Exabler · Central London (hybrid) · Full-time · Permanent
About Exabler
Exabler is transforming international trade compliance through AI-powered risk management. We help global enterprises and freight forwarders prevent costly penalties, reduce working capital, and optimise supply chain operations using real-time monitoring of customs declarations and intelligent compliance solutions.
We've secured major multinational clients including, won national competitions including Innovate UK R&D funding, and closed institutional funding. We're transitioning from founder-led sales to a more structured commercial operation, and this role is central to that.
The Role
A generalist commercial role sitting between account based marketing and account management. Within a few weeks, you'll take ownership of discovery calls, proposal drafting, and client communications. Your aim is to free the founders to focus on strategic closing and product direction. Within 3-6 months, the goal is for you to be contributing materially to the early parts of the sales funnel and running day-to-day client onboarding operations largely independently, with founders stepping in for sales negotiations and relationship escalation. You'll have regular direct contact with enterprise clients and prospects.
Responsibilities
Pipeline & deal support
* Track active pilot negotiations; ensure nothing stalls between founder calls
* Design and test outreach strategies across email, LinkedIn, and phone
* Run discovery calls to qualify leads and understand prospect needs
* Draft follow-up communications, proposals, and supporting materials
* Prepare founders for sales meetings: background, open questions, talking points
Existing client management
* Own check-in cadence with existing clients, under founder oversight
* Monitor adoption signals; flag risks and upsell opportunities early
* Handle client communications, scheduling, and coordination
Sales operations
* Set up and maintain a CRM for pipeline visibility without a complex process
* Develop outreach sequences, email templates, one-pagers, and case studies
* Document what's working; contribute to building the sales playbook
* Track key metrics: pipeline stage, pilot status, engagement health
Requirements
Must-have:
* 3–5 years in B2B sales, business development, or revenue operations
* Experience managing enterprise relationships and multi-stakeholder deals
* Proven track record in lead qualification and pipeline generation
* Strong written communication, client emails and exec summaries without heavy editing
* Self-starter; comfortable building process from scratch and working with ambiguity
* Judgment on when to escalate vs. handle independently
Nice-to-have:
* Background in B2B SaaS in logistics, manufacturing, international trade, or supply chain
* Experience in an early-stage startup
* Familiarity with CRM and sales engagement tools (HubSpot, LinkedIn Sales Navigator, etc.)
* Content creation or marketing experience
* Experience mentoring or training junior team members