Manager, Sales Development

The Sales Development Manager at Exol is responsible for leading and developing the outbound Sales Development Representative (SDR) team. This role requires a strong background in B2B sales or sales development, with experience in complex, enterprise environments.

About the role

This position reports directly to the Senior Director of Sales and plays a crucial role in shaping Exol's go-to-market strategy as the company scales. Exol specializes in automated warehousing solutions for various sectors including CPG, food and beverage, wholesale, and retail.

Responsibilities

• Lead and develop the 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.
• Refine and optimize the outbound ICP framework, sequence library, and cadence strategy, ensuring continuous improvement based on performance data.
• Partner closely with Revenue Operations to manage the SDR tech stack (HubSpot, Clay, LinkedIn Sales Navigator, sequencing platforms), evaluate tools, and ensure the team is maximizing their output.
• Coordinate SDR outreach with marketing programs, aligning top-of-funnel marketing activities with SDR sequences and timing.
• Own trade show and industry event execution, including pre-show outreach, on-site pipeline building, meeting scheduling, lead capture and tracking, and post-show follow-up sequences.
• Directly engage with high-priority target accounts, personally driving first contact, executive relationship development, and pipeline creation.
• Align SDR targeting and pipeline handoffs with active commercial priorities, including enterprise accounts, key verticals, and strategic programs like retail consolidation and carrier partnerships.
• Contribute to commercial strategy conversations, providing market feedback, ICP learnings, and pipeline data to inform territory planning, vertical prioritization, and go-to-market positioning.

Requirements

• Bachelor’s degree required.
• Minimum 8 years of B2B sales or sales development experience, with at least 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, particularly in logistics, supply chain, fulfillment, material handling, or related fields.
• Demonstrated experience working alongside Revenue Operations and Demand Generation functions, operating within a shared tech stack, influencing tool decisions, and coordinating SDR outreach with marketing programs.
• 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, including 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.

What We Offer

Exol offers competitive compensation and benefits, up to 25% travel, a supportive work environment, and opportunities for professional growth. Employees are provided with a credit card to manage personal expenses for reimbursement.