Sales Manager - Commercial Sales Team

MODE Transportation, LLC; Dallas (TX); On-site; USD 90,000 - 150,000; Full time

Job summary

MODE Transportation, LLC is seeking an experienced Sales Manager in Dallas to lead a team of commercial sales representatives, grow revenue, and drive strategic account development across the organization.

You will coach reps on discovery and value-based selling, manage pipeline and forecasts, own territory plans, and partner with cross-functional teams to translate strategy into weekly execution and strong client outcomes.

Qualifications

• Bachelor's degree in business, marketing, or related field, or equivalent experience.
• 7+ years of B2B sales experience, with leadership or coaching in a sales team.
• Proven track record of meeting or exceeding revenue targets.
• Strong pipeline management and forecasting skills.
• Experience using CRM platforms to manage sales activity.
• Ability to build executive-level client relationships.
• Strong leadership, coaching, negotiation, and communication skills.

Responsibilities

• Lead and develop the sales team; set goals and quotas; coach reps on discovery and value-based selling.
• Own pipeline and forecasting; ensure opportunities are qualified and accurately staged; deliver forecasts.
• Drive territory and account strategy; assign territories and review account plans for strategic clients.
• Build and strengthen client relationships; maintain senior-level relationships; identify renewal and expansion opportunities.
• Ensure sales process and execution; maintain consistency in process; review proposals and contracts for margin and risk; collaborate with ops and finance.

Skills

Team leadership

Forecasting

Negotiation

Communication

B2B sales

CRM usage

Education

Bachelor's degree in business, marketing, or related field

Tools

CRM platforms

Sales enablement tools

Job description

Sales Manager

MODE Global | Full-Time | Exempt
Location: Dallas

The Opportunity

MODE Global is looking for an experienced Sales Manager to lead and develop a team of commercial sales representatives and drive revenue growth across the organization.

This is a hands-on sales leadership role for a proven B2B sales leader who knows how to build high-performing teams, manage a healthy pipeline, develop territory and account strategies, and coach sales professionals to consistently deliver results.

You’ll work closely with the SVP of Commercial Sales and cross-functional partners to translate sales strategy into weekly execution while maintaining strong relationships with key clients.

Lead & Develop the Sales Team

• Set individual goals and quotas and hold regular one-on-one meetings with sales representatives.
• Coach representatives on discovery, value-based selling, negotiation, and closing.
• Conduct call reviews, ride-alongs, role-play sessions, and other coaching activities.
• Build a culture of accountability, collaboration, continuous learning, and high performance.
• Identify high performers and future leadership talent and support their development.

Own Pipeline & Forecasting

• Inspect pipeline activity weekly to ensure opportunities are qualified, accurately staged, and progressing.
• Identify stalled or unqualified opportunities and drive appropriate action.
• Deliver accurate weekly, monthly, and quarterly forecasts to sales leadership.
• Identify territory and pipeline gaps and drive prospecting activity to improve coverage.
• Maintain strong CRM discipline across the team.

Drive Territory & Account Strategy

• Assign and balance territories and named accounts.
• Review and approve account plans for strategic clients.
• Partner with the Commercial Sales Engineer and Commercial Administrator to prioritize target prospects.
• Lead or participate in executive-level meetings for key opportunities.
• Develop strategies that support new-client acquisition, account growth, and long-term revenue.

Build & Strengthen Client Relationships

• Maintain senior-level relationships with key clients.
• Serve as an escalation point for significant client issues.
• Conduct regular account reviews to identify renewal, expansion, and cross-sell opportunities.
• Gather client feedback and translate it into actionable insights for leadership and service delivery teams.

Ensure Sales Process & Execution

• Establish and reinforce a consistent sales process across the team.
• Review proposals, pricing, and contracts for margin and risk within established approval limits.
• Ensure sales representatives follow company policies and applicable regulations.
• Partner with Operations, Finance, and Service Delivery to ensure client commitments can be successfully delivered.

Partner Across the Organization

• Work with the Commercial Sales Engineer on call strategy, prospect research, and presentations for new-client opportunities.
• Partner with the HR / Commercial Business Partner on hiring, onboarding, training, performance management, and development.
• Share market, competitor, and client insights with the SVP of Commercial Sales.
• Collaborate with Finance and other business partners on reporting, compensation inputs, and team budgets.

What We're Looking For

Required

• Bachelor's degree in business, marketing, or a related field, or equivalent experience.
• 7+ years of B2B sales experience, including at least 3 years leading or coaching a sales team.
• Proven track record of meeting or exceeding revenue targets in complex, consultative sales environments.
• Strong pipeline management and forecasting skills.
• Experience using CRM platforms to manage sales activity, opportunities, and performance.
• Ability to build and maintain executive-level client relationships.
• Strong leadership, coaching, negotiation, and communication skills.

Preferred

• Experience in transportation, logistics, or a comparable service-based business.
• Experience managing territories and strategic accounts.
• Experience with pricing and contract negotiation.

You’ll Thrive Here If You Are

• A Coach: You know how to develop sales professionals and make them better.
• Accountable: You set clear expectations and consistently follow through on results.
• Strategic: You can translate broader sales objectives into actionable territory and account plans.
• Data-Driven: You use pipeline and performance data to make decisions and identify opportunities.
• Client-Focused: You know how to build trusted relationships with senior-level decision makers.
• Competitive: You’re motivated by winning business and helping your team win.
• Collaborative: You work effectively across Sales, Operations, Finance, HR, and Service Delivery.

How Success Is Measured

Success in this role will be measured through team revenue and quota attainment, new-client revenue, gross margin, pipeline coverage, win rates, forecast accuracy, client retention and expansion, team quota attainment, new-representative ramp time, and the development and retention of high-performing sales professionals.

Travel

This role requires regular travel to client sites, regional offices, and sales events.