Lead Development Representative

Job Summary

The Lead Development Representative (LDR) builds a steady pipeline of qualified shippers for Syfan Logistics' outside Business Development team. Using AI-powered email prospecting tools, the LDR identifies target companies, finds the right decision-makers, runs personalized outreach at scale, and qualifies interested prospects. Qualified opportunities are documented and handed off to an outside Business Development Manager for face-to-face follow-up and closing.

This role does not own customer relationships or close freight. Its job is to make sure every outside rep spends their time in front of shippers who are a real fit.

Essential Duties and Responsibilities

Prospect research and targeting

• Use AI prospecting and data tools to build target lists of shippers by industry, freight profile, lane, region, and company size.
• Identify key decision-makers in logistics, transportation, supply chain, procurement, and operations.
• Monitor buying signals such as facility openings, expansions, new product lines, leadership changes, and carrier or RFP activity.
• Verify contact data and keep prospect lists clean and current.

AI-assisted email outreach

• Build and run multi-step email sequences using AI tools to personalize messaging by industry, role, and freight need.
• Review and edit all AI-generated content for accuracy, tone, and brand standards before it is sent.
• A/B test subject lines, messaging, and timing; use AI analytics to improve open, reply, and meeting rates.
• Manage inbox replies promptly, using AI reply classification to prioritize interested prospects.
• Protect sender reputation and deliverability, and follow CAN-SPAM and company email policies.

Multi-channel follow-up

• Follow up on engaged prospects by phone and LinkedIn to confirm interest and book meetings.
• Share relevant information on Syfan's services, including truckload, expedited, dedicated, and specialized freight.

Qualification and handoff

• Qualify prospects against agreed criteria: freight volume and modes, lanes, current providers, pain points, decision process, and timeline.
• Schedule qualified meetings directly on the outside Business Development Manager's calendar.
• Document every handoff in the CRM with a complete prospect profile, conversation notes, and next steps.
• Coordinate with the receiving rep before and after the first meeting to confirm a clean handoff.

Collaboration and improvement

• Partner with sales leadership and outside reps to refine target markets, ideal customer profiles, and qualification criteria.
• Share what's working in outreach, messaging, and AI workflows with the team.
• Meet established goals for activity, qualified opportunities, documentation, and handoffs.
• Perform other related duties as assigned.

Tools and Technology

The LDR will work daily in tools like these (specific platforms may vary):

• AI prospecting and contact data: Apollo.io, ZoomInfo, or similar
• AI email sequencing and engagement: Outreach, Salesloft, Instantly, or similar
• AI writing assistants: for drafting and personalizing outreach and research summaries
• CRM: for logging activity, prospect profiles, and handoffs
• LinkedIn Sales Navigator: for contact research and social outreach
• Microsoft Outlook and Teams: for email, calendar scheduling, and internal coordination

Performance Metrics

Success is measured by the quality of the pipeline delivered to the outside team, not only activity. Targets are set by sales leadership.

Metric- What it measures

Qualified meetings booked- Meetings held with prospects who meet qualification criteria

Handoff acceptance rate- Share of handoffs accepted by the outside Business Development Manager

Pipeline influenced- New freight opportunities and revenue that started from LDR leads

Email reply and meeting rate- Effectiveness of outreach sequences and messaging

Deliverability health- Bounce rate and sender reputation of outreach domains

CRM accuracy- Completeness and timeliness of prospect records and handoff notes

Qualifications

Required

• 1–3 years of experience in sales development, lead generation, inside sales, or a customer-facing role.
• Hands-on experience with AI tools for writing, research, or productivity, and eagerness to learn new platforms.
• Strong written communication, with the ability to write clear, concise emails that get replies.
• Confidence initiating conversations with prospects by phone and in writing.
• Organized and disciplined with CRM documentation and follow-up.
• Comfortable working toward weekly and monthly goals.

Preferred

• Experience in freight brokerage, 3PL, transportation, or supply chain.
• Experience with sales engagement or prospecting platforms (Apollo, ZoomInfo, Outreach, Salesloft, or similar).
• Working knowledge of email deliverability and data-driven outreach testing.
• Bachelor's degree in business, marketing, supply chain, or a related field, or equivalent experience.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities