Sales Director

Highway; Chattanooga (TN); On-site; USD 120,000 - 180,000; Full time

Job summary

Highway is hiring a Sales Director in Chattanooga, TN to lead the Load Compliance sales team, driving day-to-day execution, forecasting, coaching, and performance across Account Executives and related roles. You will partner with the VP, Growth & Enablement to implement commercial priorities, reinforce sales discipline, and ensure disciplined execution in a fast-moving environment.

This frontlinesales leadership role focuses on coaching, inspecting the business, and building high-performing

Qualifications

• Bachelor's degree in Business Administration, Economics, Finance or related field.
• 3+ years managing B2B SaaS or technology sales teams.
• Proven track record of 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 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 daily performance of Load Compliance Account Executives.
• Conduct regular one-on-one meetings, coaching sessions, and reviews.
• Coach sellers through opportunities, deal strategy, qualification, negotiation, and closing.
• Identify development opportunities and help team members improve.
• Maintain healthy pipeline for Load Compliance.
• Run weekly pipeline inspections and forecast reviews.
• Improve forecast accuracy and sales predictability.
• Identify gaps and provide coaching to improve consistency.
• Surface process improvements through regular business inspections.

Skills

Communication skills

Coaching

Leadership

Ownership

Education

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

Tools

Salesforce

Gong

CRM tools

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.
• Coacsellersthroughactiveopportunities,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.