About the Role As an Account Development Representative (ADR) at Macabacus, you will be pivotal in driving the growth of our business. This role is designed for a highly motivated individual who thrives in a collaborative, fast-paced environment. Reporting to the Account Management team, you’ll focus on identifying opportunities to expand and upsell within our existing account base. Success in this role will provide you with a strong foundation to advance into a quota-carrying sales position, with significant opportunities for professional growth. Who You Are - Sales-driven:You’remotivated by the idea of building relationships and driving revenue growth. Whetheryou’reexperienced, changing careers, or a recent graduate,you’reready to excel in sales. - A Clear Communicator: You can confidently and effectively engage with senior executives at leading global organizations. - Highly Organized: You thrive in managing multiple accounts and opportunities with precision. - Growth-focused:You’reeager to grow alongside a rapidly evolving business, taking advantage of training and mentorship opportunities to advance your career. - Results-Oriented:You’recommitted to meeting and exceeding performance goals that contribute to overall business success. What You’ll Do - Research and identify opportunities to expand or upsell within existing client accounts. - Collaborate with Account Managers to nurture and grow client relationships. - Leverage sales development techniques, including email, phone, and social outreach, to engage with existing users and key client contacts. - Effectively communicate our product’s value proposition to prospects. - Use discovery and objection-handling strategies to engage decision-makers and generate interest in our offerings. - Schedule meetings for Account Managers and maintain detailed activity records in the CRM. - Consistently meet or exceed performance goals. This is your chance to contribute to a dynamic and fast-growing team, where your efforts directly fuel our success and position you for future growth within the organization. Why Join Macabacus? - Strong product-market fit:Trusted by finance and advisory teams who depend on us daily for their most important work. - Smart team: You'll work with people who understand both finance and technology ata high level. - Flexibility: Remote-first culture with the freedom to work whereyou’remost effective. - Wellness: Comprehensive health coverage, mental health support, and family benefits. - Security: 401(k) with company match, life & disability insurance. - Balance: Generous time off, paid holidays, and parental leave.

- Conduct 100–140 outbound calls daily to prospective customers in the US market - Identify and qualify potential leads through outbound prospecting - Use phone, email, and LinkedIn/social selling to engage decision-makers - Schedule qualified meetings and demos for the sales team - Research target companies and contacts to personalize outreach - Maintain accurate records of activities and prospects in the CRM - Meet or exceed daily, weekly, and monthly activity and pipeline targets - Collaborate with the sales and marketing teams to improve outreach strategies

• Identify companies actively hiring through LinkedIn, job boards, and other prospecting tools. • Conduct high-volume outbound sales activity, including cold calling, emailing, and LinkedIn outreach to hiring managers, founders, and HR leaders. • Pitch qualified candidate profiles ("selling resumes") to decision makers who are hiring technical talent. • Generate new business opportunities for the CEO and recruiting team. • Collaborate with recruiters to understand candidate profiles and position them effectively to potential clients. • Build and maintain a strong pipeline of hiring companies within HubSpot CRM. • Track all outreach activities, including calls, emails, and conversations in HubSpot. • Work closely with the recruiting team to match candidate profiles with companies that have hiring needs. • Consistently meet or exceed daily outreach and meeting generation targets.

(This is for a RevPilots' client) Business Development Representative (BDR) Location: Remote Compensation Base Salary: $55,000 | Variable: $25,000 | OTE: $80,000 Benefits Health, Dental, and Vision Insurance About Our Client Our client is part of a company applying frontier technology in partnership with leading management teams and founders across the American services sector. Through the strategic use of AI, our client is modernizing how American businesses manage their people operations, reducing friction, cutting costs, and unlocking new levels of efficiency. For more than 30 years, our client has served as a Professional Employer Organization (PEO) that makes it easier for small- and mid-sized businesses to employ people by streamlining payroll, employee benefits, HR, safety, and workers' compensation services. Our client's single-source solution gives each client a dedicated Payroll Specialist and HR Business Partner plus access to a robust, cloud HRIS for onboarding, PTO, benefits administration, and self-service. Recognizing "business is personnel," they blend smart technology with hands-on experts so leaders can focus on growth while employees thrive. Role Overview As a BDR you will be on the front line of our client's growth. Your mission is to connect with CEOs, founders, and HR leaders at high-potential companies, educate them on the ROI of partnering with a PEO and secure qualified discovery calls for Account Executives. This is a high-energy, metrics-driven role: expect 100–200 outbound calls and 40+ personalized emails per day with a target of 5+ sales-qualified meetings booked each week. Our client invests in the best of the best sales technology to make hires as efficient and effective as possible Key Responsibilities Outbound Prospecting & Lead Generation - Conduct high-volume cold calling, social selling, and email sequencing to SMB decision-makers across target markets - Craft personalized messaging that highlights our client's ability to cut admin costs, improve benefits, and reduce risk for growing businesses - Qualify prospects against the Ideal Client Profile (industry, headcount, multistate payroll needs, desire for bundled HR/benefits) and book meetings on AEs' calendars CRM & Pipeline Management - Log all activities, dispositions, and notes in Outreach (or similar) in real time - Maintain clean data hygiene and ensure a seamless hand-off to Account Executives Product & Market Expertise - Master our client's service stack—payroll, health & supplemental benefits, HR compliance, safety, workers' comp—and articulate the value in clear business terms - Stay current on PEO industry trends, competitor positioning, and regulatory changes impacting employers Continuous Improvement - Exceed weekly/monthly activity and meeting quotas; track personal KPIs - Share call insights and objection trends with marketing to refine campaigns - Participate in ongoing sales training and peer call-coaching sessions Qualifications - Fresh grads with experience in customer-facing roles welcome - 1+ year in a BDR/SDR or other high-volume outbound sales role (software, HR tech, PEO, or staffing preferred) - Comfortable handling 200+ cold calls per day and navigating gatekeepers - Excellent verbal, written, and digital communication skills; strong business acumen - Experience with Outreach or a comparable CRM and sales engagement stack - Self-starter, resilient, and eager to learn in a fast-growing, team-oriented culture - Located in, or willing to travel occasionally to, Utah front-range markets Compensation Base Salary: $55,000 | Variable: $25,000 | OTE: $80,000 Benefits: - Health insurance 100% paid by the employer (for both employee and family!) - Additional voluntary supplemental benefits including dental, vision, life, disability, accident, critical illness, etc. - Flexible spending accounts - 401(k) with company match - Paid holidays - Paid time off - Outstanding co-workers - Great company culture - Fun company events