goodship - Enterprise Sales Director
Requirements
• 5+ years of enterprise B2B SaaS sales experience, with a proven track record of generating pipeline, managing complex sales cycles, and closing new business in multi-stakeholder environments. • Experience selling into transportation, logistics, supply chain, or similarly complex operational environments, with enough freight context to credibly engage buyers across shippers, brokers, carriers, and other logistics organizations. • Strong understanding of enterprise sales motions, including account planning, discovery, qualification, business case development, executive alignment, procurement navigation, and mutual close planning. • Proven experience closing multi-six-figure software deals, including opportunities that require selling into the C-suite, building executive alignment, and navigating senior-level approval processes. • Ability to build relationships across Transportation, Logistics, Procurement, Finance, IT, and executive stakeholders, while identifying the people, pain, priorities, and process required to move a deal forward. • Demonstrated ability to operate with ownership, urgency, and resilience in ambiguous, fast-moving startup environments, creating structure, driving activity, and staying accountable to outcomes. • Strong commercial judgment and operating discipline, with the ability to balance strategic account thinking with consistent hands-on execution. • Proven track record of operating in a metrics-driven environment and consistently meeting or exceeding quota. • Experience selling freight, transportation, logistics, or supply chain technology solutions preferred. • Familiarity with TMS, freight optimization, visibility, procurement, analytics, AI, or related supply chain technology platforms preferred.
Responsibilities
• Generate Pipeline and Own the Sales Cycle • Hunt for new business across the freight market, generate high-quality pipeline with shippers, carriers, brokers, and other enterprise logistics organizations, and take full ownership for converting outbound effort into closed-won revenue. • Drive Opportunities with Urgency and Discipline • Prospect consistently, qualify rigorously, create urgency with the right stakeholders, build compelling business cases, deliver tailored demos, and guide buyers through complex enterprise procurement cycles. • Sell Strategic Platform Value • Position GoodShip as a modern freight orchestration platform that helps enterprise teams improve transportation performance, uncover network opportunities, and make better decisions with data and AI. • Navigate Enterprise Buying Teams • Build relationships across Transportation, Logistics, Procurement, Finance, IT, and executive stakeholders to create urgency, align priorities, and move opportunities through enterprise decision-making processes. • Partner Cross-Functionally to Win Customers • Collaborate with Solutions, Product, Customer Success, and leadership to sharpen account strategy, validate customer needs, support clean handoffs, and set customers up for long-term success. • Bring Market Insight Back Into the Business • Translate prospect conversations, competitive dynamics, objections, and market feedback into actionable insights that influence GTM strategy, product priorities, and category positioning.
Benefits
• Competitive compensation and meaningful equity ownership. • Unlimited PTO. • Company-wide winter break during the December holidays. • Fully remote work environment. • Destination team off-sites.
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