• Proactively generate top-of-funnel opportunities within an existing client base • Identify whitespace and develop strategic hypotheses for growth across accounts • Lead early-stage discovery and shape client thinking around new opportunities • Build and maintain a healthy, forward-looking pipeline through consistent outreach and engagement • Partner cross-functionally to bring the right solutions to market at the right time • Guide opportunities through the sales cycle, from initial idea to closed deal • Leverage data and insights to prioritize efforts and refine business development strategy

Role Description The Business Development Representative (BDR) is the engine of top-of-funnel growth. You will own the full prospecting motion — from identifying and sourcing target contacts to feeding them into multi-channel outbound campaigns, nurturing prospects through early-stage conversations, and converting engagement into qualified pipeline. You will also serve as the first human touch for inbound inquiries, respond quickly to capture intent, and work hand-in-hand with Account Executives to book, run, and advance discovery calls. Your output is measured in Sales Qualified Leads (SQLs) and pipeline dollars delivered. Core Responsibilities - Prospecting & Contact Intelligence - Research and build target account lists aligned to the Ideal Customer Profile (ICP) using tools such as LinkedIn Sales Navigator, ZoomInfo, Prospeo, Apollo, Cognism, or Clay. - Identify, source, and validate key decision-maker contacts (title, email, phone, LinkedIn profile) before loading them into outbound sequences. - Use intent data, technographic signals, and firmographic filters to prioritize high-fit, high-intent accounts. - Maintain rigorous contact hygiene — verify data accuracy before every campaign load to protect sender reputation and improve deliverability. - Monitor trigger events (funding rounds, executive hires, product launches, job postings) to identify timely outreach opportunities. - Outbound Campaigns & Multi-Channel Outreach - Build, launch, and optimize outbound sequences using sales engagement platforms (e.g., Outreach, Salesloft, HubSpot Sequences) across email, phone, and LinkedIn. - Personalize messaging at scale — tailor subject lines, opening lines, and value propositions to persona, vertical, and pain point. - Execute a structured daily outreach cadence: cold calls, cold emails, LinkedIn connection requests and messages. - A/B test subject lines, call-to-action language, and sequence steps; use performance data to iterate and improve reply and booking rates. - Leverage AI writing assistants and research tools to accelerate personalization without sacrificing quality. - Inbound Lead Response & Nurture - Respond to inbound inquiries (web forms, chat, content downloads, event registrations) within SLA — target under 5 minutes during business hours. - Qualify inbound leads against ICP criteria (BANT: Budget, Authority, Need, Timing) and route appropriately. - Nurture leads that are interested but not yet ready to buy using drip sequences, relevant content, and timely follow-up touches. - Re-engage cold or stalled leads using fresh messaging, new triggers, or relevant case studies and social proof. - Booking Meetings & Qualification Calls - Convert prospect engagement into booked discovery or qualification calls on Account Executive calendars. - Send calendar invites with clear agendas, confirming logistics and providing pre-read materials where appropriate. - Attend qualification calls as a participant or note-taker; contribute to the conversation and help establish next steps. - Conduct first-line qualification calls independently when appropriate, using a structured framework (MEDDIC, BANT, SPIN, or company-defined process). - Confirm, remind, and rescue at-risk meetings to protect show rates. - Setting Next Steps & Advancing Opportunities - Ensure every interaction ends with a confirmed next step — a follow-up call, demo, or proposal discussion on the calendar before leaving the conversation. - Work with Account Executives to prepare thorough handoff notes: contact roles, pain points surfaced, objections raised, budget and timeline context. - Follow up post-meeting with prospects who did not convert to keep them warm and re-enter them into nurture sequences. - Identify expansion or multi-threading opportunities within target accounts and surface these to the AE team. - SQL & Pipeline Delivery - Apply a consistent SQL definition — agreed jointly with Sales and Marketing — before advancing any lead to the pipeline. - Meet or exceed monthly and quarterly targets for SQLs delivered and pipeline dollar value generated. - Track SQL-to-opportunity conversion rates and work with AEs to diagnose and improve handoff quality over time. - Participate in pipeline review meetings and provide visibility into top-of-funnel health, coverage, and forecast. - CRM, Tools & Data Hygiene - Maintain complete, accurate, and up-to-date records in Salesforce and/or HubSpot for every prospect interaction, call note, and stage change. - Use Gong (or equivalent conversation intelligence platform) to review call recordings, identify coaching moments, and replicate winning talk tracks. - Leverage LinkedIn Sales Navigator for account research, warm introductions, and social selling activity. - Log all activities in CRM in real time — calls, emails, LinkedIn messages, meetings booked, meetings held — to ensure accurate pipeline attribution and reporting. - Flag data quality issues (duplicate records, missing fields, outdated contacts) and work with RevOps to resolve them. - Collaboration & Feedback Loops - Partner with Marketing to align on campaign themes, messaging, and content assets that support outbound sequences. - Provide structured feedback to Marketing on lead quality, campaign resonance, persona pain points, and competitive intelligence gathered in the field. - Collaborate with Account Executives on territory coverage, account prioritization, and target personas. - Participate in BDR team meetings, forecast calls, and 1:1s with your manager; bring data to every discussion. - Share winning talk tracks, email templates, and objection-handling plays with the broader team to raise collective performance. - Market Intelligence & Continuous Improvement - Stay current on industry trends, competitive landscape, and the company’s product roadmap to sharpen prospecting conversations. - Research competitors’ positioning and gather prospect objections to help inform sales enablement and product marketing. - Attend relevant webinars, virtual events, and trade shows to build market knowledge and generate leads. - Invest in ongoing skill development: sales methodology training, tool certifications, and coaching from leadership. Qualifications - Strong communication and interpersonal skills. - Proficiency in using CRM tools and sales engagement platforms. - Ability to work independently and as part of a team. - Experience in sales or business development is a plus. Requirements - Experience with prospecting and lead generation. - Familiarity with sales methodologies (e.g., MEDDIC, BANT, SPIN). - Strong organizational skills and attention to detail. - Ability to analyze data and make informed decisions. Benefits - Competitive salary and performance-based bonuses. - Health, dental, and vision insurance. - 401(k) plan with company match. - Opportunities for professional development and training.

Role Description Director of Business Development reporting to the Senior VP of Sales of an asset-based logistics provider in U.S. and Canada. This position will focus on manufacturers with Business to Business and growing into Business to Consumer and wholesalers. - Spearhead the growth & strategic direction of Commercial Contract Logistics, and Labor Solutions sales activity for the Americas & Canada. - Actively pursue valued business opportunities to qualify leads and customer needs, resulting in solution recommendation, market penetration, negotiation, and pricing. - Long-term goals include new business development, account revenue growth (domestic and international) and increasing account responsibility (array of products and level of relationship). - Will be a commercial business development expert. - Coordinates complete sales cycle process including prospect list initiation, lead generation, prospect qualification, analysis, pricing, proposal preparation and presentation(s), contract signing, start-up and customer service follow-up after the sale. - Challenge is to expand account base, increase revenues and improve profitability in different industry verticals. - Perform other office duties as assigned. Qualifications - Minimum 5 years sales/account/solutions management experience in third-party logistics and/or supply chain. - Demonstrated ability closing and managing large account business and organic growth of existing accounts. - Business planning (budget, forecasting). - Direct the pricing proposal and contract negotiation approval process. (RFI, RFQ, RFP). - Review quarterly plan (revenue targets, margin integrity, “value stream” analysis). - Computer literate (Office Suite, Power Point, Word, Excel). - Bachelor’s degree in Logistics, Marketing, Business, Communications or related. - Travel: Up to 50%+ depending on needs of the organization. - Residence: Remote. - Executive level presentation and engagement skills. - Possess a proactive approach with strong customer service orientation. Benefits - Competitive wages. - Insurance benefits (medical, dental, vision and life). - Paid time off and holidays.

Role Description This position supports the Business Development team in tracking, qualifying, and managing incoming leads, ensuring smooth handoffs between marketing and sales. The assistant will maintain up-to-date lead data and support outreach campaigns. Your Main Responsibilities - Manage and update CRM pipelines (e.g., Vintory) to track lead status and activity. - Upload and sort incoming lead data (e.g. Permitting Site). - Prepare weekly pipeline and conversion reports for leadership. - Support scheduling of discovery calls and business development meetings. Qualifications - Detail-oriented with experience in CRM or lead-tracking tools. - Strong analytical and reporting skills. - Comfortable with data entry, follow-up tracking, and KPI reporting. Requirements - Internet speed minimum 30mbps: Needs to be Wired (Buy a dongle if no LAN port). - i5 11th Gen or higher. - Windows 11 / MacOS Catalina or higher. - Minimum of 8 GB RAM. - Private and quiet dedicated home office area (no roosters, dogs, children's noises in the background). - Back-ups in case of power or internet provider interruptions. - Good headset and webcam (preferably noise-canceling headset). Benefits - Competitive Salary — We offer a competitive salary that reflects the candidate’s experience, skills, and responsibilities. - Remote Work — This role is 100% remote, allowing flexibility and eliminating daily commute. - Paid Time Off — Standard leave entitlements (vacation, sick leave, vacation leave) for rest and well-being. - HMO Coverage — Company-provided HMO plan, offering access to medical services via accredited hospitals and clinics under a Health Maintenance Organization.