Business Development Representative

About the role

You are responsible for owning the end to end sales cycle within the India Subcontinent region by identifying and closing net new business opportunities across Air and Sea freight. You will manage the entire sales funnel from initial prospecting to final closing while building and growing Flexport's presence in the region. You will lead discovery sessions with new clients to diagnose supply chain challenges and architect value driven solutions that align with their needs. You will articulate Flexport's tech enabled advantages through compelling digital and in person presentations to stakeholders at all levels. You will own and exceed individual quotas through a disciplined and strategic approach to revenue generation and pipeline management. You will facilitate communication between key internal and external stakeholders to ensure service delivery mirrors evolving client requirements and expectations.

Key facts

What you'll do

Identify and qualify new prospects within the India Subcontinent region to build a robust sales pipeline that supports profitable volume growth.

Manage the full sales cycle including discovery, solution design, proposal creation, negotiation, and closing for Air and Sea freight offerings.

Lead discovery sessions with new clients to diagnose complex supply chain challenges and translate them into tailored Flexport solutions.

Articulate the value of Flexport's technology and data driven freight solutions through persuasive digital and in-person presentations and demonstrations.

Own and exceed individual sales quotas by executing a disciplined, strategic, and data informed approach to revenue generation.

Orchestrate seamless transitions between sales and operations teams to ensure smooth customer onboarding and service delivery.

Serve as the primary regional brand ambassador for Flexport while surfacing strategic growth leads to global demand and marketing organizations.

Facilitate clear and consistent communication between internal stakeholders and key external clients to align on requirements and service expectations.

Drive continuous improvement of the sales, logistics, and client service framework to reflect best practices and market feedback.

Develop and manage a comprehensive sales pipeline that prioritizes high potential opportunities and accelerates deal velocity.

Maintain accurate and up to date records of all sales activities, forecasts, and pipeline discussions within the CRM system.

Collaborate with cross functional teams to resolve client issues, support escalations, and uphold high levels of customer satisfaction.

Monitor competitor activity and market trends to refine positioning and ensure Flexport remains the partner of choice.

Contribute to the development of sales playbooks, battle cards, and training materials to support the broader sales organization.

Support special projects related to market expansion, client analysis, and performance tracking as requested by leadership.

Requirements

You bring at least 8 years of experience in a full cycle sales role that spans prospecting through closing with a proven track record of quota attainment.

You possess domain expertise within the freight forwarding or logistics industry and understand the nuances of global trade and supply chain operations.

You demonstrate a strong sales drive with enthusiasm for cold calling prospects, leading discovery calls, and a burning desire to grow into a top 5% sales executive in the country.

You maintain a client service mindset that is obsessed with both client and employee happiness and shows the courage to challenge the status quo.

You exhibit excellent communication, interpersonal, and organizational skills backed by a strong work ethic and fast learning ability.

You combine strategic vision with "ground floor" execution capabilities to deliver results in a fast paced and evolving environment.

You are comfortable operating in a matrixed organization and navigating ambiguity while maintaining clarity of goals and ownership.

You comply with all company policies, ethical standards, and regulatory requirements relevant to operating in the India Subcontinent region.

Nice to have

Experience working with enterprise level customers and managing complex, multi stakeholder sales cycles in a B2B environment.

Familiarity with transportation management systems, APIs, and digital platforms that enable supply chain visibility and automation.

Knowledge of customs regulations, trade compliance, and documentation processes within India and neighboring regions.

Experience using CRM tools and sales analytics platforms to track pipeline, forecast accuracy, and performance metrics.

Background in technology, SaaS, or software as a service solutions selling in a highly competitive market.

Practical notes

This role is based in Mumbai, India and operates in a hybrid work model with defined expectations for in office presence.

Travel requirements may include domestic visits within the India Subcontinent region to meet key clients and partners.

Visa sponsorship and related documentation may be required for non Indian candidates as per local regulations and company policies.

Candidates must be available to start within the timelines specified during the selection process and must adhere to onboarding deadlines.

This role is subject to performance review and quota based targets from the date of joining.