Account Executive, 3PL

Roadrunner; Oregon; Hybrid; USD 110,000 - 130,000; Full time

Job summary

Roadrunner is seeking a commercially sharp sales leader to drive growth in the 3PL space. You will identify high‑value opportunities, manage a strong pipeline, and maintain pricing discipline across key accounts.

You will build customer relationships at multiple levels, own contracts, and collaborate with operations to deliver results while supporting collections and organizational growth initiatives.

Qualifications

• Bachelor’s degree (BA/BS) or 5+ years of sales experience in transportation/logistics or related field.
• Proven revenue growth and strong account management in a 3PL environment.
• Strong commercial acumen for interpreting pricing agreements and financial docs.
• Excellent communication across client, executive, and operational teams.
• Sales negotiation expertise with ability to close and expand accounts.
• Capability to work cross-functionally in fast-paced operations.
• Valid driver’s license and willingness to travel within territory.

Responsibilities

• Drive strategic revenue growth by identifying, qualifying, and converting 3PL opportunities and building a robust pipeline.
• Maintain pricing discipline and manage pricing agreements across key accounts and industries.
• Develop and maintain multi-level client relationships and position capabilities effectively.
• Own pricing, contracts, and commercial execution with cross‑functional alignment.
• Partner with operations to align service delivery with customer needs and resolve issues.

Skills

Revenue growth

Account management

Pricing strategy

Negotiation

Cross-functional collaboration

MS Office

Travel readiness

Education

Bachelor’s degree (BA/BS) or 5+ years sales experience

Job description

This role sits at the center of our growth strategy within third-party logistics (3PL), responsible for expanding revenue while protecting margin integrity in a dynamic, competitive market. As customer expectations evolve and supply chain complexity increases, we need a commercially sharp operator who can identify high-value opportunities, convert them into long-term business, and maintain disciplined pricing strategies.

Success in this role means consistently generating profitable new business, deepening multi-level customer relationships, and serving as a trusted advisor across complex logistics environments. This is a high-impact, revenue-driving position with direct influence on market expansion, customer retention, and overall business performance.

What you’ll do

1. Drive strategic revenue growth
   • Identify, qualify, and convert new 3PL opportunities using disciplined prospecting strategies
   • Build and manage a robust pipeline aligned to revenue and profitability targets
   • Maintain pricing discipline while scaling business across key accounts and target industries
   • Follow up on leads and emerging opportunities with urgency and precision
2. Build and expand account relationships
   • Develop and maintain relationships across multiple levels within customer organizations
   • Engage consistently through in-person and virtual communication to strengthen trust and visibility
   • Position company capabilities effectively through deep knowledge of service offerings
   • Serve as the primary commercial point of contact for assigned territory accounts
3. Own pricing, contracts, and commercial execution
   • Develop customer pricing strategies and submit for corporate approval
   • Interpret and manage pricing agreements, contractual terms, and commercial requirements
   • Balance competitiveness with margin protection in all deal structures
   • Collaborate cross-functionally to align pricing with operational capabilities
4. Partner cross-functionally to deliver results
   • Work closely with operations to understand customer needs and resolve service issues
   • Align customer expectations with operational realities to ensure consistent execution
   • Communicate internally across service centers and corporate stakeholders
   • Support collections efforts to maintain healthy account performance
5. Strengthen team capability and performance
   • Lead by example through professional conduct, accountability, and execution discipline
   • Share knowledge, insights, and best practices across the sales organization
   • Contribute to departmental initiatives and company-wide growth priorities
   • Operate independently while maintaining alignment with leadership objectives

What you bring

• Bachelor’s degree (BA/BS) or 5+ years of sales experience in transportation/logistics or equivalent combination
• Proven track record of generating revenue growth and managing customer relationships in a 3PL environment
• Strong commercial acumen with the ability to interpret pricing agreements, financial reports, and legal documents
• Advanced communication and presentation skills across customer, executive, and operational audiences
• Demonstrated sales negotiation expertise with the ability to close and expand accounts
• Experience collaborating cross-functionally in fast-paced operational environments
• Working knowledge of hazmat regulations (preferred)
• Proficiency in Microsoft Office (Outlook, Word, Excel, Power BIStrong time management, prioritization, and organizational skillsAbility to manage multiple accounts, projects, and deadlines simultaneously
• Valid driver’s license and ability to travel within assigned territory
• High level of discretion handling confidential customer and business information

How you operate

• You think in terms of pipeline, margin, and lifetime value—not just deals
• You take ownership of outcomes and operate with minimal oversight
• You build trust quickly and maintain it through consistency and follow-through
• You balance speed with discipline—moving quickly without compromising quality
• You communicate clearly, directly, and with purpose
• You navigate ambiguity and solve complex commercial challenges
• You hold yourself accountable to measurable performance standards

Compensation & Setup

Pay:

$110,000 to $130,000 base salary

incentives:

Performance-based incentives aligned to revenue and profitability goals

Location:

Remote | Chicago, IL

Benefits:

Full benefits package including medical, dental, vision, 401(k), and paid time off

Physical Demands and Work Environment

The physical demands and work environment described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

Physical Demands

Daily outside travel to make sales calls in any weather.

Light physical activity performing non-strenuous daily activities of an administrative nature.

Outside salespeople are regularly required to sit, stand, travel to and from a customer’s place of business, tour the place of business, work on a personal computer, reach and handle items, work with the fingers, see clearly at 20 feet or more, have depth perception, peripheral vision, adjust focus and talk and hear others in conversations via the phone or in person.

Work Environment

The service center is a well-lighted, heated and/or air-conditioned indoor office setting with adequate ventilation. The noise level is moderate based on general conversation tones, ringing phones and laser printer operation. Outside travel in all weather is required.

Can be subject to occasional wet or humid conditions (non-weather), fumes or airborne particles, extreme cold (non-weather) and outdoor weather conditions when touring prospect or client plants.

There may be slippery conditions or other hazardous footing on the service center dock or when making outside sales calls.

Overnight travel (up to 50%) by land and/or air required.

* The above statements reflect the general details necessary to describe the principal functions of the position and are not intended to be all inclusive. The position and any of the requirements listed above are subject to change at any time according to the changing needs of the company.

* Roadrunner is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind.

* We will not accept unsolicited candidates from external recruiters or recruiting agencies. Thank you!

About Roadrunner

Roadrunner is for ambitious, smart people who excel at execution over talking about it, and who would rather invent the next standard in freight than accept the status quo.

We are looking for the Best of the Best. Action driven leaders who want to be part of real change and help design the future of LTL in the U.S. This is a place where high performers can grow, influence outcomes, and make an impact while working directly with executives and smart people from across industries.

We bring a winner mindset. We take ownership, raise the bar, and measure ourselves by results. We Run Safe. We Run Smart. We Run Together. These principles create an environment of high standards, clear ownership, and direct collaboration. We trust data over intuition, move with urgency, and hold each other accountable because winning requires it.

Roadrunner exists to prove that LTL can be better than the industry has settled for. To be the best means we need to think bigger, look outside the box, and question every assumption: too many handoffs, limited visibility, and the quiet belief that “this is just how it works.” We rejected that story. We built a proprietary Smart Network™ for direct, long haul, metro to metro service that delivers fewer touches, faster transit, real time visibility, and genuine accountability. We are the most tech forward company in LTL, and we are not finished widening the gap.

The foundation is already strong. Recognized as one of Built In Chicago’s Best Large Places to Work. Earning top marks for improvement, quality, and service. The real opportunity is still ahead: helping invent what comes next.

If you want to be evaluated among the Best of the Best and help set the new standard in LTL, we should talk.