Generate and qualify new business opportunities through outbound prospecting across the ecommerce, logistics and supply chain tech landscape
Research and target high-potential accounts and verticals, identifying key stakeholders, such as Head of Logistics, Supply Chain Managers, Operations Directors, CTOs, eCommerce Managers, and mapping decision-making processes
Book discovery meetings for the Account Executive team by effectively communicating ShippyPro’s value proposition
Maintain accurate activity tracking and reporting in HubSpot (calls, emails, meetings, opportunities created)
Partner with Marketing on campaigns, lead nurturing, and market feedback to improve conversion
Consistently achieve or exceed KPIs for outreach, qualified opportunities, and pipeline contribution
Use a consultative approach to understand how companies manage their end-to-end logistics stack (ERP, WMS, TMS, OMS integrations)
Identify pain points related to: carrier fragmentation and multi-carrier complexity, manual shipping and fulfillment processes, lack of automation in order-to-delivery workflows, returns management inefficiencies, shipping cost visibility and optimization

1-3 years of experience in SaaS sales, logistics or supply chain business development, ideally in a fast-paced B2B environment
Strong communication and interpersonal skills, with the ability to quickly build rapport with prospects
Resilience and persistence: comfortable with high-volume outreach and motivated by results
Curiosity and consultative mindset: you want to understand customer challenges and spark interest in solutions – how goods move from warehouse to end customer (shipping, fulfillment, returns, carriers)
Strong interest in logistics, supply chain, ecommerce operations or SaaS platforms
Experience using tools such as HubSpot, Apollo, or similar CRM/automation platforms
Entrepreneurial spirit: proactive, adaptable, and energized by the challenge of opening new markets and working with complex, technical products
Ability to understand and articulate technical and operational workflows
Fluency in Italian and English. An additional language is a strong plus

Business Development Representative – Shipping & Supply Chain

Key skills