The Role
The Business Development Representative at OneRail drives revenue growth through strategies for prospecting high-value accounts, engaging senior stakeholders, and collaborating with teams to shape pipeline creation.
Summary Generated by Built In
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
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.
- 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.
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The Company
What We Do
OneRail is a leading omnichannel fulfillment solution that pairs best-in-class software with logistics as a service to provide dependability and speed. Their platform utilizes AI to connect shippers with a courier ecosystem, automating and optimizing the delivery supply chain.
