Vice President of Sales

About the Role

As Vice President of Sales, based at our Corporate Headquarters in Phoenix, AZ, you will shape and lead the commercial engine of our growing transportation organization, serving as the senior sales leader for both brokerage and fleet operations. This role owns the company’s revenue and growth strategy, pricing and margin discipline, and sales talent development, ensuring we scale profitability while building durable customer relationships.

Relocation assistance is available for qualified candidates.

• Establish coaching rhythms that ensure every Account Manager maintains accurate pricing, contract terms, billing audits, and “customer bible” documentation; build repeatable processes that prevent leakage and protect margin.
• Develop playbooks for proactive lane expansion, backhaul identification, and quarterly business reviews that translate opportunities into committed revenue.
• Architect a hunter strategy for targeted verticals (including perishables/produce) and spot/contract opportunities; equip the team with market intelligence, talk tracks, and bid frameworks to win net‑new logos.
• Own RFP/Bid governance and pricing strategy; partner cross‑functionally to tighten spot tools and ensure consistent rate disciplines.
• Mentoring, Coaching & Talent Development
• Build an apprenticeship model for Account Managers and Inside Sales, with weekly skill labs (prospecting, objection handling, negotiation, price setting) and 1:1 development plans.
• Implement performance‑based incentive frameworks tied to new‑customer milestones and year‑over‑year growth, creating clarity and accountability for outcomes.
• Drive adoption of our tech stack and reporting metrics so leaders have real-time visibility to pipeline, conversion, revenue, and margin by operating segment.
• Partner with Operations to resolve escalations quickly and communicate proactively with customers.

• Consistent quarterly net‑new customer wins meeting or exceeding plan.
• Account retention and expansion (lane adds, volume growth, multi-site penetration).
• Pricing accuracy and margin quality via disciplined process utilization and audits.
• A bench of promo table talent developed through structured mentoring.

• 8–12+ years in freight brokerage sales with a track record in national/regional accounts, spot and contract pricing, and leading sales teams.
• Deep familiarity with perishables/produce logistics and high-volume account management.
• Expertise in RFP/Bid strategy, sales pipeline management, and incentive design; comfortable setting standards and holding teams accountable.
• Proficiency with brokerage TMS platforms (McLeod or similar) and the analytics needed to run a modern sales organization.
• A coaching mindset—able to mentor Account Managers and Inside Sales on pricing, negotiation, and customer communication.

• Competitive salary + performance-based bonus; incentive programs aligned to new‑customer growth and year-over-year revenue and EBITDA improvements.
• Company-paid health, dental, and vision.
• 401(k) with company match.
• PTO + paid holidays, including flex holidays.
• Phone stipend.
• Employee recognition program.
• After-hours support team.
• Opportunity to work with some of the best people in the logistics industry.

We are committed to diversity and inclusivity in our hiring practices and workplace culture.