National Accounts Sales Executive

Overview

 

This is a true new-logo acquisition role. You will own the full sales cycle from first outreach to contract execution, building long-term partnerships with major shippers across CPG, Manufacturing, Retail, and adjacent verticals. If you thrive in an environment that rewards initiative, deal-making, and competitive drive—this role was built for you.

 

Responsibilities

 

Pipeline Development & Prospecting

• Self-generate a qualified pipeline of Fortune 1000 and large mid-market shippers through outbound prospecting, referrals, and industry networking.
• Strategically follow up on inbound marketing-qualified leads to accelerate pipeline velocity.
• Represent PLS at industry conferences, trade shows, and shipper networking events to build brand presence and relationships.

 

Sales Execution

• Own the full sales cycle—from first capabilities call through contract execution and first shipment.
• Convert decision-maker meetings into active RFP invitations and long-term strategic partnerships.
• Navigate multi-stakeholder environments including procurement, supply chain, logistics, and C-suite executives.
• Develop and execute account penetration strategies tailored to each prospect’s supply chain complexity and shipping profile.
• Drive “base-hit” early wins within large accounts to establish relationships and accelerate full-program revenue.

 

Collaboration & Execution

• Partner closely with internal pricing, operations, and carrier management teams to build competitive, winning proposals.
• Lead a seamless onboarding experience for new clients—setting expectations, coordinating handoffs, and ensuring first-shipment success.
• Maintain expert-level fluency in PLS’s service offerings, technology platform, and competitive differentiation.

 

Reporting & Pipeline Management

• Maintain accurate, up-to-date pipeline data in CRM—tracking activities, deal stages, revenue projections, and close timelines.
• Report weekly on pipeline health, new logo progress, and revenue performance against targets.

 

Qualifications

 

• 5+ years of enterprise or national accounts sales experience, ideally in freight brokerage, 3PL, transportation, or supply chain solutions.
• Demonstrated track record as a hunter—consistently sourcing and closing net-new logos in complex, long-cycle sales environments.
• Experience navigating multi-level selling within large organizations (VP/Director of Supply Chain, Procurement, C-suite).
• Working knowledge of RFP processes, bid strategy, and enterprise contract structures.
• Familiarity with supply chain KPIs—on-time pickup/delivery, carrier compliance, cost-per-mile, mode optimization.
• Strong command of CRM tools (Salesforce, HubSpot, or equivalent) for pipeline management and forecasting.
• Exceptional communication, executive presence, and presentation skills.
• Highly competitive, self-motivated, and disciplined—able to manage long sales cycles without losing urgency or momentum.
• Bachelor’s degree in Business, Supply Chain, Logistics, or related field preferred; equivalent experience accepted.

 

Compensation & Benefits

 

PLS offers a competitive base salary plus uncapped commission structure designed to reward high performance. Additional benefits include:

 

• Uncapped commission with accelerators for over-target performance
• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and company holidays
• Expense account for travel and client entertainment
• Access to PLS’s proprietary technology platform and data tools