Business Development Representative

About the role

You will guide new business by identifying, researching, and qualifying new opportunities on a weekly basis through proactive outreach. You will prospect a structured pipeline via high volume of outbound cold calls, emails, and social selling to generate qualified leads. You will identify client needs by assessing their current fulfillment methods and use discretionary judgment to determine fit for ShipBob's business model. You will make recommendations to management for merchants who do not "fit the box" and escalate appropriately. You will schedule demos with potential merchants and coordinate with Account Executives to ensure smooth handoffs. You will achieve daily activity requirements by maintaining consistent outbound merchant contact and accurately tracking all interactions in the designated tracking system. You will report to your designated manager or team lead to strategize more effective prospecting methods and refine your approach continuously. You will consistently exceed monthly and annual quota through disciplined execution and data-driven adjustments.

Key facts

What you'll do

Guide new business by identifying, researching, and qualifying new opportunities weekly through structured outreach activities.

Prospect a prospect pipeline via high volume of outbound cold calls, emails, and social selling across relevant professional platforms.

Identify client needs through assessing their current fulfillment methods and use discretionary judgment to assess if they are a fit for our business model.

Make recommendations to management for merchants who do not "fit the box" and escalate concerns with supporting rationale.

Schedule demos with potential merchants and coordinate timing with assigned Account Executives to maintain pipeline momentum.

Achieve daily activity requirements through outbound merchant contact and accurately track each interaction in the designated tracking system.

Report progress and insights to designated manager or team lead to evaluate and refine prospecting methods on a regular basis.

Consistently exceed monthly and annual quota through disciplined execution, follow-up, and pipeline management.

Perform additional duties and responsibilities as necessary to support team goals and company objectives.

Leverage internal tools and data sources to validate merchant information and prioritize high-value segments.

Maintain organized records of all outreach attempts, outcomes, and next steps to ensure transparency and continuity.

Collaborate with internal stakeholders to align messaging, share feedback, and improve conversion rates over time.

Monitor market trends and competitor positioning to inform strategic adjustments in targeting and approach.

Communicate clearly and professionally with merchants through every stage of the discovery and sales process.

Adhere to company policies, compliance standards, and data handling procedures in all prospecting activities.

Requirements

2+ years of demonstrated success in a sales environment, with preference given to candidates who have this experience, though the right individual will be trained.

Experience selling over the phone and conducting smart calling across varied types of businesses or merchants to build a responsive prospect base.

Demonstrate a high degree of diligence and accountability in managing a pipeline and meeting performance metrics.

Comfortable operating in a competitive environment and showing personal motivation to achieve demanding targets.

Relentless dedication in the face of daily rejection and delays from potential merchants while maintaining professionalism.

An aptitude for research and the ability to analyze data to identify patterns, prioritize targets, and adjust strategies.

Strong written and verbal communication skills to articulate value propositions and maintain professional relationships.

Ability to manage time effectively and balance multiple priorities in a fast-paced remote setting.

Willingness to follow documented processes and adapt to evolving tools, systems, and sales methodologies.

Commitment to accuracy in data entry and adherence to tracking protocols to support forecasting and reporting.

Readiness to collaborate with cross-functional teams and incorporate feedback to improve outreach efforts.

Capacity to work independently with minimal supervision while staying aligned with team goals and expectations.

Flexibility to adjust schedules as needed to accommodate merchant availability across different time zones.

Alignment with ShipBob's values of ownership, transparency, and continuous improvement in all interactions.

Practical notes

Weekly onsite presence required during the initial 2-3 month training period.

This job description is intended to convey information essential to understanding the scope of the Business Development Representative position and is not an exhaustive list of skills, efforts, or duties associated with the role. The actual duties performed may vary based on business needs, and the job may be amended at any time. The selection process may include tests, background checks, and verification of credentials.