Director of SaaS Sales (ShipperGuide)

Auto Import

Requirements

  • The ideal candidate is a hands-on SaaS sales leader with experience in multi-product, high-growth environments selling logistics tech/ TMS
    • ,
  • 7+ years in SaaS TMS sales with at least 5 years in a leadership role, including direct quota-carrying responsibility at the Director level or above
    • ,
  • Experience in public speaking and events
    • ,
  • Proven track record of personally closing multi-million-dollar deals while simultaneously leading a team to exceed ARR targets
    • ,
  • Strong operational discipline with the ability to build scalable, repeatable sales processes
    • ,
  • Proven track record of leading teams to exceed multi-million-dollar ARR targets
    • ,
  • Exceptional communication, negotiation, and presentation skills
    • ,
  • Proficiency in Salesforce, SalesLoft, and sales analytics tools
    • ,
  • Experience selling into supply chain, logistics, transportation, or similar industries
    • ,
  • Experience managing multi-product sales teams or selling a platform with complementary offerings
    • ,
  • Familiarity with both SMB/mid-market and enterprise SaaS sales motions
    • ,
  • History of working closely with marketing and product to refine GTM strategy

What the job involves

  • We are seeking an experienced, results-driven Director of SaaS Sales to lead our ShipperGuide TMS team
    • ,
  • This is a player-coach role where you will personally carry and be accountable to an individual sales quota while simultaneously leading, developing, and scaling your team
    • ,
  • You own end-to-end sales strategy, execution, and revenue growth for the product; driving alignment, building scalable processes, and consistently exceeding both personal and team targets
    • ,
  • A key focus will be maximizing cross-sell opportunities by positioning ShipperGuide’s complementary solutions, increasing customer lifetime value, both through your own book of business and through the deals your team closes
    • ,
  • This role will work closely with marketing to ensure timely, persistent, high-quality follow-up on inbound leads, resulting in closed deals through disciplined outreach, consistent cadences, and a consultative, value-selling approach
    • ,
  • You’ll balance strategy and execution, while shifting from competing on features or price to selling business value and ROI
    • ,
  • Carry and achieve a personal annual sales quota, directly owning a pipeline of net-new and expansion opportunities across ShipperGuide
    • ,
  • Actively prospect, develop, and close strategic deals, modeling best-in-class selling behaviors for the team
    • ,
  • Own and manage a personal book of business, including key accounts and high-value prospects, with full accountability for forecasting and pipeline health
    • ,
  • Develop and execute a unified go-to-market strategy for both ShipperGuide and OpenDock that maximizes market penetration and revenue growth
    • ,
  • Drive full-funnel sales execution, from lead qualification to closing and onboarding
    • ,
  • Establish repeatable sales processes and ensure consistent adoption of tools, CRM hygiene, and reporting standards
    • ,
  • Partner with marketing to define and refine ICPs, messaging, and campaign strategies
    • ,
  • Align with Customer Success to ensure a smooth handoff from sales to onboarding and retention initiatives
    • ,
  • Collaborate with Finance on pricing strategies, discount approvals, and revenue forecasting
    • ,
  • Work with the Account Management team to proactively identify and execute account growth strategies, including upsells and cross-sells
    • ,
  • Work closely with Managed Transportation and Brokerage sales leadership to identify cross-sell and upsell opportunities
Back to blog