OneRail is seeking to hire a driven, ambitious, and energetic Sales Development Representative professional to join our team. If you love to prospect, build new relationships, and bring in new business, then this position Is perfect for you. This is an excellent opportunity to join a fast-growing, innovative team, and be part of the positive culture that makes up the OneRail family – and an amazing place to work! 

At OneRail, the Sales Development Representative role is highly visible and serves as the face of OneRail with our target market. Our Sales Development Representatives are responsible for executing a go-to-market strategy, connecting with prospects, and building new business & opportunities for the field sales teams, while supporting our culture, mission, and values. Sales Development Representatives generate qualified opportunities for our sales organization through relevant and engaging go-to-market strategies including events, campaigns, social selling, and various activities to understand our prospect’s business needs and while consistently delivering the OneRail value proposition. This role will be heavy on outbound outreach and will be metrics driven.
This position is an onsite role within our Orlando, FL HQ offices (ZIP Code 32819). Remote work is not available for this position.

Responsibilities: 

• Strategize and develop new relationships in targeted industries and functions

• Drive strategic dialogues to identify prospect’s business objectives, fulfillment requirements & challenges

• Build prospect’s confidence in OneRail and our solutions

• Deliver OneRail’s value proposition and go-to-market messaging and assist field sales in the development of customer presentations and engagements, ensuring that there is a mutual understanding of alignment and next steps, and effectively articulate the value in using the OneRail’s solutions 

• Strategic Prospect Engagement & Planning

• Identify & generate new opportunities, and execute best practices for events, including execution & follow-up

Relationship & Opportunity Development: 

• Demand Creation: Influencing and developing opportunities within target industries accounts for pipeline development

• Follow the Business Development defined process and strategies to build strong pipeline of new/unexplored opportunities and achieve targeted new qualified opportunities

• Identify & develop effective relationships with decision makers, influencers, and key contacts within targeted organizations to ensure maximum leverage for OneRail’s interests

• Research, collect & analyze target accounts financial information, critical business processes and/or system needs 

• Research, collect & analyze omni-channel fulfillment, last mile and specific industry trends, challenges, and investment areas 

• Provoke & Nurture: Sales Development Representatives present challenging messages, talk with multiple contacts on key ideas, and nurture the relationship over time 

• Develop provocative messaging to then communicate with various senior executives with confidence, seeking to challenge them to take action to improve results/ generate value 

• Use independent judgment to create, analyze and execute business development lead-generation programs 

• Engage: Sales Development Representative engage accounts to start discussing a proposed sequence of next steps in the sales cycle and continues to provide support as needed throughout the process to promote the opportunity through to close 

• Participate in the first portion of the sales cycle by driving engagement and building relationships with key decision makers and executives at assigned target accounts 

• Drive the customers through the opportunity development process with goal of having them engage on a sequence of actionable next steps with the sales team 

• Use independent judgment to qualify and validate inbound and outbound leads via the phone, web, email, corporate events, and direct mail campaigns 

• Track relevant sales activities in Hubspot (e.g., call activity, lead qualification details, lead pipeline, opportunity pipeline) to aid in maintaining communications within sales, and track history of target accounts 

• Identify and qualify prospect’s project needs, budget, timelines, business issues and obstacles for transition to the appropriate sales individual to win the business 

• Leverage skills to reach decision makers and schedule engagements via direct prospecting and cold calling 

• Communicate effectively with Sales management in-person, via phone, email, and regular updates in Hubspot

Skills, Qualities, and Characteristics: 

• Relationship management 

• Strategic planning skills 

• Knowledge of the retail, and supply chain and logistics sector 

• Strong business acumen 

• Excellent presentation and communication skills 

• Ability to communicate accessibly and concisely about product or service to outsiders, including prospective customers and clients, partners, vendors, and others 

• Effective organizational skills 

• Negotiation skills 

• Familiarity with SaaS technology and platforms 

• Research and analytical skills 

• Interpersonal and customer-service skills 

• Big-picture thinking 

• Lead generation and management experience 

• Fast learner 

• Enthusiasm and sincerity 

Qualifications: 

• Minimum 2 years business development, inside/outside sales, SaaS selling 

• 2 years background in logistics and supply chain preferred 

• Self-driven, personable, outgoing, helpful, able to initiate conversation and communications in an engaging manner 

• Proven record of accomplishment in pipeline development 

• Superior oral and written communication skills 

• Ability to work independently and creatively without requiring specific direction 

• Confident in C-suite level discussions 

• Experience of CRM software required, Hubspot and/or Salesforce preferable 

• Astute networking capabilities 

About OneRail

OneRail is an innovative technology startup located in Orlando, Florida. We are a delivery orchestration platform that provides multi-modal delivery automation, optimization, and real-time visibility for enterprise clients, all in one place. OneRail connects shippers to an extensive courier ecosystem to enable same day, parcel, LTL, next day, scheduled, and economy delivery selected through automation and rate shopping across all modes.

All Team Member Benefits

• Competitive base compensation
• Health Insurance with generous company contribution (medical, dental, vision)
• Company-paid life insurance, short-term and long-term disability
• 4% 401K match with immediate vesting of Company match
• Continuing Education Opportunities
• Flexible/Open (Uncapped) Paid Time Off (PTO) Policy
• Generous Company-paid Holidays

Onsite Perks

• Standing desks
• Recreational and Video games
• Large breakroom and lounge
• Stocked kitchen and fridges
• Cappuccino machine
• Onsite restaurant and daily food trucks
• Onsite car detailing
• Onsite dry cleaning
• Ample free parking

To view more details about what is like to work at OneRail, or to view a full list of career opportunities, please visit https://www.onerail.com/careers/