Business Development Representative

Business Development RepresentativeFLSA Status: ExemptReports to: VP, Growth (Identity)Location: Chattanooga, TNAbout the Company:Highway is the fastest-growing freight tech provider in North America. We serve the largest freight brokers in the industry, solving one of their biggest pain points: who is really hauling their freight. We answer the question of Carrier Identity, protecting brokers’ networks, preventing fraud and increasing transparency. Serving and protecting our customers is our top priority, and we are proud that our best marketing is our customer referrals and testimonials.Role DescriptionHighway is hiring a Business Development Representative to join the Identity team. This role is responsible for creating a qualified pipeline, developing new opportunities across target accounts, and serving as an important first point of contact for prospective customers.The BDR will play a central role in expanding market coverage, re-engaging high-potential accounts, and qualifying inbound interest before opportunities advance into a deeper sales process. This is a strong fit for someone who is energized by outbound prospecting, account research, and early customer conversations in a fast-moving commercial environment.Your role:Pipeline generation and outbound prospectingBuild pipeline through structured outbound outreach across assigned account segmentsExecute targeted prospecting through calls, email, and sequenced follow-upPartner with Identity Account Executives to create qualified meetings and early-stage opportunitiesMaintain consistent activity and disciplined follow-up across active account listsAccount reactivation and market developmentRe-engage previously worked, dormant, or underdeveloped accountsConduct account discovery to identify current contacts, business context, and potential entry pointsTurn lightly developed account pools into qualified pipeline opportunitiesSurface strong reactivation opportunities to the appropriate Account Executive with clear context and next stepsInbound lead qualificationConduct first-touch qualification for inbound leads that require additional vetting before advancingLead an initial, high-level discovery conversation to understand fit, context, and potentialGather core qualification information and determine the right next stepSupport Identity Account Executives by ensuring qualified leads move forward efficiently with clean handoff notes and contextCRM discipline and opportunity managementMaintain accurate records, activity updates, and qualification notes in SalesforceTrack account status, dispositions, and next steps with consistencyFollow established routing and ownership processesContribute to a reliable, high-quality front-end sales motion that supports the Identity AE teamQualifications1 to 3 years of experience in business development, sales development, or inside salesLogistics industry experience strongly preferred plus desire to gain freight/logistics knowledgeExperience in outbound prospecting and pipeline generationFamiliarity with Salesforce or similar CRM toolsComfortable with phone-based outreach and holding early customer conversationsSound judgement in qualifying opportunities and identifying promising next stepsExperience working in a structured sales process with clear activity and follow-up expectationsBecome a Subject Matter Expert on Highway’s applicationExcellent communication skills and thrives in a fast paced and urgent environment