Business Development Representative

Job Description

Business Development Representative (BDR) – US East Coast (SMB Sales & Pipeline Ownership) Location: Toronto/ New York Company: Starboard — The Agentic OS for Global Trade About Starboard Starboard is building the default agentic operating system for global trade — used by freight forwarders to quote faster, procure smarter, and operate with AI-level efficiency. Our platform reads unstructured rate sheets, interprets customer emails, automates sourcing, generates quotes, and connects forwarders to a powerful digital procurement network. We are expanding aggressively in the US East Coast and looking for a BDR who can own the top of the funnel (TOFU), generate qualified pipeline, and close SMB deals end-to-end . This role is for someone hungry, disciplined, and execution-obsessed — someone who treats pipeline as a product and revenue as a craft. Role Overview You will be the first line of attack for Starboard in the US East Coast market . Your mandate is simple: Own all TOFU activities: outbound prospecting, qualifying inbound, running cadences, opening doors. Create qualified opportunities: ICP = SMB and mid-market freight forwarders. Close SMB deals independently: demos, follow-ups, negotiation, contracts. Be the engine that feeds the rest of the sales team with pipeline. This is not an appointment-setting role. This is a full-stack BDR → SMB AE who thrives on speed, clear goals, and measurable outcomes. What You’ll Own 1. Top-of-Funnel (TOFU) Generation Prospect daily across US East Coast freight forwarders (email, LinkedIn, calls). Run targeted outbound sequences tailored by region, vertical, and role. Build and maintain a predictable outbound engine for new customer acquisition. Qualify inbound interest quickly and ruthlessly. Maintain a healthy, accurately forecasted pipeline. 2. SMB Sales Deal Closure Deliver clear, compelling product demonstrations. Understand customer pain points around quoting, procurement, rate ingestion, and operations. Manage the full SMB sales cycle from discovery → demo → trial → negotiation → close. Hit and exceed monthly revenue and pipeline creation targets. 3. Market Development & Intelligence Map all relevant SMB forwarders across East Coast markets: NY/NJ, PA, MA, MD, GA, FL. Surface insights on competitive behavior (CargoWise, Magaya, local TMS providers). Partner with product and leadership to bring customer feedback from the frontlines. Help shape our go-to-market strategy as we scale. 4. Operational Excellence Log activity with precision (HubSpot / CRM hygiene). Maintain fast response times — speed is our differentiator. Follow Starboard’s sales playbooks while continuously improving them. You’re a Great Fit If You Are 1–3 years in BDR/SDR or SMB AE roles (logistics, SaaS, or marketplace experience ideal). Exceptionally strong at outbound — disciplined, resilient, and creative. Skilled at running short, high-velocity sales cycles ( Comfortable closing deals in the $3k–$25k ARR range. Deeply curious about freight forwarding and global trade (experience is a plus). A builder — you want to shape the early GTM motion, not just follow scripts. A hustler — you thrive in startups where speed > bureaucracy. Bonus: Experience selling to freight forwarders or supply-chain teams. Prior exposure to AI SaaS or agentic systems. What Starboard Offers Competitive base uncapped commission structure. Clear career path: BDR → SMB AE → Mid-Market AE as we scale. Work directly with founders in a high-accountability, high-velocity culture. Equity ownership in a company redefining how global trade operates. Impact: forwarders run entire operations on Starboard — you will directly influence their growth. Success Looks Like (First 90 Days) 150–200 outbound activities / week. 8–12 qualified opportunities generated per month. 2–4 SMB deals closed per month post-ramp. Clear mapping of East Coast SMB forwarder landscape. Predictable, disciplined, measurable TOFU engine built by you.