Business Development Representative

We Are Route

When shoppers hit "buy," a great customer experience doesn't end, it's just getting started. For too long, everything after checkout has been the weakest link in ecommerce: confusing tracking, lost or damaged packages, clunky returns, and missed opportunities to turn first-time buyers into lifelong fans. That's why we built Route.

The opportunity

This is an opportunity to join Route's Business Development team at an exciting stage of growth and make a visible impact on how we build pipelines across our Commercial business. You won't just be executing a playbook; you'll have the opportunity to learn, contribute, and grow alongside a team that is investing in the next generation of sales talent at Route.

For someone looking to build a career in sales, this role is designed to be a launchpad. You'll develop the skills, business acumen, and sales fundamentals that can prepare you for future opportunities within Route's Sales organization, including a path toward becoming a Commercial Account Executive.

You'll thrive here if you're confident in connecting with prospects over the phone, curious about how e-commerce businesses grow, motivated by goals, and excited to continuously improve your craft.

What you'll do

• Own top-of-funnel prospecting for a defined portfolio of e-commerce merchants, connecting with prospective customers through phone, email, LinkedIn, events, and other creative outreach.
• Research and prioritize accounts using tools like SimilarWeb and Clay to uncover buying signals, understand merchant needs, and personalize your approach.
• Build and continuously improve outbound strategies and sequences tailored to different verticals, platforms, and merchant segments.
• Lead early discovery conversations to understand a merchant's business, identify pain points, assess fit, and uncover potential opportunities for Route.
• Qualify inbound interest and outbound opportunities, partnering closely with Commercial Account Executives to create a seamless handoff and strong prospect experience.
• Develop a deep understanding of the e-commerce ecosystem, Route's products, and the challenges merchants face throughout the customer journey.
• Maintain accurate and timely activity, opportunity, and prospect data in Salesforce to support a healthy, predictable sales pipeline.
• Partner with Account Executives, Revenue Operations, Marketing, and other cross-functional teams to improve targeting, messaging, and overall pipeline generation.
• Own your performance against monthly pipeline and meeting goals, using coaching, data, and feedback to continuously improve your approach, conversion, and results.

What we're looking for

• 1+ year of experience in sales, customer service, retail, hospitality, or another customer-facing, goal-oriented environment
• Confidence communicating over the phone and comfort with cold calling in a high-volume outbound environment
• Strong verbal and written communication skills, with the ability to engage prospects clearly and professionally
• A results-driven mindset with a track record of working toward individual or team goals
• Strong organization and attention to detail, including the ability to manage multiple prospects, follow-ups, and priorities
• Curiosity about e-commerce, how businesses grow, and the challenges merchants face
• A coachable mindset and willingness to apply feedback, experiment with your approach, and continuously improve

Nice to have

• Previous experience in a BDR, SDR, or other quota-carrying sales role
• Experience in e-commerce, retail, logistics, technology, or SaaS
• Familiarity with Shopify, direct-to-consumer brands, or the broader e-commerce ecosystem
• Hands-on experience with Salesforce, Gong, SimilarWeb, Clay, Chili Piper, or other sales technology
• Experience prospecting or building pipeline within a defined vertical, market, or customer segment

Total Rewards

We know our team works best when everyone feels happy, healthy, and supported. We offer to pay 95% - 100% of your health insurance premiums for you and your family, remote or hybrid work arrangements, unlimited PTO, 401k matching, formalized growth opportunities, learning & development, DEI programs & events, and so much more.

Pay Transparency

Salary for this role: $55,000 - $60,000

The cash compensation above includes base salary, and is not reflective of potential commission for employees in eligible roles, or annual bonus targets under Route's bonus plan for eligible roles. In addition to cash compensation, all Route employees are eligible to participate in Routes equity incentive plan to receive stock options per the terms of the agreement. Some roles may also be eligible for overtime pay.

Individual compensation packages are based on a few different factors unique to each candidate, including their career level, skills, experience, specific geographic location qualifications and other job-related reasons.