Business Development Representative (BDR)
Frugal · Remote (Canada) · Full-Time
About Frugal
Frugal is a young startup founded by veteran entrepreneurs taking on one of the biggest challenges in technology right now – runaway cloud costs. Despite years of optimization efforts, cloud expenses remain high. With AI workloads on the rise, the problem is about to get much worse. While existing tools help right-size infrastructure, they overlook a major driver of inefficiency: the application code itself.
That’s where Frugal comes in. Our agent analyzes source code, cloud billing data, and observability signals to pinpoint inefficient code patterns, recommend improvements, and even automate fixes via pull requests. Unlike traditional FinOps approaches, which struggle to engage developers, Frugal embeds directly into their workflow, making cost optimization a seamless part of the development lifecycle.
We’re looking for driven, curious, and talented people to join our team. Help us empower developers to reduce the cost of their applications. We offer competitive salaries, benefit programs, stock options and flexible work from home options.
For this role, we’re open to remote hires in Canada (Toronto or Ottawa-based preferred). Quarterly travel to the Ottawa HQ will be required.
The Role
You’ll be responsible for generating qualified pipeline through outbound prospecting: cold calls, sequenced email, LinkedIn outreach, and creative approaches to break through to technical buyers (VPs of Engineering, CTOs, FinOps Leads) at cloud-heavy SaaS companies. You’ll work directly with our Head of Growth and hand off warm opportunities to our sales team for demo conversations.
This is a hunting role. You’ll spend your days finding the right people, saying the right thing, and booking meetings with people who didn’t know they needed Frugal yet.
What You’ll Do
Build and execute outbound sequences targeting VP Engineering, CTOs, FinOps Leads, and Director-level engineering personas at cloud-native SaaS companies
Generate pipeline through cold calling, email, and LinkedIn outreach
Continuously refine talk tracks, objection handling, and discovery techniques based on performance data and feedback
Qualify inbound leads and route them effectively to the sales team
Help refine our ICP targeting, messaging, and outbound strategy. Your input matters here
Track activity and pipeline in HubSpot; manage your own book of prospects with discipline
What We’re Looking For
You have 1–2 years of outbound sales experience, enough to know how to run a cold call, structure a sequence, and handle an objection. You’ve sold a technical or niche B2B product that isn’t a household name, which means you know how to explain a complex value prop without defaulting to jargon.
Beyond the basics, we’re looking for someone who:
Loves the energy, dynamism, and upside of early-stage startups
Is intrinsically motivated. You don’t need a leaderboard to stay hungry
Thrives with autonomy and doesn’t need a manager hovering over them
Is genuinely curious about technology and gets excited learning how cloud infrastructure actually works
Can hold a credible conversation with a VP of Engineering or a FinOps Lead without getting lost
Is an AI-native operator. You can build Claude workflows that make your job easier
Brings creativity to outreach. You’ve experimented with what works and have opinions about it
Is familiar with tools like
HubSpot, Clay, Smartlead, and/or LinkedIn Sales Navigator
Is currently authorized to work in Canada
Nice to Have
Experience selling developer tooling, observability, FinOps, or cloud infrastructure products
Background in or affinity for the engineering/DevOps world
What We Offer
Competitive base salary + commission
Stock options
Comprehensive health benefits
Remote-first, flexible work environment
Quarterly travel for team offsites
A front-row seat to building a sales motion from scratch at a company solving a real, expensive problem
We want you to grow with us
. Strong performers have a natural path into Account Management or GTM Ops, and we’ll invest in getting you there
Equal Opportunity
Frugal is an equal opportunity employer. We’re committed to building a team that reflects a diversity of backgrounds, perspectives, and skills. We welcome applicants regardless of race, ethnicity, gender identity, sexual orientation, religion, national origin, age, disability, or veteran status.
If you need any accommodations during the application or interview process, just let us know.
A note on fit
We sell to engineers who hate being marketed to. That means our BDR needs to be sharp, direct, and genuinely interested in the problem, not just the quota. If you can get a CTO on the phone and have a real conversation about why their Datadog bill is out of control, we want to talk to you.
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