Head of Sales Development

Pallet is building AI Agents to transform logistics a $12 trillion global industry. Weve raised $50M from top investors including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures. 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, were 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. You could be an Head of Sales Development 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 Revenue Andrew Geisse (ex-Docusign, previously scaled revenue at Reputation) 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 Were hiring our first Head of Sales Development to build, lead, and scale a world-class SDR organization. Youll inherit a growing team, diagnose and optimize current processes, and establish the playbook that defines how Pallet generates pipeline at scale. crafting vision and metrics while staying close to the work as a playercoach, setting the bar for prospecting quality, messaging, and discipline. Be the first Head of Sales DevelopmentManager at Pallet training and upleveling a green team Serve as a bridge between strategy and execution, ensuring SDRs contribute directly to company goals Diagnose and optimize the current SDR motion, defining strategy and goals to meet shortand longterm pipeline targets. Coach and develop the team through structured 1:1s, feedback loops, and skillbased training across cold outreach, objection handling, and qualification. Align with Marketing and Sales on ICPs, campaigns, and messaging to ensure every outbound motion ties to revenue goals. Lead from the front: personally prospecting, refining scripts, and modeling persistence and quality for the team. 5+ years in B2B SaaS or tech sales, including 2+ years managing SDR/BDR teams of 812+ reps. ~ Demonstrated success building or scaling outbound programs that consistently exceed pipeline targets. ~ Proficient with CRMs and sales automation tools (Salesforce, HubSpot, Outreach, Apollo, Sales Navigator). ~ Analytical and systemsdriven, using metrics and dashboards to improve conversion and performance. ~ Health, Vision, and Dental benefits #Flexible PTO Life Insurance and Accidental Insurance #Short-Term Disability Coverage #Generous salary and equity for all staff #helping you save for the future #Yearly learning and development stipend #Uber ride stipend if you ever have to work late in the office #Remote office home stipend to get you comfy in your space #Onboarding trip to San Francisco HQ if you work remotely #our last one was in Napa Wine Country #127863; In addition to base salary, we offer competitive equity, benefits, and opportunities for growth. This is a fully onsite role in our San Francisco Office (5 minutes walk from Montgomery BART Station) We celebrate diversity and are committed to creating an inclusive environment for all employees. #