Job Description:You AreA revenue-driven sales leader who grows national markets, wins new strategic accounts, and expands existing relationships. You lead a team of account managers, set territory strategy, and carry both personal and team quota. You balance disciplined execution with strategic market expansion and influence go-to-market decisions across the organization.
You Will- Win new strategic accounts by identifying, prospecting, and closing net-new logos across national markets.
- Expand into adjacent segments through targeted go-to-market strategies and solution-based selling.
- Build and manage a qualified pipeline with strong CRM discipline and accurate forecasting.
- Lead consultative sales cycles with C-suite and VP-level stakeholders, delivering tailored value propositions and ROI-based proposals.
- Represent the company at national industry events to strengthen brand presence and generate qualified leads.
- Own retention and expansion within a portfolio of strategic accounts, identifying upsell and cross-sell opportunities.
- Lead renewals and contract negotiations while protecting margin and strengthening multi-threaded relationships.
- Serve as the executive escalation point for high-value account issues and coordinate cross-functional resolution.
- Develop and execute a national territory plan with clear targets for new logos, expansion revenue, and product mix.
- Partner with senior leadership on strategic planning, forecasting, and sales coverage design.
- Collaborate with marketing on demand generation, ABM programs, and product launch activation.
- Manage, coach, and develop a team of individual contributor account managers.
- Recruit and onboard top sales talent and build bench strength for succession.
- Maintain CRM accuracy and enforce pipeline standards across the team.
- Deliver weekly pipeline reviews and monthly business updates with clear visibility into revenue risk and upside.
- Track KPIs including new logo acquisition, retention, pipeline coverage, win rate, and average deal size.
- Manage territory expenses responsibly and maintain timely reporting.
You Bring- 8+ years of B2B sales experience, including 3+ years in a director-level or senior sales leadership role.
- Proven success in new business development and strategic account management at a national scale.
- Consistent quota achievement across new logo and expansion revenue targets.
- Experience building and executing territory plans with measurable results.
- Strong consultative and solution-selling skills, ideally with MEDDIC, Challenger, or Value Selling.
- Experience managing and developing sales teams of individual contributors.
- CRM proficiency, preferably Salesforce, with comfort in pipeline reporting and data-driven decision making.
- Bachelor's degree required; MBA preferred.
- Industry experience in shipping, mailing, logistics, parcel technology, or document management (preferred).
- Familiarity with SaaS-based shipping or mailing platforms and selling into complex verticals (preferred).
- Experience entering adjacent or greenfield markets
Location: This is a remote position. Candidates located on the East Coast are strongly preferred due to proximity to customers, stakeholders, and team members. Select Midwest locations may also be considered.We will:• Provide the opportunity to grow and develop your career
• Offer an inclusive environment that encourages diverse perspectives and ideas
• Deliver challenging and unique opportunities to contribute to the success of a transforming organization
• Offer comprehensive benefits globally(PB Benefits and Wellbeing Programs)
