Director, Transportation Sales

About Us

Exol is bringing industry-leading automation to businesses of all sizes through an innovative warehouse-as-a-service model. We are a robotic logistics platform offering warehousing-as-a-service and automated fulfillment across six facilities (~5.8M sq. ft.). Exol specializes in the efficient movement of goods in cases and pallets across sectors such as CPG, food and beverage, wholesale, and retail. Exol is an independently managed joint venture between Symbotic and Softbank.

About the Role

As the Director, Transportation Sales, you will build and lead Exol's transportation sales function, selling outbound transportation services to existing and prospective warehousing and fulfillment customers. You will define the go-to-market strategy for bundled transportation offerings, personally own strategic and named accounts, and scale the sales team. You will report directly to the Chief Commercial Officer and collaborate with Sales, Solutions Engineering, Pricing, and Operations to translate Exol's warehousing footprint into a differentiated, integrated transportation value proposition.

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 new and existing 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.

Requirements

• 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 quotas, and 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), or Atlanta (Jackson, GA).

Work 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.

Pay

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 other benefits.