Business Development Representative - Competitive OTE - Maritime Technology

This role will require adjusted hours to cover the US/LATAM Markets potentially 11-7 or 12-8pm approx 2 days per week. Primary focus is on the EU.

About Pole Star: As the leader in maritime intelligence, Pole Star empowers better decision-making and protects clients’ business interests, assets, seafarers, vessels, cargo, infrastructure, investments, profitability, and reputation through the provision of high-performance, cyber-secure solutions underpinned by immense service and constant technological innovation. We have offices in London, the USA, Singapore, Hong Kong and Panama, alongside a presence in Australia. Teams are made up of over 19 nationalities, speaking 25 different languages.

The Opportunity: We are seeking a dynamic and results-driven Business Development Representative (BDR) to join our sales team. This role will focus on generating new business opportunities for our maritime risk management products primarily across the EU market, but also supporting efforts for the US & LATAM region. As a key member of the business development team, you will work closely with marketing and sales to drive growth and expand Pole Star Global’s footprint in these regions.

To be successful in this role, you should be highly competitive with a strong work ethic. It is desired that you have previous experience developing leads from marketing campaigns and target account lists based on an Ideal Customer Profile (ICP) to achieve a quota. You will use your communication skills to cultivate strong relationships with prospects, from first contact through hand-off to a Sales Territory Manager. If you take the initiative, are highly motivated, a strong communicator, results-oriented, and enjoy working in a fast-paced team environment, we would like to meet you.

Responsibilities:

• Lead Generation & Prospecting: Identify and qualify potential customers across the shipping, offshore, and related financial markets sectors primarily across the EU, and also supporting the US & LATAM region. Conduct research to understand customer needs, industry trends, and the competitive landscape. Proactively reach out to prospects through emails, calls, and LinkedIn to generate interest in our products.
• Pipeline Development: Develop and manage a pipeline of qualified leads to support regional sales targets. Schedule meetings and product demos for the Commercial Team, ensuring a seamless handoff of qualified leads. Track all interactions and progress in the CRM system, maintaining accurate and up-to-date records. Leverage Sales tools, including HubSpot, Salesforce, ZoomInfo, LinkedIn and others to optimise qualified opportunity generation.
• Collaboration with Commercial & Marketing Team: Work closely with the Commercial and Marketing teams to align on goals, target accounts, and lead generation strategies, ensuring these are coordinated with relevant campaigns and events. Support the sales cycle by providing context and background on qualified leads. Participate in regular sales and marketing meetings to share updates and align on objectives. Provide feedback on marketing campaigns and suggest improvements. Assist in the development of tailored outreach materials to effectively communicate the value proposition across all products.
• Customer Engagement: Act as the first point of contact for potential customers, delivering a professional and compelling introduction to Pole Star Global and our products. Address initial inquiries and objections, demonstrating a clear understanding of our product’s features and benefits. Ensure timely and effective follow-ups with leads, driving engagement and conversion.
• Market Knowledge: Stay informed about industry trends, competitor activities, and regulatory changes affecting the shipping and offshore sectors, as well as related financial markets. Share insights with internal teams to enhance product development and marketing strategies.

Required Skills:

• 1–3 years of experience in business development, sales, or a related role, preferably within the maritime, financial markets, or technology sectors.
• Experience in diverse prospecting sales techniques.
• Proficiency in grasping and articulating complex technical solutions in a concise and understandable manner.
• Experience utilising CRM platforms such as HubSpot & Salesforce to streamline sales processes and enhance customer relationship management.
• Strong discovery and active listening skills to uncover customer needs and provide tailored solutions.
• Demonstrated ability to manage high-volume, multi-channel outreach across email, LinkedIn, phone, and other prospecting channels, with persuasive and professional communication and the ability to engage in peer-to-peer conversations with prospects.
• Outstanding communication and collaboration skills, enabling seamless teamwork with colleagues and effective engagement with management.
• Openness to receiving constructive coaching and advice, displaying a strong desire to continuously learn and grow.

Additional Skills (Nice to have skills, but not mandatory):

• Experience in the maritime technology industry is a significant plus.
• Potential opportunity for a mariner to come ashore and work within the Blue-Tech space.
• Spanish/Portuguese speaker would be advantageous.

Education/Certifications:

• Bachelor's/master's degree preferred but not mandatory.

Travel Requirements:

• Some travel may be required.

Employee Benefits:

• Very Competitive On Target Commission.
• Hybrid/Flexible working.
• Flexible Benefits Package Including: Private healthcare, Dental, Optical, Salary sacrifice schemes, Gym and wellness programs, Childcare vouchers, Buy/Sell holidays, Cycle to work scheme, Medicash health cash plan, Home and tech scheme, Life insurance, company funded to 3x salary, Employee assistance program, 25 days annual leave, 5 wellbeing days, Volunteering leave (2 days annually), Up to a 5% matching pension, Unlimited learning and development opportunities, Refer-a-friend recruitment bonus.

Pole Star is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, colour, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy or any other protected characteristic as outlined by federal, state, or local laws. This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended at the sole discretion of the Employer.