Global Sales Manager

Forward Air Corp.; Union City (CA); Hybrid; USD 140,000 - 210,000; Full time

Benefits offered by this job

Incentive plan

Health insurance

401(k) with match

Employee stock purchase program

Paid time off

Holidays

Job summary

Forward Air Corp. in the United States seeks a Global Sales Manager to lead high‑complexity enterprise sales, drive revenue growth across strategic accounts, and coordinate cross‑functional teams.

The role emphasizes executive engagement, advanced solution selling, and long‑term account expansion, with a commission‑driven incentive plan and a focus on enterprise‑level pipeline visibility. Travel is required; remote work is supported with occasional onsite meetings.

Qualifications

• 8+ years of enterprise-level sales experience.
• Proven success closing large, multi-year deals.
• Strong executive presence and consultative selling skills.
• Advanced negotiation, analytical, and deal-structuring abilities.
• CRM and sales analytics proficiency.

Responsibilities

• Own and expand complex enterprise customer relationships.
• Lead discovery and analysis of customer supply chains and objectives.
• Develop multi-solution proposals addressing client needs.
• Execute long-term account strategies for expansion and retention.
• Lead pricing discussions and contract negotiations.
• Coordinate cross-functional teams for solution delivery.
• Represent Forward in executive customer reviews.

Skills

Enterprise sales

Executive engagement

Forecasting & analytics

Negotiation

Education

Undergraduate degree in business or related field

Tools

CRM systems

Office 365

Teams/Zoom/Webex

Job description

• Job Category Sales / Account Management
• Job Category Commercial
• Job Function Sales (Commercial)

Job Description

The Global Sales Manager is responsible for leading high‑complexity enterprise sales efforts and driving significant revenue growth across large, strategic customer relationships. This role focuses on advanced solution selling, executive engagement, and long‑term account expansion. Operating as a senior individual contributor, the role leads complex deals and coordinates cross‑functional execution. Success is measured by enterprise revenue growth, strategic account expansion, and customer lifetime value. This role plays a key part in the organization’s enterprise commercial strategy.

Incentive Program: Commission-driven plan ranging from 6% to 20% earned on applicable business volume. Final commission payouts are paid monthly, in arears, and are subject to standard account thresholds, seat charges, invoice aging policies (90+ days), and expense reconciliation rules detailed in the company's sales incentive plan.

Responsibilities

• Own and expand complex, high‑value enterprise customer relationships.
• Lead sophisticated discovery and analysis of customer supply chains and business objectives.
• Develop multi‑solution proposals addressing operational, financial, and strategic customer needs.
• Execute long‑term account strategies focused on expansion, retention, and share of wallet growth.
• Serve as the primary commercial lead for strategic and multi‑site customers.
• Lead complex pricing discussions, contract negotiations, and deal structuring.
• Coordinate cross‑functional teams to support solution development and implementation.
• Partner closely with Customer Success and Operations to ensure delivery excellence.
• Maintain accurate enterprise‑level pipeline visibility and revenue forecasts.
• Monitor competitive positioning and market dynamics affecting strategic accounts.
• Represent Forward in executive‑level customer meetings and business reviews.
• Provide informal mentorship and guidance to less‑experienced sales peers.
• All other duties as assigned to meet evolving business needs.

Qualifications

• Education: Undergraduate degree in business, sales, supply chain, or a related field preferred; High School Diploma or GED equivalent required.
• Certification/Licensure: Supply Chain / Logistics industry certifications preferred.
• Experience: 8+ years of enterprise‑level sales experience.
• Proven success closing large, complex, multi‑year sales opportunities.
• Strong executive presence and advanced consultative selling skills.
• High level of commercial, analytical, and negotiation acumen.
• Advanced CRM and sales analytics proficiency.
• Demonstrated discretion and confidentiality in handling and protecting sensitive information.
• Technical: Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.) and web conferencing (Teams, Zoom, Webex, etc.).

Environment: Remote; must be comfortable with travel for related meetings/events

WHAT WE OFFER

• Compensation: Competitive base pay based on experience, industry/geographic benchmarks and internal equity. Some positions may be eligible for incentive pay programs and/or equity-based incentives. Pay ranges published on job boards are not provided nor verified by the Company.
• Health: Medical and Pharmacy insurance; Health Savings Account (HSA); Vision; Dental; Life and Disability; Critical Illness; Accident Indemnity; Hospital Indemnity; On-demand telehealth via Teladoc; Employee Assistance Program (counseling and financial/lifestyle coaching).
• Wealth: 401(k) retirement savings plan with employer match; Employee stock purchase program; Flexible Spending Account (FSA); Commuter Benefits; LegalEASE legal coverage.
• Time: 7 paid holidays and generous Paid Time Off (PTO) tiers ranging from 10–25 days annually.
• Culture: A collaborative, transformation-driven, solutions-first environment full of \"can do\" attitude and \"will do\" work ethic.

ADDITIONAL INFORMATION

• Agencies: The Company does not accept unsolicited outreach from third parties. Absent an agreement signed by internal Talent Acquisition and Procurement, and a documented request from Talent Acquisition to submit candidates for a specified requisition, we will not approve payments to any third party.
• Work Authorization: Within the United States, the Company is an E-Verify employer. Unless otherwise indicated, U.S.-based workers must be legally authorized to work in the U.S. without sponsorship, including but not limited to F-1, H-1, H-2, L, J, and TN visas, etc.
• Diversity, Equity and Inclusion (DEI): The Company is proud to be an equal opportunity employer . Applicants will be considered without regard to race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or veteran status.
• Reasonable Accommodations: Physical/mental requirements are listed only to identify where potential accommodations may be needed, not as qualification standards. In compliance with applicable laws and regulations (including ADA, ADEA, and FMLA), accommodations may be available to qualified individuals unable to perform essential duties without them. Additional requirements may apply to meet legal, regulatory, and Company standards.