[Remote] Manager, Sales Development

Note: The job is a remote job and is open to candidates in USA. Exol is a pioneering company in fulfillment-as-a-service, specializing in automated warehousing solutions. As the Manager of Sales Development, you will lead the SDR team, collaborating closely with Sales, Revenue Operations, and Demand Generation to optimize outreach and pipeline reporting.ResponsibilitiesLead 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 companiesRefine 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 meetingPartner 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 managesPartner with Demand Generation and Marketing to connect top-of-funnel marketing activity — content, campaigns, paid programs, and events — to SDR outreach sequences and timingEnsure SDR follow-up is coordinated, timely, and reinforces the marketing message in marketOwn 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 pipelineOwn 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 attentionPartner 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 partnershipsContribute to commercial strategy conversations — bringing market feedback, ICP learnings, and pipeline data into territory planning, vertical prioritization, and go-to-market positioningSkillsBachelor's degree requiredMinimum 8 years of B2B sales or sales development experience, with minimum of 3 years in a leadership role owning outbound pipeline metrics for a teamProven experience leading and optimizing outbound SDR programs in complex, enterprise B2B environments — logistics, supply chain, fulfillment, material handling, or adjacent technologyExperience inheriting a system and materially improving it matters as much as building from scratchDemonstrated 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 conflictsExperience developing outbound pipeline targeting CPG, Food & Beverage, or retail/grocery supply chain buyers at the VP and C-suite levelHands-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 meetingsFluency with HubSpot CRM, Clay (or equivalent data enrichment), LinkedIn Sales Navigator, and outbound sequencing platformsCompany OverviewExol is a robotic logistics platform that automates the supply chain management. It was founded in 2023, and is headquartered in Menlo Park, California, USA, with a workforce of 51-200 employees. Its website is https://exol.com.