Business Development Manager

Native Teams is a global platform for work payments and employment. Beyond managing payroll, compliance, and taxes, we integrate financial tools to maximise the value of every work payment, worldwide.

We are expanding our global team and looking for a Business Development Manager to bring their wider knowledge and help us get our product and service more widely known and used.

Would you like to take on a new challenge in the field of sales in a successful, fast-growing global start-up?

Location: Remote

Salary Range: Flexible

As a Business Development Manager (BDM) focused on the logistics and transportation industry, you will pioneer market entry and drive new business growth by building industry connections and managing the full sales cycle from outbound outreach to discovery, solution design, negotiation, and closing. Focused on freight brokers, carriers, fleet operators, owner-operator networks, load board platforms, and logistics/transportation management companies working with independent drivers and contractors, you will develop new territories, forge partnerships, and expand Native Teams' Gig Pay product adoption within trucking ecosystems. This hands-on role blends digital sales with in-person field work to penetrate new markets and achieve revenue targets, with potential for rapid expansion to broader responsibilities based on results.

Key Responsibilities

Market Development & Partnerships

• Identify and penetrate new markets by building strong relationships with freight brokers, carriers, fleet operators, owner-operator networks, and trucking/logistics platform operators.
• Attend trucking and transportation industry events (trade shows, carrier associations, freight conferences), conduct in-person meetings, and network to establish partnerships and open doors in untapped territories.
• Research market dynamics, competitive landscapes, and ICP-specific needs (owner-operators, 1099 drivers, cross-border carriers) to inform go-to-market strategies.

Outbound & Pipeline Generation

• Execute proactive outbound campaigns including cold calling, emails, and field visits tailored to our ICPs.
• Generate pipeline through hands-on market penetration and relationship-building within carrier and freight networks.
• Qualify leads based on fit for distributed driver/contractor workforce management and fleet operations.

Inbound Handling & Discovery

• Convert inbound inquiries into opportunities with structured qualification.
• Lead consultative discovery to uncover compliance, payroll, and payment challenges tied to owner-operator and contractor driver models.
• Educate prospects on Native Teams' solutions for global driver/contractor payments and compliance, including cross-border payment complexity.

Solution Design & Negotiation

• Design tailored proposals
• Navigate negotiations with multiple stakeholders in fast-paced carrier and logistics environments.
• Collaborate with legal, product, and finance for feasible, client-ready solutions.

Closing & Pipeline Management

• Drive deals to close while managing procurement and internal approvals.
• Maintain CRM hygiene with accurate forecasting, activity logging, and opportunity prioritization.
• Achieve quarterly revenue goals through persistent field-style follow-up.

Cross-Functional & Feedback Loop

• Partner with internal teams for seamless onboarding and relay field insights on trucking industry trends.
• Share market intelligence to refine ICP targeting, messaging, and product roadmap for transportation-sector needs.

Requirements

• Proven field experience in trucking, freight, or logistics ecosystems (e.g., carriers, freight brokerages, fleet management, load boards).
• Track record of developing industry partnerships from scratch.
• Full-cycle B2B sales skills: outbound, discovery, negotiation, and closing.
• Strong communication for in-person and virtual client interactions.
• CRM proficiency (e.g., HubSpot, Apollo) and organizational skills for complex pipelines.
• Autonomous drive in ambiguous, high-growth environments.
• Fluency in English

Preferred Skills & Experience

• Hands-on experience with trucking, freight, or fleet operations managing owner-operators or independent contractor drivers.
• Experience working with payroll, compliance, or contractor management is a plus
• Resilience for cold outreach and long sales cycles in new markets.
• Event networking and partnership-building expertise .

Benefits

• Dynamic and interesting work in an early-stage, funded startup
• Ability to influence the next stages of our growth
• Flexible work environment
• Competitive salary with commission
• Experience working in the ever-changing world of fintech
• Opportunities for professional and personal growth
• Additional employee benefits

Join our team at Native Teams, a fast-growing global start-up. We're looking for driven, passionate individuals to join us as we continue to expand our reach and impact.

At Native Teams, we pride ourselves on our dynamic and supportive work environment, where we encourage personal and professional growth. We believe in hiring talented individuals from diverse backgrounds, not only because we should do it but because fresh perspectives improve our team and our decisions. Our multicultural team is made up of young, energetic, and positive people who are passionate about what they do.

As part of our team, you’ll reflect the people we serve and will have the opportunity to work with thousands and impact millions of lives around the world.

If you're looking for a challenging and rewarding career and the chance to be part of a team that's making a real difference in the world, then we want to hear from you.

Apply now to join the Native Teams family and take the first step toward a brighter future!