SR. DIRECTOR OF SALES

PRIMARY FUNCTION

The Sr. Director of Sales is a senior commercial leader responsible for architecting, scaling, and executing GLS’s national sales strategy across National, Commercial, and SMB segments. This role is accountable for delivering sustained, profitable revenue growth while building a scalable, high-performance sales organization.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES

• Own and execute the national sales strategy to exceed GLS revenue and growth objectives
• Drive new revenue acquisition and expansion across National, Commercial, and SMB segments
• Develop vertical-specific penetration strategies and enterprise account expansion plans
• Ensure sales capacity models, headcount strategy, and quota design align with growth goals
• Define and scale indirect revenue streams, including partnerships, resellers, and platform integrations
• Align channel strategy with direct sales motions to maximize total addressable opportunity
• Identify, negotiate, and activate strategic ecosystem relationships that generate incremental volume
• Establish compensation, incentives, and governance models that drive partner performance
• Lead and develop senior sales leaders across National, Commercial, and SMB teams
• Assess and align talent to support accelerated growth and evolving organizational needs
• Establish clear performance expectations, KPIs, quota rigor, and forecasting discipline
• Build and sustain a culture of accountability, operational excellence, and high performance
• Champion value-based and consultative selling methodologies focused on margin, service reliability, and network advantage
• Ensure disciplined pipeline management, accurate forecasting, and data-driven decision-making
• Drive consistent, advanced utilization of Salesforce as the core CRM platform
• Implement standardized reporting, cadence reviews, and performance management frameworks
• Partner closely with Operations, Pricing, Marketing, Finance, and Customer Experience to deliver profitable growth
• Serve as the senior commercial voice of the customer across executive forums
• Own executive-level relationships with key national, enterprise, and strategic accounts
• Influence long-term commercial strategy, product positioning, and market prioritization

FUNCTIONAL REQUIREMENTS

• 12+ years of progressive sales leadership experience in parcel, logistics, last-mile, or transportation
• Demonstrated success leading national or multi-segment sales organizations through growth and scale
• Proven ability to deliver significant new revenue while maintaining margin discipline
• Experience managing both direct and indirect (partner, reseller, platform) sales models
• Strong command of value-based selling methodologies and enterprise sales motions
• Advanced proficiency in Salesforce CRM, including forecasting, pipeline management, and analytics
• Deep understanding of parcel pricing models, operational realities, and commercial tradeoffs
• Executive presence with strong business judgment and data-driven decision-making
• Bachelor’s degree required; MBA or equivalent preferred

EEO STATEMENT

General Logistics Systems US is an Equal Employment Opportunity (EEO) employer and is committed to a diverse workforce. We welcome all qualified applicants to apply to GLS, and we strive to select the best qualified applicant for each position in our organization. Applicants will receive fair and impartial consideration without regard to race, sex, color, national origin, age, disability, veteran status, genetic data, gender identity, sexual orientation, religion or other legally protected status, or any other classification protected by federal, state, or local law. GLS complies with all laws and regulations relating to employment discrimination and is always committed to doing what's right.