Edwin — Founding BDR

davidjoseph-co; Santa Monica (CA); On-site; USD 70,000 - 85,000; Full time

Job summary

Edwin is hiring two Founding BDRs to open doors and build the top-of-funnel pipeline across California and the Western US. You will work directly with the head of go-to-market on cold calls, email, and LinkedIn to generate qualified meetings with finance and treasury leaders at local government agencies.

This is the first two seats on the sales team, offering growth into AE roles, uncapped commission, equity, and a mission-driven fintech for public sector.

Qualifications

• 0 to 3 years sales or GTM experience.
• LA in-person 5 days, relocation support available.
• GovTech or public-sector fintech background a strong plus.
• High follow-through and relationship-building, not just activity metrics.
• US work authorization (no sponsorship).
• Based in or willing to relocate to Santa Monica for in-person work five days a week.

Responsibilities

• Own top-of-funnel outreach via cold calls, email, and LinkedIn to finance and treasury teams at local government agencies.
• Generate qualified meetings for the head of go-to-market, ensuring prospects show up and conversations are substantive.
• Build and maintain relationships with government-agency contacts — moving beyond transactional outreach to genuine relationship development.
• Manage pipeline activity and follow-through in the CRM, keeping outreach cadences consistent and organized.
• Collaborate directly with leadership to refine messaging, targeting, and outreach strategy as the motion scales from California to the Western US and beyond.

Skills

0 to 3 years sales or GTM experience

Job description

Edwin — Founding BDR

Type: Full-time | On-site | Santa Monica, CACompensation: $70,000–$85,000 base + uncapped commission (~$30K variable target, no cap; ~$100K–$115K OTE) + competitive founding-team equityHiring count: 2Visa sponsorship: None available — must be authorized to work in the USReports to: Head of Go-to-market (name not disclosed; second round is with a co-founder)

About Edwin

Edwin builds a SaaS platform for finance and treasury teams at local governments — covering reconciliation, reporting, cash flow forecasting, and AI-powered financial insights — with a long-term vision of becoming the one-stop shop for financial services for public agencies. The company has raised $7M in total funding, is past the pilot stage with five live customers, and is targeting 15 clients by year end. The founding team brings deep fintech and government-finance experience, with ex-finance directors as both advisors and team members.

Founded: 2025 | Team size: 1–10 (Seed) | Total funding: $7MIndustry: FinTech (GovTech / public-sector fintech)Website: edwingov.comOffice: Santa Monica, CA

Why Candidates Should Join

• Seat one and two on the sales team: These are the first two founding BDR hires, working directly alongside the head of go-to-market to build the outbound motion from scratch.
• Clear path to AE: Upward mobility is tied to hitting activity and meeting targets, not a fixed tenure clock — the BDR who earns it moves into an account executive role.
• Uncapped upside: $70K–$85K base plus uncapped commission targeting ~$30K variable, no cap, with negotiable founding-team equity.
• Mission with teeth: Making public money work harder for government agencies — a tangible, public-sector impact rather than another SaaS vertical.
• Momentum: Backed by $7M, five live customers already, scaling from California to the broader Western US.

Intake Call Summary

• No intake call transcript was included on the page. An Intake Video is present on the Contrario role but is not transcribed here — flagging so key points can be pulled directly if useful before sourcing.

The Role

Edwin is hiring two Founding BDRs to open doors and build the top-of-funnel pipeline powering growth across California and, eventually, the broader Western US. These are the first two seats on the sales team, working directly with the head of go-to-market on cold calls, email, and LinkedIn to generate qualified meetings with finance and treasury leaders at local government agencies.

What You'll Be Doing

• Own top-of-funnel outreach via cold calls, email, and LinkedIn to finance and treasury teams at local government agencies
• Generate qualified meetings for the head of go-to-market, ensuring prospects show up and conversations are substantive
• Build and maintain relationships with government-agency contacts — moving beyond transactional outreach to genuine relationship development
• Manage pipeline activity and follow-through in the CRM, keeping outreach cadences consistent and organized
• Collaborate directly with leadership to refine messaging, targeting, and outreach strategy as the motion scales from California to the Western US and beyond

Client's stated must-haves (from the role description): true grit and willingness to put in the reps (no existing playbook); strong written and verbal communication with real follow-through; genuine interest in the mission of making public money work harder, demonstrated via cover letter or clear articulation of fit; US work authorization (no sponsorship); based in or willing to relocate to Santa Monica for in-person work five days a week.

Tech stack: CRM and outbound sales tooling (specific stack TBD).

Requirements

• 0 to 3 years sales or GTM experience, or strong transferable grit signal
• LA in-person 5 days, relocation support available
• GovTech or public-sector fintech background a strong plus
• High follow-through and relationship-building, not just activity metrics

Green Flags

• Athlete or high-performance competitive background
• Genuine mission alignment with public sector impact
• Prior sales internship or GovTech exposure
• Relationship-builder, not just a smiler and dialer

Red Flags

• Applying purely for the compensation, no evident mission alignment
• Poor follow-through or inconsistent communication during the process
• Sets meetings that do not convert to substantive conversations

Role Details

• Salary — $70,000–$85,000 base
• OTE — ~$100K–$115K (uncapped commission, ~$30K variable target, no cap)
• Equity — Competitive founding-team equity (negotiable)
• On-site policy — In-person, Santa Monica (LA), 5 days a week; relocation support available
• Visa sponsorship — None available; must be US-authorized
• Employment type — Full-time
• Location — Santa Monica, CA
• Openings — 2

Screening Questions

1. Walk me through a time you had to build something from zero with no existing playbook — what did the grind actually look like day to day?
2. Why the public sector / government finance mission specifically? What draws you to it beyond the comp?
3. Give an example of a relationship you built and nurtured over time (professional, athletic, or otherwise) versus a one-and-done transaction.
4. Are you genuinely able to be in-person in Santa Monica five days a week? If relocating, what's your realistic timeline?

(No formal screening questions were listed on the Contrario page — these are drafted to probe the Requirements, Green Flags, and Red Flags. Adjust to preference.)

Interview Process

Stage 1 — Pending Approval — Candidate awaits initial approval.Stage 2 — Initial Screen with Head of Go-to-Market — High-level fit conversation.Stage 3 — Second Round with Co-Founder — Deeper background and alignment discussion.Stage 4 — 30-60-90 Day Plan Presentation — Candidate prepares a deck showing their understanding of the role and how they'd approach the first three months; ideally in person, Zoom if remote.Stage 5 — Final Round — Meet the team in person if not already done; final calibration.Stage 6 — Offer ExtendedStage 7 — Candidate Hired — Candidate accepts and starts.

Ideal Companies & Backgrounds

Updated Aug 11, 2026GovTech / public-sector software (companies that sell to local governments) — OpenGov, ClearGov, Tyler Technologies, Oracle (public sector)Academic / non-traditional backgrounds signaling public-sector affinity or grit — economics, political science, business, or government majors; collegiate athletics; campaign or political-office activity

Ideal Candidate Profiles

For reference only — do not source these specific profiles.Sergio O'Dell — LinkedIn URL not captured on the page (LinkedIn link present but no href in the copied HTML); headline and location not shown. Listed under "Ideal Candidates — DO NOT CONTACT".