5+ years of B2B SaaS sales experience, particularly in logistics or related technologies.
2+ years of experience leading and mentoring sales teams with a focus on performance.
Proven track record of meeting or exceeding revenue targets.
Experience managing complex Mid-Market and Enterprise sales cycles.
Certification in a Sales Methodology, preferably MEDDIC.
Deep understanding of freight networks and supply chain workflows.
Strong pipeline management and analytical skills.
Responsibilities
Lead and develop a team of Mid-Market and Enterprise Account Executives.
Translate revenue goals into actionable territory plans and strategies.
Establish a consistent operating rhythm through regular performance reviews.
Identify and implement opportunities for team performance improvement.
Collaborate with the VP of Sales on hiring and onboarding new talent.
Drive the full sales cycle from prospecting to account expansion.
Monitor pipeline health and sales metrics to enhance results.
Benefits
Opportunity to lead and shape a high-performing sales team.
Hands-on involvement in strategic sales opportunities.
Collaboration with cross-functional teams to drive market growth.
Participation in industry conferences and events for networking.
Focus on continuous improvement and professional development.
Full Job Description
About The Role
GenLogs' Regional Vice President of Sales will lead and develop a team of Mid-Market and Enterprise Account Executives as we scale our logistics technology platform across enterprise shippers, brokers, carriers, and 3PLs. This role is responsible for driving new business, developing sales talent, and ensuring consistent execution against revenue targets.
Working closely with the VP of Sales, this leader will translate broader commercial strategy into actionable sales plans, coach and develop high-performing Account Executives, and help expand GenLogs' presence across key logistics markets. This is a hands-on leadership role for someone who can balance team development with direct involvement in complex sales opportunities and drive predictable, sustainable revenue growth.
What You'll Do
Sales Leadership & Team Development
Lead, coach, and develop a team of Mid-Market and Enterprise Account Executives, establishing clear expectations and accountability for individual and team performance.
Translate company revenue goals into territory plans, account strategies, and execution priorities for the sales team.
Establish a consistent operating rhythm through pipeline reviews, deal reviews, forecast calls, and regular performance check-ins.
Identify opportunities to improve team performance through coaching, training, and ongoing development.
Partner with the VP of Sales on hiring, onboarding, and developing sales talent as the organization grows.
Foster a high-performance sales culture centered on accountability, collaboration, and continuous improvement.
Sales Execution & Revenue Growth
Drive the execution of the full sales cycle, from prospecting and qualification through negotiation, closing, and account expansion.
Own team performance against pipeline, bookings, and revenue targets, ensuring consistent progress toward quota attainment.
Provide hands-on deal support for strategic and complex opportunities, including executive engagement, deal strategy, and negotiation.
Help Account Executives navigate multi-stakeholder sales processes and build relationships with senior decision-makers across shippers, brokers, carriers, and 3PLs.
Reinforce consistent use of sales methodologies, qualification frameworks, and best practices to improve conversion rates and sales efficiency.
Monitor pipeline health, sales activity, and performance metrics to identify gaps, address challenges, and improve results.
Market Development & Cross-Functional Collaboration
Work with the VP of Sales to identify opportunities to expand GenLogs' presence across key customer segments and logistics markets.
Partner with Marketing to align sales efforts with demand generation, industry events, and go-to-market initiatives.
Represent GenLogs at industry conferences, customer meetings, and other external events to build relationships and generate new business opportunities.
Share customer feedback, competitive insights, and market trends with Product, Marketing, and leadership to inform commercial and product priorities.
Identify opportunities to improve sales processes, tools, and resources to support team effectiveness and scalability.
Customer Relationships & Account Growth
Help Account Executives develop strong customer relationships and build long-term strategic partnerships.
Partner with Customer Success to support smooth customer transitions, onboarding, and ongoing value realization.
Identify opportunities for account expansion and ensure the team is effectively developing existing customer relationships.
Help cultivate referenceable customers, case studies, and customer advocates to support future sales opportunities.
Qualifications
5+ years of B2B SaaS sales experience, including at least 3 years focused on logistics, supply chain, freight brokerage, transportation management, or related technologies.
2+ years of experience leading, managing, or mentoring sales professionals, with demonstrated success developing individual contributors and driving team performance.
Proven track record of consistently meeting or exceeding individual and/or team revenue targets.
Experience managing Mid-Market and Enterprise sales cycles, including complex, multi-stakeholder deals.
Certification in a Sales Methodology, MEDDIC certification preferred.
Deep understanding of freight networks, transportation procurement, TMS integrations, and supply chain workflows.
Demonstrated ability to build executive relationships and influence decision-makers across shippers, carriers, brokers, and 3PLs.
Strong pipeline management, forecasting, and analytical skills, with the ability to translate performance data into actionable coaching and sales strategies.
Experience working in a high-growth environment, with the ability to adapt sales processes and team priorities as the business scales.
Strong communication, leadership, and coaching skills, with the ability to motivate and develop a high-performing sales team.
