Director, Transportation Solutions & 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

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.