Director, Transportation Sales

Exol; Wilmington (MA); Remote; USD 150,000 - 206,000; Full time

Job summary

Exol is seeking a Director, Transportation Sales to build and lead the transportation sales function, defining the go-to-market for bundled offerings and owning strategic accounts. You will partner with Pricing and Operations to scale through a growing warehousing footprint and deliver a differentiated transportation value proposition.

You will manage a personal quota for high-value accounts, guide a small team, and collaborate with Sales, Solutions Engineering, and Accounting.

Qualifications

• Bachelor's degree required; advanced degree a plus.
• Minimum 12 years of B2B sales with 3PL/warehousing, carrier and freight brokerage relationships, and TMS experience.
• Experience building and leading a sales team, ideally from an early or founding stage.
• Experience managing transportation revenue quotes and warehousing accounts.
• Strong executive presence, with the ability to lead complex multi-stakeholder deal cycles.
• Comfortable operating in a fast-paced startup environment with ownership and ambiguity.

Responsibilities

• 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 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.

Skills

B2B sales

3PL/warehousing

Carrier & freight brokerage

TMS experience

Leadership experience

Startup environment experience

Education

Bachelor's degree

Job description

Who we are

More efficient. More accurate. More accessible. Exol is bringing industry-leading automation to businesses of all sizes through an innovative warehouse-as-a-service model.

What we need

As 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. 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 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.

#LI-TN1 #LI-Remote

About Exol

Exol provides flexible and scalable outsourced warehouse services to meet the dynamic needs of the modern supply chain. We operate state-of-the-art distribution centers, allowing you to focus on your business while we handle the complexities of warehouse operations. For more information, visit www.exol.com.

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.

More efficient. More accurate. More accessible. Exol is bringing industry-leading automation to businesses of all sizes through an innovative warehouse-as-a-service model.

Exol provides flexible and scalable outsourced warehouse services to meet the dynamic needs of the modern supply chain. We operate state-of-the-out distribution centers, allowing you to focus on your business while we handle the complexities of warehouse operations. For more information, visit www.exol.com.