Business Development Representative - Passport

About the Role

Passport is looking for an enthusiastic, motivated Business Development Representative (BDR) to build relationships with ecommerce brands and generate new sales opportunities.

This is an outbound-first role, with some inbound qualification. You’ll prospect SMB, mid-market, and enterprise ecommerce brands looking to grow worldwide, connecting with leaders in shipping, operations, and ecommerce through phone, email, LinkedIn, and creative outreach.

One or more years of sales or prospecting experience is preferred, but we welcome entry-level candidates with initiative, strong communication skills, a passion for sales, and the willingness to pick up the phone. For those interested in becoming an Account Executive, this role offers coaching and development opportunities toward that path.

What You’ll Do

Research and Start Conversations

• Research and prioritize ecommerce brands that could benefit from better international shipping, delivery experiences, or support entering new markets.
• Partner with AEs to identify decision-makers and build outreach plans for assigned accounts.
• Execute consistent outreach through cold calls, personalized emails, and LinkedIn, using relevant business signals to start conversations.
• Test creative approaches such as video and gifting, and reengage prospects who previously expressed interest.

Qualify and Create Opportunities

• Understand prospects’ shipping needs, current setup, business priorities, fit, and timing.
• Book qualified meetings with AEs, support attendance, and provide clear handoff notes.
• Respond to and qualify assigned inbound leads.
• Drive RSVPs and prospect meetings for Passport’s in-person and virtual events, including conferences, dinners, and webinars. Own outreach, confirmations, and follow-up.

Own Results and Collaborate

• Meet monthly and quarterly goals for outbound activity, qualified meetings, and pipeline generation.
• Keep Salesforce records accurate and use shared outreach workflows so the team can measure what works.
• Collaborate with Sales, Marketing, RevOps, Partnerships, and our 3PL teams on account priorities, campaigns, and referrals.
• Participate in coaching, call reviews, and peer learning. Apply AE feedback and share successful techniques with the team.

What We’re Looking For

• Sales motivation and outbound confidence: You enjoy starting conversations and are comfortable reaching out by phone, email, and LinkedIn.
• Strong communication: You listen closely, ask thoughtful questions, and explain ideas clearly.
• Initiative and organization: You prioritize your work, follow through, and stay accountable in a remote environment.
• Resilience and coachability: You handle rejection, seek feedback, and adapt your approach.
• Curiosity and technical comfort: You enjoy researching businesses and learning CRM, prospecting, and AI tools.

Helpful Experience, But Not Required

• 1-3 years of sales, business development, cold calling, lead generation, or customer-facing experience.
• Exposure to ecommerce, logistics, fulfillment, SaaS, or B2B sales.
• Familiarity with Salesforce, Gong Engage, Nooks, LinkedIn Sales Navigator, ZoomInfo, or Clay.
• Examples of achieving goals and taking initiative through work, school, internships, or extracurricular activities.

Your Growth at Passport

Build skills in prospecting, qualification, objection handling, and pipeline generation through coaching and close collaboration with AEs.

If becoming an AE is your goal, work with your manager on a development plan that may include call shadowing, discovery practice, and account strategy. Advancement is based on sustained performance, demonstrated readiness, and business opportunities.