Business Development Manager

GLCS, Inc.; United States; On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Remote work

Uncapped commissions

Benefits package

Leadership and coaching

Job summary

GLCS, Inc. is seeking a Business Development Manager to drive net-new revenue across North America in a fully remote US role. You will target trucking, logistics, brokerage, and private fleets, owning the full sales cycle from prospecting to close.

You will leverage your trucking industry knowledge and CRM discipline to maintain accurate forecasts, build compelling proposals, and collaborate with implementation teams. Travel about 25% is expected.

Qualifications

• 5+ years of B2B sales or business development with a track record of closing net-new business.
• Direct experience selling into trucking, logistics, brokerage, or private fleets, or selling technology services to that industry.
• Working knowledge of transportation management systems and the surrounding technology stack (EDI, ELDs, telematics, integrations, managed IT).
• Ability to run a full sales cycle from cold outreach through close without a supporting SDR or sales engineer.
• Willingness to travel roughly 25% for conferences and customer visits.

Responsibilities

• Build and manage a pipeline of net-new carriers, brokers, 3PLs, and private fleets.
• Lead outbound prospecting via calls, email, LinkedIn, referrals, and industry events.
• Qualify opportunities on fit, budget, timing, and decision process; maintain honest pipeline in HubSpot.
• Sell GLCS services including managed IT, TMS & integration services, freight fraud assessment.

Skills

B2B sales

Trucking industry experience

CRM (HubSpot)

Full sales cycle

Travel willingness

Education

Bachelor's degree

Tools

HubSpot CRM

Job description

Business Development Manager, Trucking and Logistics Technology

GLCS, Inc. | Remote (U.S. only) | Full-Time | Sales and Business Development

The short version

GLCS currently serves 400 trucking and logistics companies across the U.S. and Canada, and we are growing. Your job is to find the next ones. If you know how to open doors at carriers, brokers, and private fleets, and you can hold a real conversation about TMS, EDI, and IT operations without a sales engineer in the room, keep reading.

Who we are

GLCS provides managed IT, TMS implementation and consulting, software integration, and freight fraud assessment services to trucking, logistics, brokerage, and private fleet companies across the U.S. and Canada. Our team comes out of the industry: drivers, dispatchers, TMS consultants, and IT people who have worked inside carriers. We serve trucking exclusively, and it shows in how we work.

What you'll do

You will own net-new revenue for GLCS. Your territory is every trucking, logistics, brokerage, and private fleet company in North America that is not already an active GLCS customer, plus the idle accounts that have gone quiet and need re-opening. You will not be farming our existing healthy accounts; that work stays with the people who already serve them. Your job is to find, qualify, and close new business.

Prospecting and pipeline

• Build and work a pipeline of net-new carriers, brokers, 3PLs, and private fleets.
• Run outbound prospecting through calls, email, LinkedIn, referrals, industry associations, and conferences
• Qualify opportunities against fit, budget, timing, and decision process, and keep the pipeline honest in HubSpot
• Maintain accurate deal stages, next steps, and forecasts so leadership always knows what is real

Selling and closing

• Sell the full GLCS portfolio: managed IT services, TMS implementation and consulting, software integrations, freight fraud assessment, and professional services
• Lead discovery conversations with owners, CFOs, operations leaders, and IT managers at trucking companies
• Build proposals, statements of work, and pricing with support from our technical and services teams
• Navigate multi-stakeholder deals from first call through signed agreement
• Hand off closed deals cleanly to our implementation and account teams and stay involved through onboarding

Market presence

• Represent GLCS at industry conferences, trade association events, and customer meetings, with travel roughly 25 percent of the time
• Develop referral relationships with TMS vendors, ELD providers, insurers, factoring companies, and other partners who serve trucking
• Contribute to LinkedIn content, webinars, and podcast appearances that put GLCS in front of the industry
• Feed what you hear from prospects back to the Director of Sales and leadership on pricing, packaging, and where the market is going

What you bring

Required

• 5 or more years of B2B sales or business development experience with a track record of closing net-new business
• Direct experience selling into trucking, logistics, brokerage, or private fleets, or selling technology services to that industry
• Working knowledge of transportation management systems and the surrounding technology stack (EDI, ELDs, telematics, integrations, managed IT)
• Demonstrated ability to run a full sales cycle on your own, from cold outreach through close, without a supporting SDR or sales engineer
• Comfort selling to owners and executives at small and mid-sized companies
• Disciplined CRM habits; HubSpot experience preferred
• Clear, confident written and verbal communication
• Willingness to travel roughly 25 percent for conferences and customer visits

Preferred

• Experience selling managed IT services, TMS software or implementation services, or consulting to trucking companies
• Hands-on background in trucking operations, dispatch, brokerage, or fleet IT
• Existing relationships with carriers, brokers, or industry associations
• Familiarity with Trimble/TMW Suite, McLeod, TruckMate, MercuryGate, or similar platforms
• Experience selling recurring-revenue services and building multi-year contracts
• Experience at a founder-led or mid-sized company where you carried your own territory end to end

Education

A bachelor's degree in business, marketing, logistics, or a related field is preferred. Equivalent sales performance and industry experience count just as much.

How the role works

• This is a U.S.-based position. Candidates must reside in the United States and be authorized to work in the U.S. without sponsorship. We are not able to consider applicants located outside the U.S.
• Fully remote, with roughly 25 percent travel for conferences, association events, and customer visits
• Responsible for a defined annual quota measured on annual contract value of net-new and idle-account business
• Reports to the Director of Sales
• Compensation is base salary plus uncapped commission; base range is $120,000 but, can adjust based upon experience.

What we offer

• A wide-open territory at a profitable, growing company with 400 customers who will vouch for us
• A product set that is easy to sell because it works and the customers refer us
• A leadership team and technical bench with decades in trucking, so you never have to bluff your way through a technical conversation
• Base salary plus uncapped commission, with accounts you land staying with you for at least 12 months
• Benefits package, flexible remote work, and a Director of Sales who will coach you rather than just count your calls

Core focus: net-new sales, trucking and logistics, managed IT services, TMS consulting, software integrations, freight fraud, HubSpot, full-cycle B2B sales

U.S. applicants only. This role is open to candidates residing in and authorized to work in the United States.