Director, Strategic Sales

Jimmy Jazz; United States; Remote; USD 120,000 - 170,000; Full time

Benefits offered by this job

Competitive base salary

Commission

PTO

401(k) match

Professional development

Job summary

Sage Freight is seeking a Strategic Sales Director to drive profitable growth across the U.S. by building new customer relationships and selling brokerage and asset-based transportation solutions.

You will own opportunities from discovery to contract and launch, manage a strong pipeline, and collaborate with pricing, operations, and carrier teams to deliver integrated, profitable transportation solutions. The role emphasizes prospecting, negotiations, and maintaining an accurate Salesforce

Qualifications

• 5+ years in transportation, logistics, freight brokerage, asset-based transportation, or B2B sales.
• Ability to prospect, qualify, manage a pipeline, negotiate, and close business.
• Strong communication, presentation, relationship-building, organization, and follow-up skills.
• Ability to translate transportation requirements into viable solutions.
• Collaborate effectively with BDR, pricing, operations, capacity, carrier management, and account-management teams.
• Strong commercial judgement and understanding of pricing, service, capacity, and profitability.

Responsibilities

• Sell brokerage and asset-based transportation solutions across the U.S.
• Own opportunities from discovery through contract execution and customer launch.
• Build and maintain a robust, self-generated pipeline while leveraging BDR-generated opportunities.
• Prepare and deliver proposals, pricing, and service recommendations.
• Maintain accurate CRM data, forecasts, and close dates.

Skills

Prospecting

Pipeline management

Negotiation

Relationship building

Communication

Job description

We’re looking for a Strategic Sales Director who will drive profitable growth by building new customer relationships and selling brokerage and asset-based transportation solutions across the U.S.

This is a full-cycle sales role combining BDR-generated opportunities with independent business development. You’ll own opportunities from initial discovery through contract execution and successful customer launch, while building a strong individual pipeline and expanding customer relationships.

The ideal candidate understands transportation and logistics, is confident prospecting and negotiating, and knows how to turn customer needs into profitable, executable solutions while maintaining an accurate and actionable Salesforce pipeline.

Key Responsibilities

Sales Discovery & Qualification

• Conduct discovery calls and meetings scheduled by BDRs and qualify opportunities based on freight profile, lanes, modes, volume, seasonality, service requirements, urgency, and revenue potential.
• Identify customer pain points, decision-makers, purchasing processes, competitive alternatives, and implementation timelines.
• Determine fit across brokerage, asset-based, and blended transportation solutions while establishing clear next steps and maintaining sales momentum.
• Build a self-generated pipeline through outbound calls, email, referrals, networking, account research, dormant-account outreach, and other prospecting activities.
• Develop targeted account plans based on assigned industries, territories, freight modes, or customer segments.
• Balance BDR-generated opportunities with independently sourced business and re-engage stalled, inactive, and previously lost opportunities.
• Maintain sufficient pipeline coverage to support revenue and gross-profit targets.
• Develop and sell transportation solutions aligned with customer operational and commercial requirements, including truckload, LTL, expedited, dedicated, drayage, specialized transportation, and other brokerage or asset-based services.
• Partner with pricing, operations, capacity, and carrier teams to develop competitive, operationally viable proposals.
• Prepare and deliver presentations, proposals, pricing packages, and service recommendations.
• Clearly communicate the capabilities and limitations of brokerage and asset-based solutions.
• Negotiate rates, commercial terms, payment expectations, and service-level commitments while closing profitable business and protecting service quality.
• Maintain accurate account, contact, activity, and opportunity records, including customer requirements, risks, communications, next steps, values, close dates, probabilities, and loss reasons.
• Advance opportunities through established sales stages based on verified customer actions and manage follow-up tasks to prevent stalled opportunities.
• Provide reliable weekly, monthly, and quarterly forecasts while maintaining strong CRM data quality and avoiding duplicate, inflated, or unsupported opportunities.

Customer Onboarding & Account Growth

• Coordinate contracts, credit approval, insurance requirements, system setup, pricing, and operational handoff.
• Ensure operations receives clear documentation of customer requirements, lanes, rates, service commitments, communication expectations, and escalation procedures.
• Remain engaged through initial shipments to support a successful launch and partner with operations and account management to address early service issues.
• Identify opportunities to expand customers into additional lanes, locations, modes, or services while supporting retention and profitable account growth.

Cross-Functional Collaboration

• Provide BDRs feedback on lead quality, targeting, messaging, and follow-up.
• Partner with operations, pricing, capacity, carrier management, and account management to ensure solutions are executable, competitive, and profitable.
• Communicate customer expectations clearly and promptly elevate service risks, capacity constraints, pricing changes, credit concerns, claims, and other potential barriers.

Performance Expectations

Success in this role may be measured by:

• New revenue and gross profit generation
• New customers acquired and activated
• Gross margin or gross profit per shipment
• Qualified pipeline value and coverage
• Self-generated pipeline and revenue contribution
• Sales-stage conversion rates
• Qualified meetings, proposals, and closed opportunities
• Salesforce activity, accuracy, and data quality

Required Qualifications

• 5+ years of experience in transportation, logistics, freight brokerage, asset-based transportation, or B2B sales.
• Demonstrated ability to prospect, qualify, manage a pipeline, negotiate, and close business.
• Strong communication, presentation, relationship-building, organization, and follow-up skills.
• Ability to understand transportation requirements and translate them into viable solutions.
• Ability to collaborate effectively across BDR, pricing, operations, capacity, carrier management, and account-management teams.
• Strong commercial judgment and understanding of the relationship between pricing, service, capacity, and profitability.

Preferred Qualifications

• Knowledge of the U.S. freight and transportation market.
• Experience selling to Enterprise-level shippers.
• Experience selling both brokerage and asset-based services.
• Familiarity with truckload, LTL, expedited, dedicated, drayage, or specialized transportation.
• Established shipper or transportation decision-maker relationships.
• Proven success achieving revenue, gross-profit, and new-business targets.
• Experience using Salesforce or a comparable CRM.

Role Ownership

The Strategic Sales Director owns each sales opportunity from discovery through signed agreement and successful operational launch. Day-to-day shipment execution generally remains with operations or account management, allowing the Strategic Sales Director to stay focused on prospecting, closing new business, and expanding customer relationships.

• Competitive base salary plus commission
• Up to 22 days of paid time off, based on relevant industry experience
• 401(k) company match
• Ongoing professional development and advanced training

Sage Freight is recognized as a Top 100 freight brokerage in the United States by industry organizations including Transport Topics and Armstrong & Associates. We are also one of the country’s fastest-growing brokerages.

At Sage Freight, you’ll join an organization where strong performance is recognized, new ideas are encouraged, and employees have the opportunity to grow alongside the company.

Sage Freight is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Employment with Sage Freight is at-will, meaning either the employee or the company may terminate employment at any time, with or without cause or notice, subject to applicable laws.