What we needAs the Director, Transportation Sales, you will be responsible for building and leading Exol's transportation sales function - selling outbound transportation services to Exol's existing and prospective warehousing and fulfillment customers. In this role, the Director will define the go-to-market strategy for bundled transportation offerings, own strategic and named accounts personally, and build out a sales team as the function scales.
Exol is a robotic logistics platform, offering warehousing-as-a-service and automated fulfillment across six facilities (~5.8M sq. ft.). You will report directly to the Chief Commercial Officer and work closely with Sales, Solutions Engineering, Pricing, and Operations to translate Exol's warehousing footprint into a differentiated, integrated transportation value proposition.
What we do The sales team is part of the Commercial organization, which is responsible for developing, negotiating, and executing contracts with customers.
What you'll do- Define and execute the transportation sales strategy, positioning bundled outbound transportation as a core extension of Exol's warehousing offering.
- Identify target segments, pricing approach, and service tiers for transportation offerings in partnership with Pricing and Operations.
- Set the roadmap for expanding transportation attach rates across Exol's existing customer base and new warehousing pursuits.
- Own and carry a personal quota for strategic and named transportation accounts, leading complex, high-value pursuits end to end.
- Partner with the core Sales organization to attach transportation services to new and exiting warehousing deals.
- Build and manage a qualified pipeline of transportation opportunities, forecasting accurately against revenue targets.
- Establish playbooks, sales processes, and enablement materials for transportation-specific selling.
- Work with Operations and Solutions Engineering to ensure transportation commitments are deliverable and scalable.
- Serve as a senior partner to Sales, Solutions Engineering, Pricing, and Operations on integrated deal design.
- Represent transportation sales performance and strategy to executive leadership and the board.
- Act as an escalation point for complex transportation-related customer and deal issues.
What you'll need- Bachelor's degree required; advanced degree a plus
- Minimum 12 years of B2B sales experience with a background spanning 3PL/warehousing, carrier and freight brokerage relationships, and TMS (Transportation Management System) experience.
- Demonstrated experience building and leading a sales team or function, ideally from an early or founding stage.
- Experience in managing transportation revenue quote, managing new and existing warehousing accounts
- Strong executive presence, with the ability to lead complex, multi-stakeholder deal cycles and present to senior leadership.
- Comfortable operating in a fast-paced, evolving startup environment with significant ownership and ambiguity.
- Position to be based within driving distance to one of the following areas: Los Angeles (Perris, CA), Dallas (Wilmer, TX) , Chicago, (Wilmington, IL), Atlanta (Jackson, GA)
Our Environment- Up to 30% travel may be required. Employees must have a valid driver's license and the ability to drive and/or fly to client and other customer locations.
- The employee is responsible for owning a credit card and managing expenses personally to be reimbursed on a bi-weekly basis.
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The base range for this position in the posted location is $150,000.00 - $205,700.00 however, base pay offered may vary depending on job-related knowledge, skills, and experience. The compensation package includes medical, dental, vision, disability, 401K, PTO and/or other benefits.
