Sales Manager

Highway; Chattanooga (TN); On-site; USD 90,000 - 150,000; Full time

Job summary

Highway is a fast-growing freight tech provider focused on Carrier Identity. We are hiring a Sales Manager to lead the Identity business unit, oversee Account Executives and BDRs, and drive pipeline creation, forecasting, coaching, and performance across the team.

This frontline leadership role emphasizes coaching, inspecting the business, and building high-performing teams in a fast-moving commercial environment, with close collaboration with the VP of Enterprise Growth and Marketing.

Qualifications

• Bachelor's degree required in Business Administration, Economics, Finance or related field.
• 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.
• Experience with Salesforce, Gong, and modern sales technologies.

Responsibilities

• Manage daily performance of Identity Account Executives and BDRs; conduct regular one-on-one meetings and performance reviews.
• Coach sellers through opportunities, deal strategy, qualification, negotiation and closing.
• Identify development opportunities and maintain a healthy pipeline; run weekly pipeline inspections and forecast reviews.
• Partner with VP of Enterprise Growth and Marketing to implement priorities and improve lead quality and account coverage.

Skills

B2B SaaS sales

Sales leadership

Forecasting

CRM

Coaching

Education

Bachelor's degree in Business Administration 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.

Role Description:

Highway is hiring a Sales Manager to lead the day-to-day execution of the Identity business unit.

This role is responsible for managing Account Executives and Business Development Representatives while driving consistent sales execution across pipeline creation, forecasting, coaching, and team performance. The Sales Manager partners closely with the VP of Enterprise Growth (Identity) to implement commercial priorities, reinforce Highway's sales process, and ensure the Identity organization operates with discipline, accountability, and urgency.

This is a strong fit for a frontline sales leader who enjoys coaching people, inspecting the business, and building high-performing teams in a fast-moving commercial environment.

Your role:

Team management & coaching

• Manage the daily performance of Identity Account Executives and Business Development Representatives.
• Conduct regular one‑on‑one meetings, coaching sessions, and performance reviews.
• Coach sellers through active opportunities, deal strategy, qualification, negotiation, and closing.
• Identify development opportunities and help team members continuously improve.
• Maintain a healthy pipeline across the Identity business.
• Run weekly pipeline inspections and forecast reviews.
• Challenge opportunity quality, stage progression, and close‑date accuracy.
• Identify deal risk early and escal…?
• Improve forecast accuracy and overall sales predictability.

BDR leadership

• Manage the Identity Business Development Representative team.
• Set priorities for inbound and outbound prospecting activities.
• Improve lead qualification, follow‑up, and account coverage.
• Ensure consistent, high‑quality handoffs between BDRs and Account Executives.
• Drive accountability for qualified pipeline generation.

Sales execution & operating discipline

• Reinforce Highway's established sales process and operating standards.
• Hold the team accountable for CRM hygiene, opportunity quality, required fields, and sales execution.
• Identify execution gaps and provide coaching to improve consistency.
• Surface process improvement opportunities through regular inspection of the business.

Cross-functional partnership

• Partner with the VP of Enterprise Growth (Identity) to implement sales priorities, commercial initiatives, and strategic programs across the Identity organization.
• Work closely with Marketing to improve lead quality, campaign execution, and target account coverage.
• Partner with Revenue Operations to leverage reporting, forecasting, and analytics to improve team performance.
• Provide structured feedback to Product and Customer Experience to improve customer outcomes and commercial execution.

Qualifications

• Bachelor's degree in Business Administration, Economics, Finance or related field 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 the ability to thrive in a fast‑paced environment.

Preferred Qualifications

• Logistics, transportation, or supply chain technology experience.
• Experience selling multi‑product SaaS or platform solutions.
• Experience in high‑growth organizations.
• Experience managing both inbound and outbound new business motions.
• Experience working with enterprise and strategic accounts.