Founding Sales Development Leader
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AI Summary
About Pallet
Pallet is building AI Agents to transform logistics — a $12 trillion global industry. We’ve raised $50M from top investors, including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures. In under two years, we’ve achieved 700% revenue growth and are just getting started.
Our mission is to increase the efficiency of the global supply chain by automating the manual workflows that slow logistics teams down — from scheduling and appointment setting to data entry and load management. Our flagship platform provides end-to-end visibility, control, and optimization, while our newest product, CoPallet, introduces AI Agents that can understand and execute requests in real time, and integrate directly with customer systems.
As logistics providers look to generative AI to drive efficiency, many are turning to Pallet to lead the way. With deep industry expertise and cutting-edge AI capabilities, we’re positioned to build the next $10B company in logistics.
Join us and work alongside leaders from Google, DoorDash, YC, and more to shape the future of logistics tech.
About the Opportunity
We’re hiring our first Founding Sales Development Leader to build, lead, and scale a world-class SDR organization. You’ll inherit a growing team, diagnose and optimize current processes, and establish the playbook that defines how Pallet generates pipeline at scale.
This role is designed for an ambitious sales leader who wants to build more than a team. You’ll help define how Pallet generates pipeline as we scale toward a multi-billion-dollar business. You’ll balance strategy and execution, crafting vision and metrics while staying close to the work as a player-coach and setting the bar for prospecting quality, messaging, and discipline.
You could be a Founding Sales Development Leader anywhere. Why us?
- Join a well-funded, high-growth startup on the path to IPO ($50M raised, 700% revenue growth in 2 years, targeting a $6T market)
- Work directly with our Head of Marketing, Jason Feng (ex-Uber), and our Head of Sales, Nate Sylvia
- Help transform a massive industry and scale us toward a $10B+ business
- Build your career in a high-performance, feedback-driven environment that invests in your growth
Why this role is different
- Be the first Founding Sales Development Leader at Pallet, coaching and developing a growing team of SDRs
- Build and communicate a clear vision for SDR excellence as you scale Pallet’s outbound engine
- Serve as a bridge between strategy and execution, ensuring SDRs contribute directly to company goals
- Lead as a player-coach, personally prospecting alongside the team and setting the standard for execution
- Help shape the future of Sales Development at Pallet with a clear path to senior leadership as the company scales
How you will make an impact
- Diagnose and optimize the current SDR motion, defining strategy and goals to meet short- and long-term pipeline targets
- Build the playbook for SDR excellence, from activity metrics and messaging to culture and accountability
- Coach and develop SDRs through structured 1:1s, call reviews, feedback loops, and skill-based training across prospecting, objection handling, and qualification
- Align with Marketing and Sales on ICPs, campaigns, and messaging to ensure every outbound motion ties directly to revenue goals
- Track team performance through key metrics including meetings booked, pipeline generated, conversion rates, and activity quality
- Lead from the front by personally prospecting, refining scripts, and modeling persistence and quality for the team
- Recruit, onboard, and develop future SDR talent as the organization grows
Preferred Experience
- 5+ years of B2B SaaS or technology sales experience, including 2+ years leading SDR or BDR teams
- Proven success building or scaling outbound programs that consistently exceed pipeline targets
- Experience coaching and developing early-career sales talent into top performers
- Strong understanding of outbound prospecting, account prioritization, and multi-channel outreach strategies
- Proficiency with Salesforce, HubSpot, Outreach, Apollo, Sales Navigator, and other modern sales tools
- Analytical and systems-oriented, using metrics and dashboards to improve team performance
- A hands-on player-coach who leads with energy, accountability, and a high-performance mindset
- Excited to work in a fast-paced, highly ambitious startup environment
Who thrives here
- High standards energize you
- You love coaching and developing talent
- You are comfortable operating in ambiguity and building processes from scratch
- You care deeply about outcomes and hold yourself accountable to results
- You are excited to work alongside a team that values direct feedback, urgency, and continuous improvement
Compensation
The estimated salary range for this role is $190,000 - $250,000 OTE, depending on experience and skill set. In addition to base salary, we offer competitive equity, benefits, and opportunities for growth. Final compensation will be determined based on a combination of factors, including experience, qualifications, and location.
Our Benefits
We invest in our people the same way we invest in our product: seriously.
- 🩺 Health, Vision, and Dental benefits
- 🏝️ Flexible PTO
- ➕ Life Insurance and Accidental Insurance
- ❤️🩹 Short-Term Disability Coverage
- 💸 Generous salary and equity for all staff
- 🪜 401k option; helping you save for the future
- 📚 Yearly learning and development stipend
- 🚌 Commuter benefits for Bay Area employees
- 🚘 Uber ride stipend if you ever have to work late in the office
- 🏡 Remote office home stipend to get you comfy in your space
- 🍔 Daily catered lunches provided
- ✈️ Onboarding trip to San Francisco HQ if you work remotely
- 🥤 Monthly happy hours
- 🎉 Annual Company Offsites; our last one was in Palm Springs CA 🌴
Workplace Policy
We are an in-person company. Our offices in San Francisco and New York City are where ideas get built, decisions get made, and the team gets stronger. We have invested in making them genuinely great places to spend your day, with catered lunches, monthly happy hours, and people who care about the work and each other.
Most of our team works in office five days a week. For select roles, we hire remotely across the U.S. Remote employees come to San Francisco for their first week to onboard and meet the team, and we cover the full trip. Most remote employees visit once a year after that, with all travel, lodging, and meals on us.
Every role is different. Travel expectations are always shared upfront in the job description and confirmed in your first call with us. No surprises.
Equal Opportunity
Pallet is an Equal Opportunity Employer. We make all employment decisions based solely on merit. We provide equal employment opportunities to all applicants and employees without discrimination on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, disability status, or any other applicable legally protected characteristic. We prohibit any form of discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.
Candidate Privacy Notice
Please review Pallet’s Candidate Privacy Notice here.
Accommodations
Pallet complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local laws. We will reasonably accommodate qualified individuals with a disability during the application process and throughout employment as required by law.
If you need any assistance or accommodations due to a disability, please contact us at peopleops@pallet.com.
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