Sales Development Representative

About Our Company Built on over four decades of pioneering research at Princeton University, our platform represents the leading edge of innovation in freight and transportation planning. We help customers unlock double-digit revenue gains and drive smarter, data-driven operations at scale. With the recent close of our Series C funding round led by Koch Disruptive Technologies, we’re entering an exciting new phase of growth. Today, Optimal Dynamics is a high-growth company of ~70 employees, backed by top-tier investors including Bessemer Venture Partners, The Westly Group, Activate Capital, and Koch. We're on a mission to redefine the way logistics decisions are made—and we’re just getting started. About Our Team We are a team of bright, kind, and solution-oriented people focused on creating value for our customers. We can solve problems individually, but understand that the best solutions are found when the team brainstorms ideas together. We are excited about balancing the need to deploy new solutions quickly and designing solutions that are secured, reliable, maintainable, and scalable for the long run. About the Role We are seeking a proactive and driven Sales Development Representative to join our fast-paced, scaling team. This pivotal role will be instrumental in driving our expansion by generating high-quality business opportunities and providing critical support to our enterprise sales initiatives. If you are driven to uncover new opportunities, knock on the door until it opens, and build relationships within the trucking/supply chain industries this could be the role for you! Key Responsibilities Prospect : Research and identify key decision-makers within mid-size and enterprise fleets. Identify and qualify new business opportunities through outbound calls, emails, in-person meetings, trade shows, and creative outreach strategies. Conduct discovery calls to understand the prospect's needs and challenges, positioning our solution as the ideal fit. Effectively manage and overcome objections during the sales process to advance prospects through the pipeline. Collaborate : Partner closely with Marketing and Enterprise Sales teammates to strategize and support sales efforts. Manage : Maintain accurate and up-to-date records of all sales pipeline activities, prospects, and customer information in Salesforce CRM. Achieve : Consistently achieve or exceed individual sales targets and contribute to the overall team’s success. Key Qualifications Experience : Our ideal candidate has 3-5 years in business development, inside B2B sales, carrier sales, or other similar roles, with a strong focus on prospecting and working with enterprise sales teams and prospects. Proven track record of identifying contacts, managing objections, handling discovery calls, and converting top-of-funnel interest into opportunities that make it to close! Experience in the transportation and supply chain industry is preferred. Communication : Superb verbal and written communication skills, with the ability to build rapport and influence at all levels. Skilled in crafting narratives and creating documents and/or decks utilizing PowerPoint/Google Slides, etc. Tech-Savvy : Proficient in CRM systems (Salesforce preferred) and other sales tools to manage pipeline and sales activities. Passion for SaaS and rapidly evolving technology that provides real-world solutions. Self-Motivated : Unmatched work ethic, self-motivation, and ability to work both independently and as a stellar teammate. Flexible : Excited by working in a dynamic startup environment Open to periodic travel opportunities as they arise Bonus Points Experience in the transportation and supply chain industry is highly desired.

Compensation

• Show Salesforce mastery with quantifiable results: In your resume and cover letter, list the exact Salesforce objects, automations, and reports you built, and include metrics (e.g., “Created a lead‑scoring workflow that boosted qualified pipeline by 22% in 3 months”). Bring a short 2‑page PDF of a sandbox dashboard you designed for tracking SDR activity, and be ready to walk through it in the interview.
• Demonstrate knowledge of logistics‑tech pain points: Research Optimal Dynamics’ freight‑optimization platform and prepare 2‑3 concise talking points on how a data‑driven SDR can surface cost‑saving opportunities for logistics managers. Cite a recent case study or press release and suggest a sample outreach email that ties a prospect’s “capacity utilization” challenge to the company’s AI‑powered solution.
• Highlight remote‑work discipline: Include a brief “Remote Work Playbook” section in your application that outlines your daily schedule, communication tools (e.g., Slack, Zoom, Calendly), and how you use Salesforce Lightning mobile to update pipelines on the go. During the interview, give a concrete example of a time you exceeded quota while working across time zones.
• Prepare a mini‑sales sprint as a take‑home: Offer to complete a 48‑hour prospecting sprint for a target vertical (e.g., 3‑5 accounts in e‑commerce logistics). Deliver a lead list built in Salesforce, a multi‑touch cadence, and a short video (2 min) explaining your rationale. This shows initiative and lets the hiring team see your process in action.
• Negotiate with data‑driven benchmarks: Research SDR base salaries for remote roles at Series C SaaS firms (e.g., $55‑70 k base + 10‑15% OTE) and bring a one‑page compensation matrix. When the offer appears, reference your proven pipeline‑growth numbers and the market data to ask for a higher base or accelerated commission tier, positioning it as a win‑win for meeting Optimal Dynamics’ growth targets.