Director of Sales

Open 15d reposted 7× · 2 open copies

What You’ll Own

GTM & Segmentation: Target markets, vertical focus, territory design, quota setting.
Enterprise Pursuits: RFP strategy, executive selling, multi-stakeholder negotiations, contract renewals.
Pricing & Margin Discipline: Guardrails, bid strategy, deal reviews, walk-away criteria.
Pipeline & Forecast Rigor: Stage definitions, 3–4× coverage, weekly inspection cadence, forecast accuracy.
Team & Talent: Hire A-players, coach managers/ICs, build ramp plans, lift the middle with repeatable playbooks.
Build the bench: Hire, ramp, and develop 10 Inside Sales Managers; succession planning and career paths.
Cross-Functional Scale: Partner with carrier/ops, pricing, and finance to ensure coverage, service, and GP growth.
Data & Process: CRM hygiene, activity standards, dashboards/OKRs, continuous improvement.

What You’ll Deliver

Revenue & GP growth with durable margin %.
Forecast accuracy within agreed thresholds; clean, auditable pipeline.
Ramp speed: faster time-to-first revenue and rising win rates.
Team performance: consistent activity, quality discovery, and disciplined deal execution.

What You Bring

3–5+ years in 3PL/transportation (or adjacent B2B) sales leadership; enterprise/new-logo wins.
Proven team builder (hiring, coaching, performance management) with a scalable playbook.
Command of pricing strategy and GP protection under market pressure.
Operating cadence: pipeline inspection, stage criteria, data-driven decisions.
Executive presence with customers and cross-functional partners.

Benefits

See also