Manager, Customer Sales

Flock Freight is the largest Shared Truckload (STL) freight brokerage in the U.S., transforming underutilized truckload capacity into tangible value: cost savings for shippers, increased earnings for carriers, and a smaller carbon footprint. Their AI-powered, patented pooling technology optimizes across Flock’s entire customer network, combining shipments from thousands of businesses into efficient Shared Truckloads. With STL, shippers enjoy truckload-level service while only paying for the space they need. Flock Freight has been a Certified B Corp since 2020, meeting high social, environmental, transparency, and accountability standards.

About the role

Reporting directly to the Manager of Sales, the Manager, Customer Sales leads, coaches, and develops a team of Business Development Account Executives responsible for generating qualified pipeline and creating new revenue opportunities. This role combines frontline sales leadership, performance management, strategic planning, and operational discipline to ensure consistent quota attainment and sustainable growth.

Responsibilities

• Lead the team to achieve or exceed pipeline, revenue, gross-margin, and quota targets.
• Establish clear performance expectations, operating rhythms, activity standards, and accountability measures.
• Coach AEs through regular 1:1s, call reviews, deal strategy, role plays, and individualized development plans.
• Monitor pipeline health, conversion rates, sales activity, forecast accuracy, and CRM hygiene.
• Develop strategies to improve prospecting effectiveness, opportunity quality, win rates, and sales-cycle efficiency.
• Support recruiting, onboarding, ramp, certification, and ongoing development of BD AEs.
• Partner with senior sales leadership, pricing, operations, marketing, and customer teams to remove execution barriers.
• Provide accurate forecasts, performance insights, and recommendations to leadership.
• Reinforce customer-focused, data-driven, and profitable selling practices.
• Identify performance gaps early and implement focused improvement plans.

Requirements

• 5+ years of experience in sales, business development, or revenue leadership.
• 2+ years of experience managing, coaching, or mentoring quota-carrying sales professionals.
• Demonstrated success achieving or exceeding team and individual sales targets.
• Strong understanding of pipeline management, sales forecasting, CRM processes, and performance analytics.
• Proven ability to coach prospecting, discovery, qualification, objection handling, and closing skills.
• Excellent communication, organization, judgment, and cross-functional collaboration skills.
• Ability to operate in a fast-paced, metrics-driven environment while maintaining a high standard of execution.
• Experience in freight, logistics, transportation, supply chain, or another complex B2B sales environment.
• Experience leading high-velocity or outbound business development teams.

Preferred Qualifications

• Familiarity with Salesforce, Gong, and sales enablement platforms.
• Experience building sales playbooks, onboarding programs, or performance-improvement plans.

Performance Measures

Success will be measured by team and individual AE quota attainment, qualified pipeline creation, pipeline coverage, conversion and win rates, forecast accuracy, gross-margin performance, AE ramp success, coaching execution, and CRM discipline.

Leadership Profile

The ideal leader is commercially minded, highly coachable, consistent, data-driven, and capable of balancing high accountability with genuine investment in people. They create clarity, build confidence, address challenges directly, and inspire the team to deliver strong customer and business outcomes.

Pay

The base salary range for this position is $100,000 - $120,000 per year + commission opportunity with meaningful upside. This reflects typical earning potential based on market data and individual factors including skill sets, experience, and geographic location.

Benefits

• Hybrid Work Model: Scheduled in-office and work-from-home days for efficient and collaborative work.
• 401(k): Retirement savings plan to support future financial success.
• Medical, Dental & Vision: Generous coverage for employees and dependents, with both HMO and PPO options provided.
• Equity Package: Full-time employees are eligible for an equity package as part of their total rewards.