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.
