Job Description

[Previously "Head of Growth (New Verticals / BPO Expansion)"]

The Opportunity

Expedock has a proven BPO business in logistics. We now want to take that same capability and sell it across every vertical that will benefit from it. The pricing, delivery model, and core GTM positioning already exist. What does not exist is a defined outbound engine for generic BPO: who to target, how to find them, what to say, and which channels work.

This is an individual contributor role with high autonomy. You are equal parts seller and growth experimenter. You will own the full cycle from identifying prospects to signing contracts, and you will also think beyond pure cold outreach — testing new channels, exploring partnerships, and finding creative ways to generate demand for BPO services across industries. There are no direct reports and no team to manage. Your job is to sell and to figure out how to sell.

Expedock moves fast. Priorities shift, experiments happen weekly, and decisions do not wait for committee approval. If you thrive in environments where speed matters more than polish and where you are expected to act on incomplete information rather than wait for perfect data, you will do well here. If you need extensive onboarding, rigid processes, or a stable playbook before you can produce results, this is not the right fit.

What You Will Do

• Outbound Sales & Pipeline
  • Build and own the outbound prospecting motion for generic BPO from scratch: define the ICP, identify triggers, craft messaging, and choose channels
  • Run the full deal cycle end-to-end, from first touch through signed contract
  • Manage discovery, proposals, objection handling, negotiation, and close
  • Maintain a self-sourced pipeline that grows quarter over quarter
• Outbound Motion Development
  • Identify which verticals, company profiles, and buyer personas convert best for BPO services
  • Test and iterate on prospecting triggers beyond “companies that are hiring” — find what actually predicts BPO buying intent
  • Experiment with outreach cadences, messaging angles, and multi-channel sequences; document what works and what does not
  • Build a repeatable, documented outbound playbook that a future hire could pick up and run
• Channel & Partnership Exploration
  • Identify and test non-cold-outbound channels: referral partnerships, communities, events, content-driven inbound, or platform integrations
  • Evaluate which channels produce qualified pipeline at reasonable cost and effort, and double down on what works
  • Build relationships with partners, consultants, or ecosystem players who can refer BPO opportunities
• Market Intelligence & Feedback
  • Track conversion data by vertical, company size, use case, and outreach method
  • Feed insights back to leadership on market response, competitive positioning, and prospect objections
  • Collaborate with the existing AE to share learnings and align on territory coverage

What Success Looks Like

• First 30 Days
  • Deep understanding of Expedock’s BPO capabilities, delivery model, and existing client base
  • Initial hypothesis on 2–3 target verticals and the triggers that signal BPO buying intent
  • Active outbound prospecting underway with measurable volume
    
• First 90 Days
  • Pipeline of qualified opportunities from self-sourced outbound
  • At least 8–10 qualified meetings booked
  • At least 1 deal in late-stage negotiation or closed
  • Documented findings on which verticals, triggers, and channels are producing results
  • At least 1 non-cold-outbound channel tested (partnership, community, event, or inbound experiment)
    
• Steady State (Quarterly)
  • 3–5 new BPO deals closed per quarter from self-sourced pipeline
  • Growing, predictable pipeline demonstrating a repeatable outbound motion
  • A documented playbook covering ICP, triggers, messaging, cadences, and channel mix
  • At least one additional demand channel contributing pipeline beyond cold outbound

Who You Are

• 3–5+ years in B2B sales or growth roles, ideally selling services (BPO, staffing, outsourcing, consulting, or managed services)
• Proven track record of building pipeline from scratch — you have sourced your own leads and closed your own deals, not just worked inbound
• Startup or early-stage experience strongly preferred — you have worked at a company with fewer than 50 people where you wore multiple hats and things changed constantly
• Comfortable operating without a playbook; you have launched a new product, market, or territory where nothing was defined and you had to figure it out on the fly
• You move fast and bias toward action — you would rather test something imperfect today than plan something perfect next month
• Think like a growth operator, not just a seller — you naturally experiment with channels, track what converts, and optimize
• Strong business acumen: you can understand a prospect’s operations and articulate why outsourcing creates value for their specific situation
• Resourceful and creative in how you find and reach decision-makers; not dependent on a single channel
• Excellent written and verbal communication; can tailor messaging across industries and seniority levels
• Self-directed and low-maintenance — this is an IC role reporting directly to the COO with no team to manage and minimal day-to-day oversight

What Would Make You Exceptional

• Experience selling BPO or outsourcing services specifically
• Existing network of operations, finance, or shared-services leaders across multiple industries
• Experience selling into mid-market companies (50–500 employees) where decisions are made by founders or VPs, not procurement
• Have built a sales or growth channel from zero to a repeatable, documented process that others then ran
• Familiarity with the APAC offshore/nearshore BPO landscape

Compensation and Structure

• Base salary plus commission tied to closed revenue. The variable component is meaningful and rewards results over activity. This is a high-autonomy, high-upside role.
  Equity or equity-equivalent participation may be available for the right candidate, reflecting the strategic importance of this role in Expedock’s growth.

Hours and Setup

This role will be in the North American/European territories.

This is a full-time remote opportunity, with hours overlapping in the North American/European business hours.