Head of Sales, Brokerage (CTX)
$90,000–$90,000 year
RemoteUnited States
Job Summary
Take over active prospecting immediately and carry a personal quota from day one to close new accounts across truckload, LTL, drayage, and intermodal modes. Identify winnable customer segments, build relationships through outbound outreach, and work closely with operations to ensure early wins are serviced and retained. Develop the sales playbook including ideal customer profiles, outreach approaches, and close processes while defining activity metrics and pipeline standards. Recruit and hire additional salespeople once the system is proven, then coach the team through ride-alongs and deal reviews while holding them accountable to team quotas. Report on pipeline and forecast to leadership, maintaining your own personal quota indefinitely as you scale the organization.
Required Qualifications
- You have built a book of business from cold or near-cold outreach — not from inheriting accounts or riding inbound leads at a large broker
- You are comfortable picking up the phone, walking into a shipper's office, and building a relationship over time
- You have closed freight accounts where the pitch was 'trust us, we'll take care of you' — not 'here's our brand recognition'
- You know how to sell service, reliability, and relationships — not just price
- You have sold freight brokerage services — you understand modes, lanes, carrier relationships, and shipper needs
- You can speak credibly about TL, LTL, drayage, and intermodal to a transportation manager or VP of logistics
- You understand how margin works in brokerage and can sell value without giving away the deal
- You have at least 3–5 years of freight brokerage sales experience, ideally some of it at a smaller or mid-size shop where you had to figure things out yourself
- You have either managed salespeople before, or you are clearly ready to — you can articulate how you would develop someone
- You are a systems thinker: you don't just want to sell, you want to build something repeatable
- You give honest feedback and hold people accountable without burning relationships
- You are comfortable with ambiguity — there is no polished playbook waiting for you. You are writing it.
- You thrive in a smaller, scrappier organization where you have real ownership and real impact
- You do not need a large support infrastructure to be effective
- You manage your own time, hit your own deadlines, and don't wait to be told what to do
- You want to be compensated based on what you produce — not just what you're paid to show up
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.