Director of Business Development

Job summary

As a Director of Business Development at Transportation One, you'll be responsible for bringing new business into the organization by identifying, pursuing, and closing new shipper relationships. This is a true hunter role designed for experienced freight professionals who know how to build a pipeline from scratch, open doors, and win business in a competitive market.

You'll own the entire sales cycle from prospecting and discovery through pricing, negotiation, and close. Once a customer is won, you'll partner with our Account Management team to ensure a seamless handoff while remaining an executive sponsor and trusted advisor throughout the life of the relationship. This is a quota-carrying role with direct impact on Transportation One's continued growth.

Duties and responsibilities

• Hunt, prospect, qualify, and close new shipper opportunities within an assigned territory, vertical, or account list


• Build and maintain a self-generated pipeline through outbound prospecting, networking, referrals, and market intelligence


• Own the full sales cycle from discovery through pricing, proposal, negotiation, and close


• Lead executive-level conversations with prospective customers and establish credibility with decision makers


• Develop winning sales strategies by leveraging freight market intelligence, customer needs, and lane-specific opportunities


• Participate in customer RFPs, including bid strategy, pricing, and proposal development


• Maintain accurate pipeline management, activity tracking, forecasting, and CRM hygiene in HubSpot


• Utilize CRM, prospecting tools, AI, and automation to maximize efficiency and sales effectiveness


• Build trusted customer relationships by providing strategic recommendations and consultative solutions


• Partner with Procurement, Pricing, Finance, and Account Management throughout the sales process


• Ensure smooth customer handoffs while remaining an executive sponsor for key accounts after implementation


• Travel to customer meetings and industry events as needed

Additional duties may be assigned by supervisor.

Minimum Qualifications

• Bachelor's degree preferred


• 7+ years of freight brokerage or 3PL experience with a proven track record of winning new business


• Demonstrated success carrying and exceeding new business sales quotas


• Strong understanding of freight market dynamics, pricing, capacity, and carrier strategy


• Proven ability to generate pipeline through outbound prospecting, networking, and referrals


• Strong executive presence with experience selling to VP and C-level decision makers


• Excellent negotiation, communication, and relationship-building skills


• Strong analytical, organizational, and problem-solving abilities


• Experience using CRM platforms (HubSpot preferred) and managing performance through KPIs


• Competitive, resilient, and highly accountable with a growth-oriented mindset


• Desire to build a long-term career with Transportation One

A combination of the above shall also be considered.