Director. Capacity Carrier Strategy

Position Summary

The Director, Carrier Sales & Capacity Strategy is responsible for expanding and developing MODE Global’s carrier network while driving strong, revenue-generating carrier relationships. This leader will focus on carrier acquisition, engagement, and long-term partnership development to ensure reliable, cost-efficient, and scalable capacity across all modes. The role combines carrier sales leadership with network strategy, driving growth of MODE’s preferred carrier network, increasing carrier participation in MODE IQ, and strengthening supply-side liquidity. This individual will lead teams responsible for carrier development, onboarding, and engagement, ensuring MODE builds a high-performing, loyal carrier ecosystem capable of supporting agent and customer growth.

Responsibilities

• Carrier Sales & Network Development
  • Lead initiatives to expand and strengthen MODE’s carrier network through proactive carrier sales and relationship development.
  • Develop and execute strategies to acquire new carriers and grow capacity across priority markets and modes.
  • Build and manage a tiered carrier network strategy including enterprise partners, preferred carriers, and long-tail ecosystem participants.
  • Drive carrier share-of-wallet growth by deepening relationships with high-performing carriers.
  • Identify capacity gaps and lead sourcing initiatives to strengthen network density and reliability.
  • Establish scalable programs to increase carrier engagement, loyalty, and retention.
• Strategic Carrier Partnerships
  • Build high-value relationships with key carrier partners to drive long-term network stability and growth.
  • Establish executive-level relationships with strategic and enterprise carriers.
  • Develop preferred carrier programs and dedicated capacity partnerships.
  • Negotiate carrier agreements aligned with pricing, service, and growth objectives.
  • Create joint growth initiatives with top carriers to expand mutual opportunities.
• Carrier Product & Ecosystem Growth
  • Support the growth of MODE’s digital ecosystem by driving carrier participation and adoption.
  • Oversee and support key carrier-facing products and initiatives.
  • Drive carrier engagement within the MODE IQ ecosystem.
  • Increase digital participation and platform utilization among carriers.
  • Partner with product and digital teams to enhance the carrier experience and streamline interactions.
  • Develop incentive programs that encourage digital adoption and platform usage.
• Carrier Development, Onboarding & Engagement
  • Lead teams responsible for enabling carrier success within the MODE network.
  • Manage teams responsible for carrier acquisition, onboarding, education, and support.
  • Build scalable processes that enable rapid onboarding while maintaining compliance and quality.
  • Develop engagement and training programs to strengthen carrier performance and digital participation.
  • Ensure carriers have the tools and support needed to operate efficiently within MODE’s ecosystem.
• Network Integrity, Compliance & Risk Management
  • Maintain a high-quality and compliant carrier network.
  • Partner with compliance and risk teams to ensure strong carrier vetting and fraud prevention.
  • Maintain adherence to safety, insurance, and regulatory requirements.
  • Implement performance monitoring frameworks to maintain network quality and reliability.
• Success Metrics
  • Carrier network growth and acquisition
  • Preferred carrier participation and share-of-wallet growth
  • Carrier retention and engagement rates
  • MODE IQ carrier adoption and digital utilization
  • Coverage and density across strategic lanes
  • Tender acceptance and responsiveness
  • Service performance and on-time reliability
  • Capacity cost efficiency

Requirements

• Required Experience
  • 10+ years in freight brokerage, logistics, or digital freight marketplace environments
  • 5+ years leading carrier sales, carrier development, or capacity sourcing teams
  • Demonstrated success building and scaling large carrier networks
  • Proven experience developing strategic carrier partnerships
  • Strong understanding of freight market dynamics, capacity cycles, and carrier economics
• Preferred Experience
  • Experience working with digital freight platforms or ecosystem-based logistics models
  • Familiarity with carrier compliance, fraud prevention, and safety programs
  • Experience building preferred carrier or dedicated capacity programs

About the Role

This Director, Capacity Strategy role ensures MODE Global maintains a competitive capacity advantage while accelerating the growth of MODE IQ as a digitally enabled freight ecosystem. By strengthening carrier partnerships, improving network intelligence, and increasing digital engagement, the position directly contributes to service reliability, margin performance, and long-term network resilience.

Benefits

• Competitive base salary
• Opportunities for advancement within a growing national organization
• Collaborative, energetic team culture
• Full suite of benefits including health, dental, vision, and 401(k)
• Flexible time off policies
• Generous 401(k) match

MODE Global is the 5th largest truckload broker and largest non-asset intermodal provider in North America. With over 200 agents/offices distributed from coast to coast, MODE Global operates under a family of businesses and brands, delivering as a premier full-service solutions provider to the logistics industry. At MODE, we’re dedicated to providing our employees with a working environment where they can flourish professionally and personally. You can expect an inclusive and supportive workplace where people help each other succeed.