Business Development Representative

Route; United States; Hybrid; USD 55,000 - 60,000; Full time

Benefits offered by this job

Health insurance

Remote or Hybrid work arrangements

Unlimited PTO

401k matching

Growth opportunities

Job summary

Route is hiring a Business Development Representative to drive outbound prospecting for a defined ecommerce merchant portfolio. You will identify signals with tools like SimilarWeb and Clay, initiate discovery calls, and qualify opportunities in collaboration with Commercial Account Executives.

You’ll build compelling outreach sequences, maintain accurate Salesforce data, and work withMarketing and Revenue Ops to optimize targeting and messaging.

Qualifications

• 1+ year in sales or customer-facing, goal-oriented environment.
• Confident phone communicator with cold-calling ability.
• Strong verbal and written communication for professional outreach.
• Results-driven mindset with track record of meeting goals.
• Excellent organization and ability to manage multiple prospects.

Responsibilities

• Own top-of-funnel prospecting for a defined portfolio of ecommerce merchants.
• Research accounts with tools like SimilarWeb and Clay to uncover signals.
• Build and refine outbound sequences for different verticals and segments.
• Lead early discovery conversations to understand merchant needs.
• Qualify inbound and outbound opportunities, partner with AEs for smooth handoffs.
• Develop understanding of ecommerce ecosystem and Route products.
• Maintain accurate Salesforce activity and pipeline data.
• Collaborate with cross-functional teams to improve targeting and messaging.
• Own monthly pipeline and meeting goals, using data to improve results.

Skills

Phone sales

Prospecting

Communication

Goal orientation

Organization

Tools

Salesforce

Gong

SimilarWeb

Clay

Chili Piper

Job description

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.

Our mission is simple: we create shopper confidence that fuels brand growth. Route is the leading post-purchase platform for modern ecommerce, trusted by over 13,000 brands and protecting more than $20 billion in gross merchandise value to date. From package protection and industry-leading order tracking to returns and exchanges, cash back loyalty, and engaging product recommendations, Route brings every moment after checkout into one powerful platform, empowering shoppers with visibility and peace of mind while giving merchants loyalty that lasts well beyond the first sale.

Since launching in 2018, Route has raised over $250 million from leading investors including Craft Ventures, Hedosophia, and Hanaco Ventures, and has grown into a complete post-purchase ecosystem loved by millions of shoppers and the brands they buy from. Throughout that growth, we’ve stayed committed to building innovative products that empower our customers and to fostering a people-first, values-driven culture that makes Route a place where great work and great people thrive.

We’re looking for talented people across the ecommerce space to join us on the next chapter of this adventure. Don’t just take our word for it, Discover what life at Route has to offer.

The team

The Business Development team is the engine behind Route’s commercial growth, creating new opportunities and building a qualified pipeline for our Commercial Sales team. As a phone-first, high-energy team, BDRs connect with prospective merchants, uncover their needs, and introduce them to how Route can transform the post-purchase experience for their customers. It’s a fast-paced environment built for people who are motivated by results, thrive on competition, and want to sharpen their sales skills while building a strong foundation for a career in Sales.

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

Equal opportunity for all

Route is an Equal Opportunity Employer. We embrace diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

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.