Last updated 10 October 2026

Senior Business Development Representative

Three openings.

Apply for this role. Reading the page is not applying. The application is the only way to be considered, and it is the whole first step.

Why this role exists

We need someone to oversee these items:

You own a funnel from the first hello to the first payment.
A US small business owner gets somebody on the phone who knows what an accountant does for a business, rather than somebody reading a script.
Four new clients a month come in through you. The firm plans around that number because you hit it.

Logistics

Company stage: Small firm, growing, thin at the top.
Start: As soon as possible. We hire rolling, so each person starts as soon as they are ready rather than waiting for a group.
Location: Remote, hired from India and Eastern Europe. There is no US hire for this role.
Reports to: the Head of Delivery.
Direct reports: None.
Video: On, every internal meeting.
Equipment: Yours. You'll reach our systems through a remote desktop we set up.
Contract: Contractor. The template agreement shows every term before you get to the end.

Work hours

Full time is 7 am to 4 pm Austin time.
That's 2 pm to 11 pm in Warsaw, Belgrade, and Skopje.
In India that is 5:30 pm to 2:30 am in summer, and 6:30 pm to 3:30 am in winter.
Monday through Friday, year round.

Full time here

You are passionate about your work. Full time here means 8 to 10 hours a day, because you want to see things through to finished.

Who we want here

Women. We want more of them here.
Autistic people. The rules are written down. Nobody has to read a room.
Direct communicators.
People who think in systems. When something breaks, they look for what caused it instead of fixing only the part they can see.
People who are optimistic about the outcome when they are under stress or facing a challenge.
People who move fast and get a lot done.
People who are all in.
People who want the company to grow and are excited to help make that happen.
People who, when they are stressed, notice what they are feeling, then say what they need and write it down. Stopping at the feeling, with nothing written down, is not a fit here.

Who should not apply

This is not the role for you if you:

Wait for somebody else to pick a thing up, or need the work handed to you tidy and already decided.
Report a problem and stop there.
Try somebody once, get no answer, and give up.
Go quiet when something needs raising, or find telling the truth consistently hard.
Read hidden meanings and office politics instead of the plain words.
Overstate what you can do, or are different before you are hired and after.
Have changed jobs every year or two, or want short projects and a work whenever schedule.

And not if you:

want leads handed to you already warm.
need a manager to tell you who to contact today.

The technology you need to work here

The setup is the same for every role here. The technology you need to work here lists the computer, the internet, the power backup, the audio and the workspace.

How your results are measured

Four deals closed in a month is the minimum we expect from you.
Your commission tier is set by how many deals you close that month. Tier 1 is 0 to 3 deals. Tier 2 is exactly 4 deals. Tier 3 is 5 or more deals.
The tier is worked out fresh every month. A slower month pays less that month, and a strong month pays more that month.
A deal counts in the month the first payment clears the bank, not the month it was signed. The money arriving is what finishes the sale.
Your funnel stays full. You own it, so you are measured on having enough live conversations in it to reach four deals without a scramble at the end of the month.
Every name in your funnel has a next step and a date on it.
Your documentation is accurate and current by Friday each week. Not at the end of a project, and not when somebody asks for it.
The record is what counts. If a call or a next step is not written down in our system, it did not happen.

Role summary

You sell accounting services to US small business owners, including dental and endodontic practices.

You own one funnel from end to end. You find the prospect, you make the first contact, you run the calls, you follow up, and you close. Nobody hands you a list and nobody takes the deal off you halfway through.

What you own

Your funnel, start to finish

Building your own list of US small business owners to talk to, and adding new names to it every week.
First contact, by phone and by email, on your own schedule rather than waiting to be assigned.
Running the discovery call and finding out what the Interim CEO needs before you quote anything.
Following up until you get a yes or a no. A quiet prospect still gets a next step and a date.
Closing the deal and staying on it until the first payment clears.

The handoff to delivery

Telling the new client what happens next, and when, before they hear from anybody else.
Writing down what you sold them and what you promised, so the team delivering it works from your notes rather than guessing.
Selling only what we deliver today, so the people doing the work can do what you promised.

The documentation, which is yours

The scripts you use. What you say on a first call, what you say when somebody pushes back, and what you say to book the next meeting.
The way into a dental practice past the front desk. Nobody here has built that yet, so you build it and you write it down.
The postcard and email sequences. You take them over, you finish them, and you keep them current as you learn what gets a reply.
The benchmark walkthrough you run alongside the fractional CFO, written so somebody else can run it the same way.

Your own records

Every call, email and next step logged on the prospect's record the same day.
Your funnel readable by somebody else at any moment, because the Head of Delivery works from it.
Your numbers reported by you, on time, every month.

What this role does not do

Setting or changing what the firm charges.
Doing the accounting work after the sale. Bookkeeping, tax returns and month end close sit with the delivery team.
Managing the other two representatives. There are three of you and each one owns a funnel.
Setting firm process. The Head of Delivery suggests the process and the Interim CEO approves it.

How SMB Numbers works

We move fast, and we do not do chaos. We do consistency. If something is off, we say it early. If you do not know, you ask once, then take a smart first try. If you make a promise, you follow through. And if it is not written down, it did not happen.

We run on systems rather than processes. Marketing, sales and delivery each run on excellent systems and consistent execution, and that is how a small firm serves clients the way a big one does. We want people who think in systems. When one thing goes wrong, they can see the other things it is connected to, and they fix all of them, because the whole thing only works when every part does.

How we work together

We work at the same hours most of the time, and some of the work is done asynchronously. You will not always have somebody online to ask, so you write things down and you keep going.
Written, asynchronous communication is modeled as part of the company's culture. Things are read in writing before a live call is requested, and writing is used to prevent the need for calls.
Trust through Truth. If you do not tell the truth, we do not trust you.
This is a low context company. Say the thing plainly and say it early.
Direct communication is how trust gets built here, and it is not how trust gets damaged.
Harmony is not the goal. The truth and the shared goal are.
Be proactive.
Keep records clean enough that someone else can step in, so you can take time off.
Protect client information and handle sensitive material carefully.
When you see a repeat problem, fix the system.
One voice runs this role. You take direction from the Head of Delivery, and you are never stuck between two people telling you different things.

Software we use

Canopy, for the client record, calls logged against it, and time.
A hosted remote desktop, which is how you reach our systems.
Google Workspace, for mail, chat, and documents.
Our internal site, for the SOPs and daily priorities.
Zoom phone

What we need from you

You have sold to businesses before, and you closed the deal yourself rather than passing it to a closer.
English clear enough to hold a call with a US business owner who was not expecting you.
You are comfortable picking up the phone and making the first call.
You have run your own funnel, so you already know what it takes to keep one full.
All client work happens in our software. Your own tools stay out of it, with no exceptions.
No accounting qualification is needed. You need to understand what an owner is worried about and which of our services answers it.

Pay

How pay works here. The parts, how each one grows, the coverage bonus and sales commission.

Career growth

The strongest of the three of you becomes our Head of Sales.
Tell us what you want over the next three years. We will help.
You book a career conversation with your manager every quarter. It's your meeting to run, and it's where we plan what you learn next.
You sell the whole firm, so you learn every service we offer and every kind of owner we serve, faster than anyone else here.

Every step of our process, in order. Read it before you apply, so you know what is coming and when.

How to apply

Fill in the application. It is the whole first step.

It asks for a web address for a short video recording answering both of these questions. Put the video anywhere we can open without an account, and paste the address into the application.

What do you do when you get a task/project you do not understand?
From a logistics standpoint, when is the earliest that you could start full time if you were to be accepted?

Apply now. If you have read this far and it sounds like you, send it. We read every one.

Tax and accounting career levels, the levels used across the firm.