Business Development Representative

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 ( 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.