Sales Development Leader

Revenue Vessel is the growth engine for global logistics.

Freight forwarders and customs brokers move the world's goods — and almost all of them sell the same way they did 50 years ago: rolodex, referrals, and the occasional trade show. The most innovative players in the industry are stuck fishing in a pond they already know, while a $20T+ market opens up around them.

We change that. Revenue Vessel gives logistics companies the data, the playbooks, and the embedded sales firepower to grow aggressively. In two years, we've gone from zero to working with a majority of the top 25 freight forwarders in the world — FedEx, EFL, Crane Worldwide, and many more we can't name. Our customers find better accounts, win more of them, and ramp new salespeople faster than they ever could on their own.

We're venture-backed and founded by people who've already built this kind of motion at scale — former Head of Demand Gen at Flexport, former top-performing SDR manager at Flexport, and former Head of Engineering at Rutter API. We move fast, hire high-agency operators, and ship things our customers feel in their first week. The market is enormous, the customer love is real, and we're still early.

We don't need to out-compete other Silicon Valley founders to win — we just need to keep doing right by the world's logistics companies. We need your help to do that.

This is one of the most important operator hires we'll make this year.

Managed Pipeline Generation (MPG) is a critical line of business for Revenue Vessel. We embed trained SDRs directly inside freight forwarders and customs brokers, and run outbound on their behalf — backed by Revenue Vessel's data platform, AI research, and playbooks. Every SDR you hire, train, and deploy becomes part of a product we sell.

You'll own the SDR engine behind MPG: hiring the reps, training them on freight, coaching them to productivity inside each customer's brand and ICP, and building the playbook that lets us onboard the next wave of customers without losing quality.

You'll report to the CXO and work closely with the GTM leadership team.

1. The MPG SDR bench. Hire, ramp, and manage the dedicated SDRs embedded across our customers. You own the hiring bar, the interview loop, scorecards, references, offers, onboarding, ramp plans, and the SDR career path.

2. The training engine. Every MPG SDR needs to sound like they've worked in freight for years within their first month. You'll build and run the curriculum — industry primer, product walkthroughs, cold-call workshops, mock calls, supervised live dialing, and ongoing coaching.

3. Per-customer launch. Each new MPG customer gets a structured onboarding into a live, embedded SDR program. You own the operator side of that rollout — alignment on ICP, brand voice, sequences, and rep readiness — for every customer that comes online.

4. Rep performance. You own SDR output: meetings held, conversion to qualified pipeline, and pipeline delivered to each customer's AEs. You run weekly 1:1s, call reviews, and performance management with no drama.

5. SPIFFs and team energy. MPG reps work across multiple customers and motions. Keeping them hungry, connected, and competitive is a design problem — one you're genuinely good at. You spin up SPIFFs, leaderboards, and competitions that are creative, fair, and actually move behavior. Energy on the floor is your KPI too.

6. The playbook as a product. Every system you build — hiring, ramp, coaching, sequences, objection handling, call flow — gets productized and reused. You make sure what we run is repeatable across reps and across customers.

• 30 days. Listen, learn, and embed. Shadow live SDRs, sit in on customer launches, and form a sharp point of view on what's working and what's broken.

• 60 days. Take the wheel on coaching cadences and team rhythms. Run your first SPIFF. Own at least one customer launch end-to-end.

• 90 days. Hiring engine humming, ramp plan rebuilt, and measurable lift in rep performance. The team feels like yours.

• Exceptional SDR foundations. You were a top-quartile SDR yourself. You can still sit down, run discovery, handle a "not interested," and book a meeting cold. You'd hate a job where you only watched dashboards.

• A GREAT coach and trainer. This is the part most SDR managers fake. You don't. You've run team trainings that reps actually remember and 1:1 coaching sessions that moved individual rep performance in weeks, not quarters. You call-review like a hawk, give feedback that sticks, and can diagnose whether a slump is a skill gap, a confidence gap, or an ICP problem.

• A creative SPIFF designer. You've run the kind of competitions that people still talk about a year later. You know the difference between a SPIFF that drives real behavior and one that just pays out for what reps would've done anyway. You keep the floor fun, loud, and competitive without letting it tip into toxic.

• A strategic problem solver. When pipeline slips, you can separate the ICP problem from the messaging problem from the skill problem from the tooling problem — and fix the right one. You zoom out to the system, zoom in to the rep, and know which lever to pull.

• High energy. Fun. A little contagious. SDRs mirror their manager. If you're flat, they're flat. The best people on our team are sharp and enjoyable to be around — and so are you.

• A builder, not just a manager. You've designed sequences, rewritten talk tracks, built comp plans, rebuilt onboarding. You fix it yourself first, then systematize it.

• A high-volume, high-bar hirer. You've interviewed a lot of SDRs. You can run a heavy screening pace without dropping the bar, and you know what predicts success in the seat.

• Data-literate. You're fluent in modern sales stacks — CRM, sequencer, dialer, conversation intelligence. You pull your own reports and make decisions from data without waiting on ops.

• Comfortable operating inside someone else's brand. MPG reps work under the customer's name and voice. You get the nuance of building their motion without losing our standards.

• Logistics experience is a plus, not a requirement. We'll teach you freight. We can't teach you how to coach a team.

1. Think the SDR role is one of the most important in a company, not an entry-level stepping stone — and you take the craft seriously.

2. Get energized by building something new in an industry that hasn't seen it before.

3. Love the operator-as-author loop: build a playbook, watch reps run it, rewrite it, repeat.

4. Want a seat at the GTM leadership table, not a functional silo.

5. Get a kick out of running a great SPIFF, a great 1:1, and a great hiring week — all in the same week.

1. Want to run a team from Slack and dashboards. You'll be on calls with reps, on calls with customers, and on-site during launches.

2. Need a stable, slow-moving company. This is one of our most important bets, and it moves fast.

3. Don't like being measured. Pipeline is a number. Ramp is a number.

4. Only want the fun stuff. We all do both.

• You'll build the SDR engine behind one of the most important bets Revenue Vessel is making — with a clear path to Head of Sales Development as the program scales.

• You'll productize the system you build. The playbook is part of the product.

• You'll work directly with senior leadership on GTM, pricing, and product direction. Your input shapes what we build.

• You'll build deep expertise in global trade, a $20T+ industry still early in adopting modern sales.

• Extremely generous equity in a company already working with a majority of the top 25 freight forwarders in the world.

1. Build Money Printing Machines. Success is measured by how much money we help our customers make.

2. Die Daily. Kill your ego. Show up. Give and receive tough feedback openly.

3. Help Each Other Flourish. Care about the whole person.

4. It's Art. We're here because we love it.

5. Too High Integrity. Do the right thing, even when it costs us money.

• Hybrid work in San Francisco, lunch covered in-office. Tue–Thu in office with Mon and Fri optional.

• Extremely generous equity.

• Extremely competitive cash comp

• 100% fully paid-for top-tier health, dental

• 1% 401k match

• Optional life insurance