Business Development Representative

Remote

Full Time

Experienced

Department: Sales/BusDev - Revenue Operations
Reports to: AVP, Revenue Operations
Location: Remote
FLSA Status: Exempt (Salary)

Business Development Representative

Overview
The Business Development Representative (BDR) at OneRail is a strategic, high-impact role responsible for building enterprise pipeline and opening high-value accounts through targeted, account-based prospecting. Unlike traditional entry-level BDR roles, this position focuses on developing and executing outbound strategies, engaging senior stakeholders, and generating qualified opportunities that align with the company’s ideal customer profile. The role exists to drive revenue growth by creating meaningful entry points into large, complex organizations and supporting enterprise sales efforts.

This position works closely with Account Executives, sales leadership, and cross-functional teams to shape pipeline creation and outbound strategy. The ideal candidate is an experienced, research-driven prospector with strong business acumen, the ability to engage executive audiences, and a proven track record of exceeding pipeline goals. This role plays a foundational part in defining and scaling OneRail’s outbound motion within the sales organization.

Key Responsibilities

Develop and execute targeted outbound strategies across defined enterprise accounts.
Conduct in-depth account research to create personalized, insight-driven outreach.
Generate and qualify high-value pipeline aligned with the ideal customer profile.
Engage and build relationships with senior stakeholders, from director level through the C-suite.
Collaborate with Account Executives to develop account plans and meeting strategies.
Execute multi-channel outreach campaigns using phone, email, LinkedIn, and events and campaigns to drive engagement.
Align with marketing on campaigns, content, and events.
Maintain and ensure accurate CRM data and pipeline visibility within Salesforce.
Represent the company at industry events, webinars, and customer engagements.

Qualifications

5–10+ years of experience in business development, account development, or inside sales; experience in SaaS, logistics, or supply chain environments preferred.
Proven ability to prospect into large, complex enterprise organizations and engage senior-level stakeholders.
Strong research and analytical skills, with the ability to leverage data, financials, and industry insights to inform outreach strategies.
Demonstrated experience collaborating with Account Executives to build, manage, and advance pipeline.
Comfortable running sophisticated outreach across platforms.
Consistent track record of meeting or exceeding pipeline generation goals and activity metrics.
Proficiency in Salesforce and modern sales tools, including Gong, ZoomInfo, and LinkedIn Sales Navigator.

About OneRail

OneRail is a leading omnichannel fulfillment solution pairing best-in-class software with logistics as a service to provide dependability and speed to help businesses meet their delivery promise. With a real-time connected network of 12 million drivers, OneRail matches the right vehicle for the right delivery so brands lower expenses and increase capacity to rapidly scale their businesses. This people-plus-platform approach features a 24/7 USA-based exceptions team who maintain a 98% on-time delivery rate. By optimizing fulfillment processes, reducing costs and improving order accuracy with store-shelf-to-doorstep visibility, OneRail is committed to empowering clients and improving the customer experience.

OneRail was named to the Deloitte Technology Fast 500™ two years in a row, was ranked 19th in the 2025 FreightTech 25, named for the fifth year in a row to the FreightTech 100, was honored as one of Inc. magazine’s Best Workplaces 2023, was listed on Forbes’ lists of America’s Best Startup Employers for the last three years, was named to the Inc. 5000 two years in a row and was selected as the Last Mile Company of the Year for the 2024 SupplyTech Breakthrough Awards. To learn more about OneRail, visit OneRail.com.

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