Director of Sales, Logistics

eranova; Charlotte (NC); On-site; USD 180,000 - 220,000; Full time

Job summary

Eranova is hiring a Director of Sales, Logistics to drive net-new revenue growth in the logistics market from the ground up in Charlotte, NC. This founder-led environment requires hands-on pipeline creation, strategic deal-making, and building the initial GTM playbook.

You will personally prospect and close complex B2B deals with 3PLs, freight forwarders, carriers, and freight brokerages, shaping messaging, ICPs, and CRM discipline for scale.

Qualifications

• 8+ years of direct logistics software/tech sales to freight brokerages, freight forwarders, 3PLs, carriers, or logistics service providers.
• Proven track record of sourcing and closing complex B2B technology deals.
• Strong network with logistics executives, operators, and transformation leaders.
• Recent quota-bearing revenue ownership experience.
• Experience selling products that touch mission-critical workflows.

Responsibilities

• Own net-new logistics sales motion from strategy to execution.
• Build target account strategy across freight brokerages, forwarders, 3PLs, carriers, and providers.
• Prospect, qualify, discover, build business cases, and close new customers.
• Partner with founder on strategic accounts, pricing, and market positioning.
• Create repeatable logistics sales playbook and CRM discipline.

Skills

Logistics sales

Executive-level selling

Quota attainment

CRM discipline

Strategic account selling

ROI storytelling

Tools

HubSpot

ZoomInfo

Job description

Compensation

Base salary: $180,000–$220,000, plus performance-based variable compensation (final offer within this range will depend on experience and qualifications).

Work Authorization

Candidates must be currently authorized to work in the United States. Eranova is unable to sponsor employment visas for this role now or in the future.

A note for candidates

If this role feels like the kind of opportunity you have been looking for, please apply through LinkedIn and also email [e-mail] with a brief note explaining why Eranova, why this role, and why your logistics sales background makes you the right person to help build our sales engine. Candidates who send a thoughtful note will be reviewed with priority.

About Eranova

Eranova builds Agentic AI software for the logistics order-to-cash lifecycle.

Our platform captures the offline shipment data that traditional systems miss and turns it into a unified shipment knowledge graph. Specialized AI agents then act across the logistics order-to-cash lifecycle, helping customers automate mission-critical workflows on top of their existing systems.

We serve freight brokerages, freight forwarders, carriers, 3PLs, and logistics service providers. Our core ICP is typically logistics companies with 100+ employees and $100M+ in annual revenue.

Our product is already proven in production. Customers often begin with one focused agent inside order-to-cash, then expand as Eranova takes on more operational workflows across quoting, booking, shipment lifecycle & tracking, document processing, invoice audit, load closeout, AR, AP, and exception management.

To date, Eranova has grown without a dedicated sales team or mature sales machine.

This is a rare opportunity to join a company with real customers, real deployments, meaningful expansion, and a product that is already proving value — before the sales engine has been built.

https://www.eranova.ai

Role

Eranova is hiring a Director of Sales, Logistics to own net-new revenue growth across our core logistics market.

This is not a late-stage sales leadership role. This is not a role for someone who wants to inherit a large team, optimize a mature funnel, or wait for marketing to create demand.

This is a wartime commercial-builder role.

You will be expected to personally create pipeline, open doors, use your logistics network, run discovery, build business cases, work directly with the founder on strategic deals, and close new customers. You will also build the sales process, messaging, account strategy, CRM discipline, and early GTM foundation that future sales hires will scale.

The right candidate has spent years directly selling software, automation, data, AI, TMS-adjacent technology, workflow technology, or operational technology into freight brokerages, freight forwarders, 3PLs, carriers, and logistics service providers.

Direct experience selling into our ICP is mandatory.

Who Will Thrive Here

You will thrive if you are commercially aggressive, deeply networked in logistics, and excited by the chance to build something from the ground up.

You should be the kind of person who can walk into a freight brokerage or forwarding operation, understand the operational chaos, identify where automation creates immediate value, and turn that pain into a compelling business case.

You should be comfortable selling to executives, operators, finance leaders, technology leaders, and transformation teams. You should be strategic enough to shape the market narrative and tactical enough to personally build pipeline this week.

The right person will see what is rare about this role: Eranova has a proven product, real deployments, expanding customers, and no dedicated sales machine yet.

Your job is to build it.

Who This Is Not For

• This is not the right role for someone who primarily wants to manage an existing team.
• This is not the right role for someone who needs a mature brand, a polished marketing engine, and a full SDR team before they can create pipeline.
• This is not the right role for someone whose experience is mostly generic SaaS without direct logistics market knowledge.
• This is not the right role for someone who has not personally carried a quota or closed complex deals recently.
• This is not the right role for someone who wants a strategic title but does not want to do the ground-level work of building pipeline, running calls, and closing deals.
• This is not the right role for someone who only wants to sell through cold outbound scripts without understanding the operational reality of logistics companies.

What You’ll Own

You will own the net-new logistics sales motion from strategy through execution.

You will:

• Build and own Eranova’s target account strategy across freight brokerages, freight forwarders, 3PLs, carriers, and logistics service providers.
• Use your existing logistics network to generate warm executive conversations with high-quality prospects.
• Personally prospect, qualify, run discovery, build business cases, negotiate, and close new customers.
• Partner directly with the founder on strategic accounts, pricing, executive sales cycles, deal strategy, and market positioning.
• Turn Eranova’s product strength and customer expansion patterns into a repeatable logistics sales playbook.
• Define the clearest ICP segments, buyer personas, pain points, trigger events, and wedge use cases.
• Create pipeline through warm relationships, outbound, referrals, industry events, channel relationships, partnerships, and targeted account-based selling.
• Build messaging around operational outcomes: faster quote response, more loads handled per rep, reduced manual inbox work, better shipment visibility, fewer invoice errors, faster load closeout, margin protection, and faster cash collection.
• Work closely with implementation, engineering, and customer teams to ensure deals are sold accurately and deployed successfully.
• Help package customer proof, ROI narratives, case studies, competitive positioning, and vertical-specific sales collateral.
• Build the first version of Eranova’s CRM discipline, pipeline stages, qualification framework, forecasting process, and sales operating cadence.
• Recommend when and how to hire the next GTM roles, including SDRs, AEs, partnerships, sales engineering, or RevOps.
• Help determine which tools, data sources, events, and GTM investments are worth making as we scale.

Eranova already uses HubSpot and ZoomInfo. We are open to investing in additional sales tools, data sources, automation, enrichment, and GTM infrastructure based on the guidance of the right leader.

Required Experience

This role requires deep, direct logistics sales experience.

You should have:

• 8+ years selling software, SaaS, logistics technology, workflow automation, data platforms, AI products, TMS-adjacent software, or enterprise operational technology directly into freight brokerages, freight forwarders, 3PLs, carriers, or logistics service providers.
• A real network of relationships across logistics executives, operators, technology leaders, finance leaders, transformation leaders, and commercial leaders.
• A track record of personally sourcing and closing complex B2B technology deals.
• Recent quota-carrying or direct revenue ownership experience.
• Experience selling products that touch mission-critical workflows, systems of record, operational teams, financial processes, or cross-functional transformation.
• Ability to run discovery around logistics workflows such as quote intake, order entry, shipment tracking, exception management, document processing, billing, payables, invoice audit, cash application, load closeout, or TMS updates.
• Strong business-case selling ability, including ROI, cost reduction, productivity improvement, service improvement, margin protection, and operational efficiency.
• Strong executive presence with logistics buyers.
• Comfort selling in a founder-stage environment where the playbook is still being built.
• Willingness to personally build pipeline instead of waiting for SDRs, inbound demand, or a mature marketing engine.
• Ability to work onsite in Charlotte, NC.

First Two Weeks

In your first two weeks, you will learn Eranova’s platform, current deployments, sales materials, and expansion motion; work directly with the founder and delivery team to understand why customers buy and expand; map your logistics network to priority accounts; build the first named-account list; identify the strongest initial wedge; and launch founder-supported outreach.

First 90 Days

In your first 90 days, you will be expected to build qualified pipeline, run active sales cycles with founder support, close initial new ICP customer(s) or paid deployments, sharpen the sales narrative and qualification process, define repeatable wedge use cases, improve CRM and forecasting discipline, and recommend the next GTM hires and investments based on market feedback.

6-12 Month Outcomes

Within 6–12 months, you should have materially accelerated new-logo growth in the logistics ICP, built a repeatable sales motion beyond founder-led selling, established reliable pipeline generation across priority segments, created the foundation for the next layer of the sales team, and helped position Eranova as a category-defining agentic AI platform for logistics order-to-cash.