Business Development Representative (Outbound)
Vacancies: 3 | Onsite – Chennai
At a glance
- Role
- Business Development Representative (Outbound)
- Function
- Sales / Outbound
- Location
- Chennai
- Shift
- US hours, roughly 5:30 PM to 2:30 AM IST
- Experience
- 0 to 3 years
- Fixed pay
- Rs 4,50,000 to Rs 6,00,000 per year
- Variable pay
- Approx. Rs 6,50,000 per year at 100% of target, no ceiling
- Total at target
- Rs 11,00,000 to Rs 12,50,000 per year
- Target
- 12 accepted opportunities per month, from month 3
- Ramp
- 2 months, staged, variable paid at 100% throughout
- Applications to
- hr@lateshipment.com, subject line “BDR”
Who we sell to
We sell to anybody in the US and Europe who ships parcels at volume. Ecommerce and retail is the bulk of it, but distributors, manufacturers, subscription businesses, labs, spare parts operations and plenty of others have exactly the same problem. If they hand thousands of parcels a month to UPS, FedEx or DHL, they are a prospect. It does not have to be B2C.
What we sell
We sell a suite of products that sit on two sides of the same problem.
One side is getting their money back. OneAudit recovers refunds across 50+ carrier service failures and billing errors, we run their lost and damaged claims for them, and we renegotiate their carrier contracts. All of it is money that was already theirs and that almost nobody bothers to go after.
The other side is everything that happens after a parcel leaves the warehouse. OneTrack runs branded tracking pages and delivery notifications, OneReturn runs returns and exchanges, OneProtect insures parcels that go missing or arrive broken, and OneInsight is the reporting layer over the lot: carrier performance, spend, fraud, delivery risk.
Most of it sells on a fairly simple argument. They are either leaving money on the table or losing customers to a delivery problem they never saw, and usually they have no idea how much of either.
You will not know all seven products in week one and nobody expects you to. What you do need, fast, is enough of a feel for them to work out which one a given prospect actually needs. That is the difference between a meeting an AE thanks you for and one they resent.
Your job is to find those companies and put them in front of our sales team. Cold email, cold calls, LinkedIn, events, whatever actually works.
This is a pure outbound role
You will not be handed inbound leads. There is no list of warm accounts waiting for a follow up.
We will hand you the first account list and the first sequences so that you are dialing in week one and not in week four. After that they are yours. You pick the accounts, you rebuild the list, you rewrite the sequences, you pick up the phone.
The first week you will spend understanding what a parcel actually costs a shipper, what a carrier service guarantee is, which of our products fits which kind of shipper, and why a company shipping 20,000 parcels a month is a good fit while one shipping 200 is not. Everything after that is volume and judgment.
Expect roughly 80 to 100 dials a day, a couple of hundred fresh contacts into sequence, and several hours a week just cleaning and enriching lists. If that sounds tedious, it is. It is also the whole job.
You will work US hours, roughly 5:30 PM to 2:30 AM IST. This is not negotiable; the people you are calling are asleep otherwise.
The number
We measure one thing. Qualified pipeline you source, counted in monthly recurring value.
Target is 12 accepted opportunities a month. At our current deal sizes that is a little over $5,000 of new monthly recurring value entering pipeline.
Twelve accepted opportunities means roughly 20 meetings actually held, which means roughly 30 booked, which means about 150 new contacts into sequence every day and the phone in your hand for a good part of the night. Work backwards from there and you will know exactly what your day has to look like.
An opportunity counts only when the AE accepts it. Not when the meeting is booked, not when the prospect says “send me some information”.
Can anybody hit 12 from a standing start? Of course not. So the ramp is two months and it is staged: 4 accepted opportunities in month 1, 8 in month 2, the full 12 from month 3. You will be paid at 100% of target through both ramp months regardless of where you actually land, so you are not gambling your first two salaries on a learning curve.
How you get paid
Lower fixed, higher variable than a normal SDR job here. We would rather be upfront about this than dress it up.
- Fixed
- Rs 4,50,000 to Rs 6,00,000 a year, depending on what you walk in with.
- Variable
- Approx. Rs 6,50,000 a year at 100% of target, paid monthly, with no ceiling above it.
The variable is two pieces. Rs 3,000 for every accepted opportunity, from the first one and not only once you have crossed target. And 20% of the first invoice on anything you sourced that goes on to close, paid as and when that invoice is actually collected.
We do not sell annual contracts. Everything here is month to month, which means there is nothing to claw back; if a customer never gets billed, the payment simply never arises. It also means the sooner you learn to spot the ones who stay, the more of this you keep.
So Rs 11L to Rs 12.5L at target, meaningfully more if you beat it, and clearly less if you don’t.
We are not going to pretend that suits everybody. If what you want is a comfortable fixed salary with a small bonus stapled on, this is the wrong ad and we will both save a fortnight..!!
What we are looking for
Zero to three years of outbound experience selling into the US or Europe. SaaS preferred, but if you have done outbound well in any B2B setting we will look; and if you are starting from zero, the application task below matters considerably more to us than anything on your CV, so spend your time there.
Written English that does not sound like a template. This one matters more than everything else on your CV put together. Our prospects are logistics, supply chain and ecommerce operators in Ohio and Manchester, and they can smell a mail merge from the subject line. Along with that, the ability to hold a phone conversation with a stranger who did not want your call, and to stay pleasant about it for the ninetieth time that night.
The tooling you can pick up as you go (Apollo, Sales Navigator, a sequencing tool, HubSpot, and enough spreadsheet ability to keep your own list clean), and we will teach it. In fact everything in this section is teachable except the paragraph above this one.
What we are not looking for
Someone who wants to own the full sales cycle in month two. That job exists here and you can grow into it, but not by skipping this one.
Someone who thinks outbound means sending forty emails a day from a purchased list and waiting.
How to apply
Skip the cover letter. Nobody reads them and we will not either.
Send us three things instead:
- Three companies you would target for us, with one line each on why you picked them and which of our products you would lead with.
- The first cold email you would send to one of them, exactly as you would send it.
- Your CV.
Mail it to hr@lateshipment.com with “BDR” in the subject.
If the email reads like ChatGPT wrote it, we will know. We get about forty of those a day, from people trying to sell us things.
Phone
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