Director of Revenue Strategy and Sales Operations

PLS Logistics Services; Nashville (TN); Vor Ort; USD 180.000 - 260.000; Vollzeit

Zusammenfassung

PLS is seeking a Director of Revenue Strategy and Sales Operations to own the commercial operating rhythm, including RFI/RFP management, pricing governance, and revenue reporting. You will lead the pursuit process, manage capabilities calls, and drive data-driven recommendations for segments, accounts, and pricing.

You will own Salesforce infrastructure, dashboards, forecasts, and the sales tooling roadmap, collaborating with IT, AI Enablement, and the AGL integration team to enable revenue

Qualifikationen

• 10+ years in sales operations, revenue operations, business development, or commercial strategy
• Experience leading a team or function (3+ years)
• Hands-on experience running RFPs and bid processes in logistics or related services
• Strong command of Salesforce and sales reporting; ability to read a forecast and pipeline model
• Excellent written communication with concise briefs and clear escalations

Aufgaben

• Run the pursuit process: intake, go/no-go, assignment, deadlines, and submission for every RFI and RFP
• Manage capabilities calls and customer follow-up with documented next steps
• Govern pricing strategy: run bid desk, thresholds, margin guardrails, and post-bid reviews
• Hold owners accountable: run weekly pipeline and pursuit reviews with named owners
• Drive revenue strategy: translate pipeline and margin data into recommendations for segments, accounts, pricing
• Own Salesforce and sales data: set CRM standards, keep data clean, build dashboards and forecasts

Kenntnisse

Sales operations

RFP management

Forecasting

Sales analytics

Team leadership

Pricing strategy

Tools

Salesforce

CRM dashboards

Data storytelling

Jobbeschreibung

Title: Director of Revenue Strategy and Sales Operations

Company: PLS, a truckload brokerage and third-party logistics (3PL) company, including The AGL Group (international freight forwarding and domestic 3PL)

Reports to: President

Works with: Branch sales and operations leaders, Pricing, Marketing, Finance, IT and AI Enablement, and the AGL integration team

Summary

The Director of Revenue Strategy and Sales Operations owns the cadence, process, and accountability that turn pipeline into won business. This person runs the commercial operating rhythm: RFI and RFP management, capabilities calls, follow-up discipline, pricing strategy governance, and revenue reporting.

Responsibilities

• Run the pursuit process. Own intake, go/no-go, assignment, deadlines, and submission for every RFI and RFP. Keep a single source of truth for status, owners, and due dates.


• Manage capabilities calls and customer follow-up. Make sure calls are scheduled, prepared, and followed by documented next steps within agreed time frames.


• Govern pricing strategy. Run the bid desk process, approval thresholds, margin guardrails, and post-bid win/loss reviews, working with Pricing and branch leaders.


• Hold owners accountable. Run the weekly pipeline and pursuit review. Track every commitment to a named owner and a date, and its escalated to the President before they cost a deal.


• Drive revenue strategy. Turn pipeline, win/loss, and margin data into recommendations on segments, accounts, and pricing. Support revenue synergy execution from the AGL integration, including cross-sell.


• Own Salesforce and sales data. Set CRM standards, keep data clean, and build the dashboards and forecasts leadership uses. Partner with IT and AI Enablement on sales tooling and automation.


• Build the sales operations function. Define roles, playbooks, templates, and training, and hire and develop the team as the function grows.

Qualifications

• 10+ years in sales operations, revenue operations, business development, or commercial strategy, with at least 3 years leading a team or function (to be calibrated)


• Hands-on experience running RFPs and bid processes in logistics, transportation, or a comparable services business


• Strong command of Salesforce and sales reporting; able to build and read a forecast and pipeline model


• Track record of holding senior sales and operations leaders accountable without owning their reporting line


• Excellent written communication: concise briefs, clear escalations, and decision-ready recommendations


• Comfort working directly with a President or CEO and with experienced sales leaders


• Freight brokerage, 3PL, or freight forwarding experience preferred but not required