JOB DESCRIPTION

• The Senior Director of Sales is a critical leadership role responsible for leading and optimizing the national sales organization across Enterprise, Mid-Market, and SMB segments. This individual will act as a leader-of-leaders, directly managing three Sales Leaders and guiding the overall sales strategy to drive revenue growth, strengthen sales processes, and build a high-performance sales culture. 
• This role reports to the VP of Commercial and plays a key part in aligning sales execution with broader commercial initiatives across Marketing, Customer Experience, and Operations. 
• We are seeking a highly strategic and hands-on sales executive who can develop and coach sales leaders while actively engaging with key enterprise accounts and strategic partnerships. The ideal candidate will bring a strong understanding of enterprise sales processes, platform/reseller relationships, and value-based selling.
• The Sr. Director of Sales will be responsible for improving sales performance, strengthening leadership capabilities across the sales organization, and ensuring disciplined execution of forecasting, pipeline management, and revenue growth initiatives.
• This role will also play a key part in scaling and evolving the sales organization, including expanding the team, refining structure, and implementing processes to support rapid growth and market expansion.
• This is a highly hands-on leadership role, focusing not only on strategy but also on actively coaching sales leaders, engaging in key deals, and driving execution across the organization.

ESSENTIAL JOB FUNCTIONS

Sales Leadership & Organizational Development

• Lead and develop three Sales Leaders responsible for Enterprise, Mid-Market, and SMB sales teams. 
• Provide coaching, accountability, and strategic guidance to ensure consistent leadership across the sales organization. 
• Strengthen leadership capabilities across teams and reinforce a high-performance, results-driven culture. Drive alignment across teams to ensure consistency in sales process execution and revenue strategy.
• Evaluate and optimize the current sales organizational structure, including team design, role clarity, and headcount planning.
• Lead hiring, performance management, and, when necessary, make difficult decisions to ensure a high-performing team.
• Support territorial expansion by building and scaling sales teams in new and existing markets.

Revenue Growth & Sales Strategy

• Lead the national sales organization to achieve and exceed company revenue growth targets.
• Develop and implement strategic sales initiatives across enterprise, mid-market, and SMB segments.
• Monitor sales performance metrics and guide teams in improving quota attainment and productivity.
• Ensure consistent pipeline coverage and accurate forecasting across all sales teams.
• Identify and support expansion into new territories, contributing to overall market growth strategy.

Strategic Account Engagement

• Engage directly with key enterprise clients and strategic accounts.
• Support complex or high-value deals and provide executive-level relationship management when needed.
• Participate in strategic conversations with enterprise stakeholders and C-suite decision makers.
• Help expand high-impact client partnerships and long-term revenue opportunities.
• Manage and support longer, complex sales cycles with enterprise-level clients.

Platform & Strategic Partnership Management

• Build and scale platform-driven revenue channels and reseller partnerships as a core growth driver.
• Expand platform and indirect revenue channels (resellers, integrations, partnerships).
• Identify opportunities to strengthen relationships with strategic partners and platform providers.
• Support the growth of platform-based sales initiatives across the organization.

Sales Process Optimization

• Evaluate and optimize existing sales processes to improve performance and efficiency.
• Reinforce disciplined execution of sales methodologies and pipeline management practices.
• Strengthen forecasting accuracy and KPI tracking across the sales organization.
• Establish a consistent cadence of QBRs (Quarterly Business Reviews) and performance reviews.
• Establish and standardize sales processes (SOPs) across all teams.
• Define, track, and continuously refine KPIs to drive accountability and performance.

Cross-Functional Collaboration

• Partner closely with Marketing, Customer Experience (CX), and Operations leaders to support revenue growth initiatives.
• Build strong executive partnerships across departments to ensure alignment on customer experience and sales strategy.
• Collaborate with internal teams to support operational improvements and strategic initiatives.

CRM & Data-Driven Sales Management

• Oversee CRM discipline and ensure teams leverage Salesforce effectively for pipeline tracking and reporting.
• Partner with the in-house Salesforce SME to maintain strong data integrity and reporting capabilities.
• Use sales data and performance metrics to guide strategic decision making.

REQUIREMENTS

• 10+ years of progressive sales leadership experience.
• Experience building or managing platform-based/reseller sales channels is required
• Proven experience leading sales leaders and managing multi-layered sales organizations.
• Strong background in enterprise sales and complex deal cycles.
• Experience managing platform or reseller partnership sales channels.
• Strong value-based selling mindset with the ability to position differentiated services without competing on price.
• Demonstrated ability to drive revenue growth and improve sales performance metrics.
• Extensive experience using Salesforce and other CRM tools.
• Strong leadership and coaching capabilities with a focus on accountability and team development.
• Excellent communication and executive presence, with the ability to engage C-suite stakeholders.
• Experience working cross-functionally with marketing, operations, and customer experience teams.

NICE TO HAVE

• Experience within logistics, transportation, final-mile delivery, or 3PL industries.
• Experience optimizing and improving existing sales organizations rather than building from scratch.
• Demonstrated experience managing enterprise partnerships and strategic platform relationships.
• Strong value-based selling mindset with the ability to defend premium service offerings.

EDUCATION

• Bachelor’s degree required. MBA or advanced business degree preferred.
• Additional certifications in negotiation, leadership, or sales strategy are considered a plus.

COMPENSATION PACKAGE

• Base salary range: $130,000 – $150,000
• Variable compensation / bonus potential: approximately $80,000
• Total on-target earnings: $210,000 – $230,000

 WORKING CONDITIONS

• Location: Flexibility within core U.S. operating states, with preference for candidates located in California, Arizona or Texas.
• Travel: This role requires approximately 50% travel, including regular travel to meet with internal teams, sales leaders, and key customers. Travel expenses are covered by the company.

BENEFITS

• Health: Medical, dental, and vision insurance
• Retirement: 401(k) retirement plan with company match.
• Benefits may vary slightly based on location (California vs. other states).

CULTURE & LEADERSHIP EXPECTATIONS

• Leads with a “win as a team” mindset, prioritizing collective success over individual performance.
• Demonstrates empathy and respect while maintaining strong accountability for results.
• Operates with integrity and professionalism, including speaking respectfully about past employers and experiences.
• Thrives in a collaborative, customer-first and employee-first environment.
• Interested in long-term growth and contributing to a culture of longevity.