National Sales Executive

National Sales Executive – Freight Brokerage

The National Sales Executive is responsible for driving new business revenue by selling freight brokerage solutions to mid-market and enterprise shippers across North America. This role focuses on strategic prospecting, consultative selling, and long-cycle deal execution while partnering closely with operations, pricing, and carrier sales teams to ensure successful onboarding and account growth.

Key Responsibilities

• Prospect, qualify, and close new shipper accounts nationwide within the freight brokerage vertical
• Develop and manage a robust sales pipeline using CRM tools (Salesforce or equivalent)
• Sell multi-modal brokerage solutions including Truckload (TL), LTL, Intermodal, and Specialized freight
• Conduct needs analysis and present customized logistics solutions aligned to shipper pain points
• Negotiate pricing, contract terms, and service-level agreements
• Collaborate with operations and account management teams to ensure seamless customer onboarding
• Maintain accurate sales forecasts and activity reporting
• Attend industry events, trade shows, and customer meetings as required
• Meet or exceed assigned revenue and margin targets

Required Qualifications

• 5+ years of B2B sales experience within freight brokerage or 3PL
• Proven track record of closing new-logo shipper business
• Strong understanding of freight markets, pricing dynamics, and capacity cycles
• Experience selling at the director, VP, and C-suite level
• Ability to manage long sales cycles and complex negotiations
• Proficiency with CRM platforms and sales analytics tools
• Willingness to travel up to 30–40%

Preferred Qualifications

• Existing book of business or transferable shipper relationships
• Experience selling enterprise or national accounts
• Knowledge of contract freight, RFP processes, and bid events
• Background working in high-growth or PE-backed logistics organizations

Compensation & Benefits

• Base Salary: $75,000 to $125,000 DOE
• Commission: Uncapped, performance-based
• OTE: Strong six-figure potential
• Medical, dental, vision insurance
• 401(k) with company match
• PTO and paid holidays
• Expense reimbursement for travel and client entertainment

Key Performance Indicators (KPIs)

• New revenue generated
• Gross margin contribution
• Number of new shipper accounts onboarded
• Pipeline value and conversion rates
• Sales activity metrics (calls, meetings, proposals)

Ideal Candidate Profile (Recruiting Notes)

• Hunter mentality with a consultative sales approach
• Comfortable selling intangible, service-based solutions
• Highly autonomous, disciplined, and metrics-driven
• Strong executive presence and communication skills