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Head of Sales Development

8 hours ago

San Francisco, California, United States Pallet Full time

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.

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

About the Opportunity:
We're hiring our first Head of Sales Development 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.

You'll balance strategy and execution; crafting vision and metrics while staying close to the work as a player-coach, setting the bar for prospecting quality, messaging, and discipline.

Why this role is different:

  • Be the first Head of Sales Development Manager at Pallet training and upleveling a green team
  • Build and communicate a clear vision for SDR excellence from the ground up to position the team as a growth engine
  • Serve as a bridge between strategy and execution, ensuring SDRs contribute directly to company goals
  • Step in as a player-coach, personally outbounding alongside the SDRs

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 the team through structured 1:1s, feedback loops, and skill-based 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.

Preferred Experience:

  • 5+ years in B2B SaaS or tech sales, including 2+ years managing SDR/BDR teams of 8–12+ 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 systems-driven, using metrics and dashboards to improve conversion and performance.
  • A hands-on player-coach who leads with energy, clarity, and accountability.

Benefits:
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 by Sharebite (every meal you order, one meal gets donated)

Onboarding trip to San Francisco HQ if you work remotely

Monthly happy hours

Annual Company Offsites; our last one was in Napa Wine Country

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.

Location:
This is a fully onsite role in our San Francisco Office (5 minutes walk from Montgomery BART Station)

Pallet is proud to be an Equal Employment Opportunity and Affirmative Action employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.