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 (<30–45 days).
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.

Starboard

Open Positions

Business Development Representative