Vice President, Account Management

Position Overview

Armada Supply Chain Solutions is seeking a Senior Vice President of Sales to lead our new sales organization and help drive the next phase of growth for the company. Reporting directly to the CEO, this executive will lead Armada’s enterprise and midmarket sales teams and will be accountable for building a high-performing, scalable sales engine focused on new customer acquisition.

The ideal candidate will bring deep experience in supply chain, transportation, or logistics, along with a proven ability to attract, hire, develop, and retain top-tier sales talent. This leader must be collaborative, humble, competitive, and curious, with the ability to inspire teams, partner across functions, and create the commercial discipline required to win in a complex market.

About Armada

Armada is a leader in modern supply chain orchestration, combining deep operating expertise with accountable execution across freight, warehousing, global ocean shipping, and financial and digital services. With more than 100 years of operating experience, we deliver trusted answers for world-leading brands, grounded in clean, accurate data and clear ownership to act quickly when conditions change. Connected systems keep every team working from the same source of truth, so decisions translate into coordinated action across the network. The result is fewer surprises, steadier delivery, and performance that holds under pressure.

Armada has been a successful growth company based primarily on its excellent reputation and service to some of the largest companies in its industry. Building a commercial engine including the marketing function and the outside sales team and leadership is a strategic priority for the company. This is an opportunity to build in an area prioritized as a top priority and a chance to partner with a growth-oriented CEO with a commercial background.

Key Responsibilities

• Lead Armada’s new sales function across enterprise and midmarket segments, with accountability for new customer acquisition and revenue growth.
• Lead the sales organization through growth, integration, and change while maintaining a focus on execution, talent development, and customer acquisition.
• Build, lead, and scale a high-performing sales organization that attracts, develops, retains, and promotes top talent while creating a strong leadership bench for future growth.
• Create a strong sales leadership culture rooted in accountability, collaboration, competitive drive, curiosity, coaching, and continuous improvement.
• Set clear expectations for sales execution, performance management, pipeline discipline, forecasting, deal strategy, and team productivity.
• Partner closely with the CEO on commercial strategy, growth priorities, organizational design, and key sales initiatives.
• Collaborate with Marketing and the CMO to align go-to-market strategy, demand generation, market messaging, lead flow, sales campaigns, and brand positioning.
• Define and continuously refine Armada's ideal customer profile, ensuring sales efforts are focused on the right customers, buying signals, growth potential, and strategic fit rather than industry verticals alone.
• Continue building Armada’s Sales Enablement function, including training, onboarding, coaching, tools, content, and sales methodology.
• Enhance the end-to-end sales process to improve pipeline quality, deal progression, forecasting accuracy, win rates, and overall sales productivity.
• Lead the development of repeatable solution design processes that reduce friction for the sales force, improve consistency, and increase time spent actively selling.
• Using sales force feedback and win / loss experience, dive the identification, prioritization, and execution of customer-facing technology enhancements that improve customer experience, strengthen Armada's value proposition, and support revenue growth. This is also a chance to create something new in an area that has been prioritized for focus and specific investment.
• Partner cross-functionally with operations, marketing, finance, and solution design teams to ensure sellers have the repeatable resources, simple pricing, messaging, and support needed to win new business.
• Develop sales leaders and frontline sellers through coaching, structured talent development, performance accountability, and succession planning.
• Represent Armada externally with prospects, partners, industry stakeholders, and strategic relationships in a manner consistent with the company’s values and growth ambitions.

Ideal Candidate Profile

• Senior sales leadership executive with a strong track record of leading new business sales organizations and delivering sustainable revenue growth.
• Demonstrated success leading sales organizations through transformation, integration, scaling, or significant operating model change.
• Experienced seller who can lead by example and support our largest opportunities while coaching our sellers.
• Demonstrated success leveraging CRM, sales technology, data and analytics to improve forecasting accuracy, pipeline visibility, sales productivity, and commercial decision making.
• Demonstrated success building the commercial operating disciplines required to scale, including forecasting, pipeline management, sales process, performance measurement, and sales governance.
• Experience defining and activating an ideal customer profile that helps focus sales efforts on the right customers, segments, and opportunities, with the ability to balance industry expertise with customer-fit criteria, growth potential, and strategic alignment.
• Background in supply chain, transportation, logistics, warehousing or a closely related service or industry is strongly preferred. Experience in International Ocean services and value-added warehousing is additionally beneficial.
• Demonstrated ability to build and retain high-performing sales teams, including recruiting top talent, developing future leaders, and creating an environment where strong performers thrive.
• Strong commercial operator with experience improving sales processes, sales enablement, forecasting, pipeline management, deal qualification, and sales productivity.
• Proven ability to partner effectively with Marketing, including alignment with the CMO on demand generation, messaging, campaign execution, and market positioning.
• Executive presence and business judgment to work directly with the CEO and executive senior leadership team, and Board of Directors on growth strategy and organizational priorities.
• Collaborative, humble, competitive, and curious leadership style, with a commitment to coaching, learning, accountability, and team success.

What Success Looks Like

• A stronger, more scalable sales organization with clear leadership, improved talent density, and higher retention of top performers.
• Increased productivity, earnings opportunity, engagement, and retention across the sales organization. Improve new business execution across enterprise and midmarket segments, supported by better pipeline discipline, forecasting, and sales process consistency.
• A more mature Sales Enablement function that improves onboarding, training, coaching, methodology, and seller productivity.
• Repeatable solution design processes that help sellers spend more time selling and less time navigating internal complexity.
• Strong alignment between Sales and Marketing, resulting in better demand generation, increased quality lead creation, sharper messaging, and more coordinated go-to-market execution.