What are the responsibilities and job description for the Business Development Representative position at Highway?
Business Development Representative
FLSA Status: Exempt
Reports to: VP, Growth (Identity)
Location: Chattanooga, TN
About 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 Description
Highway 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 prospecting
- Build pipeline through structured outbound outreach across assigned account segments
- Execute targeted prospecting through calls, email, and sequenced follow-up
- Partner with Identity Account Executives to create qualified meetings and early-stage opportunities
- Maintain consistent activity and disciplined follow-up across active account lists
Account reactivation and market development
- Re-engage previously worked, dormant, or underdeveloped accounts
- Conduct account discovery to identify current contacts, business context, and potential entry points
- Turn lightly developed account pools into qualified pipeline opportunities
- Surface strong reactivation opportunities to the appropriate Account Executive with clear context and next steps
Inbound lead qualification
- Conduct first-touch qualification for inbound leads that require additional vetting before advancing
- Lead an initial, high-level discovery conversation to understand fit, context, and potential
- Gather core qualification information and determine the right next step
- Support Identity Account Executives by ensuring qualified leads move forward efficiently with clean handoff notes and context
CRM discipline and opportunity management
- Maintain accurate records, activity updates, and qualification notes in Salesforce
- Track account status, dispositions, and next steps with consistency
- Follow established routing and ownership processes
- Contribute to a reliable, high-quality front-end sales motion that supports the Identity AE team
Qualifications
- 1 to 3 years of experience in business development, sales development, or inside sales
- Logistics industry experience strongly preferred plus desire to gain freight/logistics knowledge
- Experience in outbound prospecting and pipeline generation
- Familiarity with Salesforce or similar CRM tools
- Comfortable with phone-based outreach and holding early customer conversations
- Sound judgement in qualifying opportunities and identifying promising next steps
- Experience working in a structured sales process with clear activity and follow-up expectations
- Become a Subject Matter Expert on Highway’s application
- Excellent communication skills and thrives in a fast paced and urgent environment