Director of Sales
$100,000–$130,000 year
On-siteIndianapolis, Indiana, United States
Job Summary
Drive GTM strategy, territory design, and quota setting while executing enterprise pursuits through RFP strategy, executive selling, and multi-stakeholder negotiations. Enforce pricing discipline, bid strategy, and deal reviews to protect margins, then maintain pipeline rigor with weekly inspections and forecast accuracy targets. Build and scale the bench by hiring and coaching 10 Inside Sales Managers, developing succession plans, and establishing repeatable playbooks for ramp speed. Partner with carrier, ops, pricing, and finance teams to ensure coverage and GP growth, while maintaining CRM hygiene and data-driven decision-making. Deliver durable revenue and GP growth with clean, auditable pipelines.
Required Qualifications
- 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
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