What we needAs the Manager, Sales Development, you will lead the Sales Development Representative (SDR) team and partner close with Sales, Revenue Operations, and Demand Generation - ensuring SDR outreach is tightly coordinated with marketing programs, CRM infrastructure, and pipeline reporting. You will develop Exol's top-of-funnel motion programs. This position reports directly to the Senior Director of Sales and is a key voice in how Exol's go-to-market motion evolves as the company scales.
Exol* is pioneering fulfillment-as-a-service, offering outsourced warehousing operations and specializing in automated warehousing solutions. Our focus is on the efficient movement of goods in cases and pallets across all sectors, such as CPG, food and beverage, wholesale, and retail.
*Exol is an independently managed joint venture between Symbotic and Softbank.
What we doThe Sales Team is part of the Commercial organization, which is responsible for developing, negotiating, and executing contracts with customers.
What you'll do- Lead and develop Exol's outbound SDR team by setting activity standards, coaching on messaging and objection handling, and driving accountability to the north-star metric: qualified meetings held with senior supply chain and operations buyers at CPG, Food & Beverage, and retail/grocery companies.
- Refine and optimize the outbound ICP framework, sequence library, and cadence strategy - pressure-testing what's working, identifying gaps, and continuously improving conversion from first touch to booked meeting.
- Partner closely with Revenue Operations as the primary owner of the SDR tech stack (HubSpot, Clay, LinkedIn Sales Navigator, sequencing platforms).
- Serve as the SDR team's primary voice in tech stack decisions - evaluating tools, flagging workflow gaps, and ensuring the team is getting maximum output from the infrastructure RevOps manages.
- Partner with Demand Generation and Marketing to connect top-of-funnel marketing activity - content, campaigns, paid programs, and events - to SDR outreach sequences and timing.
- Ensure SDR follow-up is coordinated, timely, and reinforces the marketing message in market.
- Own trade show and industry event execution end-to-end: target account pre-show outreach, on-site pipeline building, meeting scheduling, lead capture and tracking, and post-show follow-up sequences that convert event activity into qualified pipeline.
- Own direct outreach and prospecting into Exol's highest-priority target accounts - personally driving first contact, executive relationship development, and pipeline creation at accounts where the opportunity size or strategic importance warrants senior-level attention.
- Partner directly with the Senior Director of Sales to align SDR targeting and pipeline handoffs to active commercial priorities - enterprise accounts, key verticals, and strategic programs including retail consolidation and carrier partnerships.
- Contribute to commercial strategy conversations - bringing market feedback, ICP learnings, and pipeline data into territory planning, vertical prioritization, and go-to-market positioning.
What you'll need- Bachelor's degree required.
- Minimum 8 years of B2B sales or sales development experience, with minimum of 3 years in a leadership role owning outbound pipeline metrics for a team.
- Proven experience leading and optimizing outbound SDR programs in complex, enterprise B2B environments - logistics, supply chain, fulfillment, material handling, or adjacent technology.
- Experience inheriting a system and materially improving it matters as much as building from scratch.
- Demonstrated experience working alongside Revenue Operations and Demand Generation functions by operating within a shared tech stack, influence tool decisions without owning them, and coordinate SDR outreach with marketing programs in a way that compounds rather than conflicts.
- Experience developing outbound pipeline targeting CPG, Food & Beverage, or retail/grocery supply chain buyers at the VP and C-suite level.
- Hands-on trade show and field event experience: pre-show target account outreach, on-site pipeline development, lead capture and tracking, and post-show follow-up that converts event activity into qualified meetings.
- Fluency with HubSpot CRM, Clay (or equivalent data enrichment), LinkedIn Sales Navigator, and outbound sequencing platforms.
Our Environment- Up to 25% travel may be required, including visits to Exol's fulfillment center in Jackson, GA and travel to prospect and partner sites.
- Employees must have a valid driver's license and the ability to drive and/or fly to client and other 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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