Sales Director

Highway; Chattanooga (TN); On-site; USD 140,000 - 210,000; Full time

Job summary

Highway in Chattanooga, TN seeks a Sales Director to lead the Load Compliance sales unit and drive day-to-day execution of the revenue engine. You will manage Account Executives, coach teams, and ensure disciplined, data-driven selling across the pipeline, forecast, and deals.

You will partner with the VP, Growth & Enablement to implement priorities, reinforce the sales process, and foster accountability. This is a fast-paced, frontline leadership role with strong coaching opportunities.

Qualifications

• Bachelor's degree required.
• 3+ years of experience managing B2B SaaS or technology sales teams.
• Proven track record of delivering revenue through a high-performing sales team.
• Experience managing both Account Executives and Business Development Representatives.
• Strong pipeline management and forecasting experience.
• Demonstrated ability to coach sellers through complex opportunities.
• Experience working with Salesforce, Gong, and modern sales technologies.
• Excellent communication, coaching, and leadership skills.
• High ownership, sound judgment, and ability to thrive in a fast-paced environment.

Responsibilities

• Manage the daily performance of Load Compliance Account Executives.
• Conduct regular one-on-one meetings, coaching sessions, and performance reviews.
• Coach sellers through opportunities, deal strategy, qualification, negotiation, and closing.
• Identify development opportunities and help teammates continuously improve.
• Maintain a healthy pipeline across the Load Compliance business.
• Run weekly pipeline inspections and forecast reviews.
• Challenge opportunity quality, stage progression, and close-date accuracy.
• Improve forecast accuracy and overall sales predictability.
• Partner with the VP, Growth & Enablement, Marketing, and Revenue Operations to drive priorities and improve outcomes.

Skills

Leadership

Coaching

Forecasting

Pipeline management

Education

Bachelor's degree in Business Administration, Economics, Finance or related field

Tools

Salesforce

Gong

Job description

Highway is the fastest-growing freight tech provider in North America. We serve the largest freight brokers in the industry, solving one of their biggest pain points: who is really hauling their freight. We answer the question of Carrier Identity, protecting brokers’ networks, preventing fraud and increasing transparency. Serving and protecting our customers is our top priority, and we are proud that our best marketing is our customer referrals and testimonials.

FLSAStatus:Exempt

Location:Chattanooga,TN(Thisisanonsiteposition)

Reportsto:VP,Growth&Enablement

Status:Full-Time

RoleDescription:

Highwayishiringa SalesDirector toleadtheday-to-dayexecutionoftheLoadCompliancebusinessunit.

ThisroleisresponsibleformanagingAccountExecutiveswhiledrivingconsistentsalesexecutionacrosspipelinecreation,forecasting,coaching,andteamperformance.TheSalesDirectorpartnerscloselywiththeVP,Growth&Enablementtoimplementcommercialpriorities,reinforceHighway'ssalesprocess,andensuretheIdentityorganizationoperateswithdiscipline,accountability,andurgency.

Thisisastrongfitforafrontlinesalesleaderwhoenjoyscoachingpeople,inspectingthebusiness,andbuildinghigh-performingteamsinafast-movingcommercialenvironment.

Yourrole:

Teammanagement&coaching

• ManagethedailyperformanceofLoadComplianceAccountExecutives.
• Conductregularone-on-onemeetings,coachingsessions,andperformancereviews.
• Coachsellersthroughactiveopportunities,dealstrategy,qualification,negotiation,andclosing.
• Identifydevelopmentopportunitiesandhelpteammemberscontinuouslyimprove.
• MaintainahealthypipelineacrosstheLoadCompliancebusiness.
• Runweeklypipelineinspectionsandforecastreviews.
• Challengeopportunityquality,stageprogression,andclose-dateaccuracy.
• Identifydealriskearlyandescalateopportunitiesrequiringadditionalleadershipsupport.
• Improveforecastaccuracyandoverallsalespredictability.

Salesexecution&operatingdiscipline

• ReinforceHighway'sestablishedsalesprocessandoperatingstandards.
• HoldtheteamaccountableforCRMhygiene,opportunityquality,requiredfields,andsalesexecution.
• Identifyexecutiongapsandprovidecoachingtoimproveconsistency.
• Surfaceprocessimprovementopportunitiesthroughregularinspectionofthebusiness.

Cross-functionalpartnership

• PartnerwiththeVP,Growth&Enablementtoimplementsalespriorities,commercialinitiatives,andstrategicprogramsacrosstheLoadComplianceorganization.
• WorkcloselywithMarketingtoimproveleadquality,campaignexecution,andtargetaccountcoverage.
• PartnerwithRevenueOperationstoleveragereporting,forecasting,andanalyticstoimproveteamperformance.
• ProvidestructuredfeedbacktoProductandCustomerExperiencetoimprovecustomeroutcomesandcommercialexecution.

Qualifications

• Bachelor'sdegreeinBusinessAdministration,Economics,Financeorrelatedfieldrequired.
• 3+yearsofexperiencemanagingB2BSaaSortechnologysalesteams.
• Proventrackrecordofdeliveringrevenuethroughahigh-performingsalesteam.
• ExperiencemanagingbothAccountExecutivesandBusinessDevelopmentRepresentatives.
• Strongpipelinemanagementandforecastingexperience.
• Demonstratedabilitytocoachsellersthroughcomplexopportunities.
• ExperienceworkingwithSalesforce,Gong,andmodernsalestechnologies.
• Excellentcommunication,coaching,andleadershipskills.
• Highownership,soundjudgment,andtheabilitytothriveinafast-pacedenvironment.

PreferredQualifications

• Logistics,transportation,orsupplychaintechnologyexperience.
• Experiencesellingmulti-productSaaSorplatformsolutions.
• Experienceinhigh-growthorganizations.
• Experiencemanagingbothinboundandoutboundnewbusinessmotions.
• Experienceworkingwithenterpriseandstrategicaccounts.