Humaans — Founding Business Development Representative

Type: Full-time | On-site | San Francisco, CA Compensation: $80,000–$110,000 base (70/30 split; $114,000–$157,000 OTE, uncapped with accelerators) + competitive equity Hiring count: 1 Visa sponsorship: None available Reports to: TBD (founding US hire — not specified on role page)

Humaans builds infrastructure for scaling companies operating globally. What began as an HR system of record has evolved into a broader orchestration layer with Athena, an agentic AI layer that connects workflows across HR, IT, Finance, and Operations. Customers include AI-native companies (Lovable, Poolside, Fyxer AI) and established high-growth organisations (Quantexa, Sellpy). The company is expanding into the US from its UK base.

Founded: 2018 | Team size: 51–200 (Series A) | Total funding: $20M Industry: Human Resources / HR Infrastructure Website: humaans.io Office: San Francisco (US expansion)

Backed by Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor, plus angel investors including Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), and Jay Simmons (Bond).

• Founding US seat: The first BDR for Humaans' US expansion — own the entire outbound motion from San Francisco. Category-creation work; no playbook exists yet and the job is to build it.
• Exceptional backing: $20M raised from Y Combinator and a roster of top operators/founders (Slack, Shopify, Figma, LinkedIn, Stripe, OpenAI).
• AI-native product and customers: Selling Athena, an agentic AI orchestration layer, into AI-native and high-growth accounts.
• Comp upside: Uncapped commission with accelerators; $114K–$157K OTE plus competitive equity with a 5-year exercise window.

• No intake transcript available. An Intake Video is present on the Contrario role page but was not transcribed — pull the key points from it before scoring if needed.

Founding BDR for Humaans' US expansion from San Francisco — opening doors, generating conviction, and creating high-quality pipeline for Athena in the US market, working at the sharp edge of category creation alongside AEs and founders.

• →Build high-quality outbound pipeline for Athena in the US market — research accounts deeply and design creative, thoughtful outreach strategies
• →Open conversations with HR, Finance, Ops, and AI/Transformation leaders; test messaging and positioning hypotheses through live outreach
• →Qualify opportunities rigorously before handing them to AEs, ensuring real signal and fit
• →Partner with AEs, founders, and marketing to refine targeting, approach, and ICP hypotheses based on real-world feedback
• →Feed live outreach signal back into messaging, product, and GTM strategy to drive continuous iteration

Tools / stack: Claude, Clay, HubSpot, ABM platforms

• Test messaging, positioning, and ICP hypotheses through live outreach
• Demonstrated ability to generate outbound pipeline in B2B SaaS
• SF in-person 9-5, Monday-Friday minimum
• YC or VC-backed B2B software background preferred
• Emerging category or competitive marketplace sales experience
• AI fluency: Claude, Clay, HubSpot, ABM tooling
• 100% outbound hunter motion, enterprise account opening
• 3+ years BDR/SDR in B2B SaaS

• Hunter mindset with creative and persistent approach
• High rejection tolerance and emotional resilience
• Comfort operating in ambiguity with evolving priorities
• Thoughtful about quality over activity
• Learn quickly from rejection and adjust fast
• Ambition to progress toward bigger roles
• Intellectual curiosity about AI and systems
• Proven numbers and commercial ownership
• Active AI and data tool fluency
• Founder or early-stage startup experience
• Sold emerging categories or competitive landscapes

• Choppy tenure / job hopping
• Big-company-only background with no startup or entrepreneurial experience
• Prior HR tech or HRIS vendor experience
• Cannot articulate clear commercial wins or open logos
• Weak English communication or communication red flags in screening

Salary$80,000–$110,000 base (70/30 split; $114,000–$157,000 OTE)EquityCompetitive equity (5-year exercise window)On-site policySF in-person, 9am–5pm Mon–Fri minimum, with flexibility to extendVisa sponsorshipNone availableEmployment typeFull-timeLocationSan Francisco, CA

Benefits: Competitive equity · 25 days PTO + public holidays · top-tier health/vision/dental · MacBook · free Thursday lunches at HQ · quarterly team events and offsites · enhanced parental leave (up to 16 wks primary, 4 wks secondary) · share options with 5-year exercise window.

These are the Contrario Required Candidate Q&A (submission-form questions), still collapsed ("Show More") — only the first 3 captured. Expand and re-paste for the complete set.

1. About you
2. Do you require a visa or work permit to carry out this role in the advertised location?
3. Desired compensation

Stage 1 — Pending Approval — Candidates awaiting initial approval. Stage 2 — Application Review — Application review. Stage 3 — Initial Screen — Initial screen. Stage 4 — Hiring Manager Interview — Hiring manager interview. Stage 5 — Final Interview — Final interview. Stage 6 — Offer — Offer extended. Stage 7 — Candidate Hired — Candidate accepts and starts.

No Ideal Companies section was present on the role page.

No Ideal Candidate Profiles were present on the role page.

None provided on the role page.