Director, Enterprise Solutions
Director, Enterprise Solutions
Job Type: Full-time; Remote
Responsibilities:
- Help Shippers navigate cost, carbon, and complexity across their transportation networks by identifying and advancing integrated opportunities that deliver measurable value.
- Manage pipeline to drive new revenue from sustainability solutions to existing clients, while building a strong foundation across the Company’s broader portfolio of solutions.
- Lead complex client engagements, partnering cross-functionally to identify, shape, and advance multi-solution opportunities.
- Expand relationships within existing accounts, generating new opportunities, and building a robust pipeline that drives long-term client value and revenue growth.
- Partner with account teams on expansion planning
- Partner closely with the Director, Client Success and account teams to identify and prioritize client expansion opportunities aligned to the enterprise roadmap, contributing to account strategy and conversion of opportunities into active pipeline.
- Build executive relationships to position future growth
- Establish and deepen multi-level client relationships, including executive stakeholders (e.g., VP-level supply chain, sustainability, and procurement leaders), to proactively position the Company for expansion opportunities as client needs evolve.
- Build and advance a proactive, high-quality pipeline
- Develop and maintain a robust pipeline by engaging clients early and consistently, proactively identifying future needs, and positioning opportunities ahead of formal buying cycles.
- Apply creativity in proposal development, solution packaging, and pricing strategies to align with client priorities and accelerate deal progression.
- Align internal stakeholders to drive execution
- Establish and maintain strong working relationships with client account teams and internal stakeholders to ensure alignment on client activity, opportunity progression, and consistent engagement across the account.
- Operate with discipline and continuous improvement mindset
- Maintain strong knowledge of logistics and sustainability markets, pursue ongoing professional development, and uphold the Company’s values through high performance, continuous improvement, and adherence to company policies and compliance standards.
- Live Company values of High Performance, Caring Relationships, Strategic Foresight, and Entrepreneurial Spirit.
- Find A Better Way by championing continuous improvement and quality control efforts to identify opportunities to innovate and improve efficiency, accuracy, and standardization.
- Continuously learn and develop self professionally.
- Support corporate efforts for safety, government compliance, and all other company policies & procedures.
- Perform other related duties as required and assigned.
- Bachelor's degree in business administration or related field, or equivalent experience.
- 5–15+ years of experience in transportation, logistics, or technology industries, with a focus on sales, account management, or enterprise client engagement; experience selling into or working within the transportation industry strongly preferred.
- Demonstrated ability to build and advance pipeline, influence client decision-making, and drive revenue growth within complex, multi-stakeholder organizations.
- Strong interest in sustainability and the role it plays within transportation networks and enterprise decision-making.
- Proven ability to build and maintain cross-functional relationships, both internally and with client stakeholders.
- Effective communicator with the ability to engage audiences ranging from working teams to executive leadership in a concise and professional manner.
- Strong problem-solving skills with a proactive, ownership-driven mindset.
- Innovative and detail-oriented, with the ability to develop creative approaches to solution positioning, proposal development, and pricing.
- Experience using Salesforce or similar CRM tools to manage pipeline and client engagement activity strongly preferred.
- Nice to have: Experience navigating complex procurement processes, including RFPs, or selling into large, enterprise (Fortune 500 or equivalent) organizations preferred.