We are looking for a strategic and results-driven
Sales Manager to lead performance, pipeline execution, and day-to-day sales activity management for our Freight Brokerage Solutions focused sales organization. This role is focused on the daily sales strategy and GTM execution over Epay Manager, back-office automation and carrier payments offering, OTR Select, carrier capacity and rate intelligence offering, and it's industry leading working capital solutions.
This role is ideal for a leader who can drive accountability, coach sales professionals, and leverage data and process to improve performance across the team. You will work closely with OTR's leadership team and front-line sales representatives to drive revenue growth and operational excellence.
Responsibilities:- Track, analyze, and manage daily sales activity including calls, meetings, pipeline progression, and follow-up execution
- Maintain Salesforce reporting accuracy and ensure high-quality CRM data integrity across the team
- Monitor performance against quotas and revenue targets including contracts signed, meetings completed, deals onboarded, and revenue generation
- Lead weekly pipeline and deal strategy reviews with clear next steps and action plans
- Identify performance gaps and coach team members to improve execution and sales outcomes
- Manage lead routing, assignment, and follow-up processes to ensure consistent pipeline momentum
- Prevent pipeline stagnation by monitoring opportunity progression throughout the sales cycle
- Support planning and execution of face-to-face customer meetings, conferences, and industry events
- Develop individualized performance and development plans based on team member tenure and experience level
- Establish clear expectations around F2F strategy and ensure meetings are focused on high-quality, high-probability opportunities
- Partner with sales leadership to build a high-performance, accountability-driven sales culture
What We Look For: - Minimum 5 years' experience in transportation & logistics or freight/financial technology, preferably freight brokerage/shipper sales focused
- Experience managing or coaching B2B sales professionals, preferably in logistics, freight technology, or financial services
- Comfortable managing both senior/tenured sales representatives and developing talent
- Strong emotional intelligence paired with high performance standards
- Operationally strong with a data-driven and process-oriented mindset
- Ability to establish credibility with experienced sales professionals
- Strong communication, coaching, and leadership skills
- Experience in brokerage, transportation technology, or logistics is strongly preferred
Perks and Benefits: OTR provides a competitive, comprehensive compensation package for our full-time employees:
- Eligibility for Individual and Company bonus programs
- Medical, Dental, Vision, Life/ AD&D Insurance, Short-Term Disability
- Pet Insurance, Paid Family Leave, Employee Assistance Program
- Fully Paid Maternity Leave
- 401(k) with Company Matching
- Generous PTO, Sick/Mental Health Days, Flex Holidays + Company Paid Holidays
- Travel Stipend to support Work Life Balance
- Leadership Development and Training
- Continuous Learning + Professional enhancements
- Weekly Catered Lunches + Casual Dress Code
- Company Paid Fitness Membership
- Volunteer Days and Opportunities with Company-Partnered Charities
- Internal Inclusion programs
