren’t trying to “graduate” out of the role.

They’re building unfair advantages inside it.

#BDR #Sales #Outbound #SaaS

If BDR is “entry level”… why is it the hardest role to replace when someone great leaves?

Every company I worked with had the same setup.

• Marketing planned campaigns in theory
• Sales closed whatever showed up
• BDRs sat in the middle, expected to “execute”

But from the inside, I kept seeing something different.

I was the first one hearing real objections.
The first one testing messaging in live conversations.
The first one feeling friction in the market.
The first one seeing which ICP actually leaned in.

And almost none of that intelligence was being used.

So I leaned into it.

Instead of treating the BDR role as a middleman,
I treated it like a market research engine.

Someone who:
• Tests messaging daily
• Listens for patterns, not opinions
• Iterates within the same week
• Feeds real, unfiltered feedback back to leadership

Over time, that does one thing extremely well:
It shows you the path of least resistance to pipeline.

Here’s what I’ve noticed since:

• Most companies don’t have a lead problem
• They have a feedback problem
• They’re slow to learn
• The people closest to the market aren’t empowered to think
• And none of this is even valued as a KPI

That gap is one of the reasons why I started BizDev Labs.

Not just to “book meetings.”
But to help companies learn faster than their competitors.

---

The fastest way to scale revenue isn’t more activity,
it’s faster truth.

#BDR #Outbound #Sales #GoToMarket

What people think successful outbound requires:

• A clean launch where execution works immediately
• Messaging that’s mostly “done” after kickoff
• Targeting that doesn’t need much refinement
• Meetings booked quickly to justify the motion
• KPIs that prove ROI before learning is complete
• Low tolerance for mistakes or missed handoffs
• Systems that run smoothly without senior input
• Confidence that scale comes before clarity

What successful outbound actually requires:

• Senior context early (founder, exec, or product expert)
• Clear ownership of ICP, pain, and buying trigger
• Time to learn what doesn’t work before optimizing
• Fast feedback loops between market and message
• Signal quality prioritized over raw activity
• Space to move from noise → patterns → consistency
• Pressure applied only after repeatability exists
• Trust built through progress, not instant outcomes

Outbound fails when it’s judged like a finished product.
It wins when it’s treated like a system under construction.

If you’ve owned outbound before,
which assumption took you the longest to unlearn?

#outbound #bdr #gtm #sales #leadership #founders

Most outbound problems aren’t execution problems.

They’re thinking problems.

BDRs jump straight to:
emails, calls, sequences, tools.

Before answering the harder questions:

* Who exactly can we sell to?
* How big is the real market?
* Which segments deserve focus first?
* How much runway do we actually have?

Without those answers, outbound becomes random.
Busy, but random.

After working with 120+ teams, the pattern is always the same:
the reps who perform best aren’t “working harder”,
they’re operating inside a clear system.

They know:

* which campaign they’re on
* why it exists
* how much is left
* and whether it’s working

That clarity compounds.

I wrote down the framework we use internally to create that clarity.
Not as a playbook, as a mental model.

If you want a copy of the Strategic Outbound OS Framework,
comment Outbound OS and I’ll share it.

[and make sure we're connected].

#BDR #Outbound #Sales #GTM

Florin Tatulea

Sales Leader | LinkedIn Top Voice 2023 | GTM Advisor | Focusing on Seed → Series B

I'm a passionate leader that lives and breathes all things sales.

I was lucky enough to be the first sales hire at Loopio and have had the opportunity to be a part of and contribute to the exponential growth that had led us to a sales team of ~50 strong. In my 6.5 years at Loopio we grew revenue by 65x. 

I am now doing it all over again at Common Room

Whether it's been as an SDR, AE, Manager or Director, I'm constantly looking for ways to reinvent myself and my team.

I'm a people-first leader that understands that leading a team is not about me. It's about lifting others up and seeing them succeed. My success is simply a bi-product of my team's success. 

As a sales leader, I'm curious about scaling sales teams, generating pipeline, increasing win rates and lowering ramp times in a remote world.

As an individual, I'm passionate about copywriting, sequence/cadence building, leveraging social selling and the future of sales technology.

Director of Sales

SDRs - Your cold call opener doesn’t really freaking matter. 

Sorry to break it to you. 

I've seen SDRs absolutely kill it using "Hey, how are you?".

I've also seen others kill it using a permission-based opener like: 

"Hey Tom, I know, I'm calling out of the blue. Mind if I take 30 seconds to explain why I'm calling? If it's not interesting from there, feel free to hang up".

Most of the ACTUAL battle is your tone, energy and confidence.

These are all things you can work on with enough practice.

You need to:

1. Deeply understand your persona - read books/blogs, look up what memes/jokes they like, how they talk, what they are measured on, where they hang out, how they think. Obsess over it.

2. Repetition - nobody likes to hear it but you just have to make thousands and thousands of calls. Period.

Get yourself a fantastic data platform like FullEnrich so you actually get shots at bat with real people.

(Their 30-provider enrichment waterfall is NUTS for mobile numbers… we use it).

3. A "just get it done" mentality.

4. Stop trying to be other people - The exact phrases that work for another person WONT work for you! 

Use words you are comfortable using, sense of humour (or lack thereof), natural tone etc. 

It sounds rehearsed and awkward (and probably makes you nervous) to try to force someone else into your calls. 

So…..

Stop analyzing everything all the time. Just make the damn calls and learn from your mistakes.

It's really not rocket science.

#FullEnrichPartner

GTM Leader | LinkedIn Top Voice | Advisor

PSA to all sales reps. 

Nobody is reading your ESSAY of a follow up email after a sales call. 

Why are we still doing this? 

Stop with the links, case studies and generic templates.

Here’s a template that’s short and sweet that I stole from Salman Mohiuddin  Mohiuddin a few years ago: 

——-

Hi , 
Appreciate your time today. 
A few highlights from our call yesterday:

* X
* Y
* X 
Confident {Your Company} can help solve all of these things and excited to continue the conversation. From here:

* XX
* YY
* ZZ

Anything I missed?

——-

That’s it. 

Oh, and maybe don’t just send the same email to everybody on the call. 

Tailor each one to the different people on a call. 

It’s really that simple. 

#sales

An important lesson here that dooms most GTM teams from the start.

Why is it so hard to grasp?

How you target and build your account lists is MORE than half the battle. 

First - let's start at the account layer.

Saying that your ICP is venture-backed "B2B SaaS" companies isn't helpful. 

There are so many differences in how a B2B SaaS company goes to market. 

Let's use their GTM motion as just ONE example:

An org can have a GTM motion based on Product-Led Growth, Sales-Led, Open Source-Led etc... all of these companies go to market COMPLETELY differently. 

The same message likely won't land for these different motions. 

Second - the persona layer. 

Based on the motion a company has, the problems a "Demand Generation Marketer" has are also completely different. 

Even with the best copy in the world, your message has now failed at the account level AND at the person level. 

Your reps were doomed before you even started.

A lesson I've learned the hard way in the past.

h/t to Yurii Veremchuk for the inspo

#sales #outbound

There's a fundamental flaw with how outbound teams approach messaging that I see over and over again.

We've gotten to a place where "signals/triggers" have become a commodity.

The signal should NOT be your message. 

The signal is actually just telling you that it COULD be the right time. 

Let's say I'm a rep at an observability platform that monitors outages for software teams... I happen to get a pricing page web visit from an ICP persona. 

Unfortunately most reps will default to Example 1 which is a massive problem for a few reasons: 

1. There is no additional value that a salesperson brings to this interaction that can't be automated by a simple marketing email.

2. Being on your pricing page MIGHT indicate interest, but you can't assume it. 

As a salesperson, your job is to take a signal and paint a contextual picture as to why this is the perfect time to evaluate/purchase your solution. 

CONTEXT is what is missing in a lot of outbound messaging and sales cycles. 

Tell an exec something they don't know or help them connect the dots on something they might be thinking about. 

Not enough teams are doing it. 

#outbound #sales

Here are the 10 platforms in our tech stack we ACTUALLY found valuable for our team in 2025: 

1. Common Room - the brain behind our GTM engine. The Jarvis to our Ironman. 

Having one platform where so much valuable GTM data and workflows are unified has helped us and our customers deeply. A lot of people still don’t fully understand how much the platform actually does. Most people at first glance think it’s a contact-level signal & intent platform. Much deeper actually.

Internally in 2025 we used Common Room’s AI agents to “GTM Engineer” and do the following:

TAM/SAM Analysis, List Building, Account Research (i.e. Crawling websites for custom signals, 10K reports etc.), Contact Enrichment (Phone, Email, LinkedIn), Duplicate Detection in CRM, Signal/Intent detection (i.e. CRM data, Gong Transcripts, Web Visits, Negative + Positive Reviews, Product Usage Data, Social + Community Engagement, Job Changes, Tech Stack, Job Listings), Dynamic Lead Scoring, Competitor Analysis...

This info was then summarized by our AI agents, pushed to reps in real time and provided suggested messaging/actions to take. 

2. FullEnrich - contact database and waterfall enrichment across 20 providers. For us, it was especially fantastic for phone numbers across all regions and hard to find contact data for prospects outside of North America. It was so good we built a deep integration directly into Common Room for customers as well.

3. Wiza - As a stand alone contact database and provider, they have some of the best contact info out there right now. 4x connect rates compared to Apollo. Solid workflows from Sales Nav.

4. Nooks - AI-Dialer and Virtual Sales Floor. Doing power hours together, being able to listen in and coach on live calls, all while making it way easier to have more conversations on the phone. We 10x’d the number of conversations we had with prospects per month.

5. Outreach - our Sequencer. Lots of people hate on Outreach, but the backend, workflows and deep integrations into other GTM platforms (especially Salesforce) are still relatively unmatched.

6. Kondo: Superhuman for LinkedIn DMs - LinkedIn inbox management. Made us SO much more efficient at LinkedIn outreach. Can't believe there wasn't something like this sooner. 

7. Gong - Call recording, analysis, deal management & forecasting. Best platform in the market for this IMO.

8. Chili Piper - scheduling and lead routing. Super easy to use and helps us run all inbound.

9. Perplexity - our day-to-day LLM. Deep research, ideation, data analysis, completing tasks that are mundane with ease.

10. LinkedIn Sales Navigator - Still the most up to date database of professionals on the planet. Very helpful for building the best lists. 


Hope this was helpful! Stay tuned for my list of tools I'm bullish for going into 2026 👀 

#sales #gtm #outbound

Most sales tools aren’t actually designed for the nuances and workflows of how sales reps operate. 

I know because I’ve tested hundreds of platforms over the last decade.

It’s usually the small decisions… sometimes even just simple UI/UX designs that determine whether a tool fits in your workflow or fights against it.

One platform with truly thoughtful design is Prospeo.io. 

They just shipped a V2 of the platform and I’ve genuinely enjoyed using it.

3 things stick out for me:

-Triple verified emails and mobiles 
-Weekly data base refreshes (most providers are every month or quarterly)
-Lowest price per mobile number ($0.010 VS. $1 for others)

They actually have the best match rate for verified emails in Clay’s waterfall. 

Sharing a quick video with what changed + why these product designs matter a real SDR workflows.

What’s been your favorite sales tool recently? 

#prospeopartner #sales #outbound

LinkedIn DMs are a MESS.

What that means is, if you’ve been prospecting consistently over the past 6-12 months...

You probably have at least SIX FIGURES in STALE PIPELINE to re-engage.

The problem is that LinkedIn’s DM search and UI make it nearly impossible to navigate and find buried gold. 

Luckily, I stumbled upon the solution a few months ago and I have a prediction: 

Kondo: Superhuman for LinkedIn DMs will be one of the most widely adopted productivity tools in 2026 with massive growth. 

It makes executing on LinkedIn so much easier for reps. 

One of my reps booked 3 meetings right away after installing Kondo.

I almost can’t believe that it took this long to come out with a solution. 

With it you can: 

1. Actually search keywords properly and find profiles 

2. Organize, Label & Tag conversations: I use “Prospect”, “Vendor”, “Customer”, “Side Hustle” tags

3. Set automatic reminders to follow up..

4. See exactly who has accepted my connection request. 

5. Sync convos back to CRM.. much better visibility for coaching reps on how to use LinkedIn

All in a clean UI. 

I’m never going back.

If you want to keep wasting time and navigating an Inbox that hasn't been updated in 20 years, you should ignore this. 

Otherwise, jump on this January promo ending in 2 days...

2 months at no cost 👉 https://lnkd.in/dsYeYi8v

#kondopartner #sales

Turns out... I still got it.

Cold Email Showdown on 30 Minutes to President's Club.

Had a TON of fun going up against one of the best cold email reps in the game, Evan Greek.

3 Rounds... very different context for each email. 10 minutes to write on the spot and judged by the man himself, Jason Bay. 

Here's the email that gave me the edge early:

(Situation: Selling vegan burger meat to McDonalds)

------

𝐒𝐮𝐛𝐣𝐞𝐜𝐭: 𝐑𝐨𝐧𝐚𝐥𝐝'𝐬 𝐛𝐞𝐞𝐟 𝐢𝐬𝐧'𝐭 𝐰𝐢𝐭𝐡 𝐮𝐬

Saw The New York Times report on Ronald threatening to quit after the market share loss, Jason.

Was looking at both of your menus and noticed a potential opportunity for you all. Have you considered a vegan burger option? 22% of the world is vegetarian, and there is a big opportunity to increase market share that you aren't paying attention to.

Can I send over a couple of patty samples? I promise not to disappoint.

Let's win you back the crown.

------

30 minutes of us walking through our thinking process. 

Give this a watch if you have some time :) 

Full video in the comments

#sales #outbound

Is Juliano Massarelli dominating anybody else’s social media feeds or is it just me? 

🤣🤣🤣

taplio

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The Battle

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