Director, Enterprise Account Executive

About Hangar A Hangar A is changing how enterprise shippers think about express transportation. Our air-first transportation network uses commercial airline capacity, ground transportation partners, and our proprietary Express Cargo Management System (eCMS) to help retailers, manufacturers, eCommerce brands, and logistics providers move inventory and parcels across North America faster and with greater flexibility. By moving freight in bulk via air and injecting closer to destination, Hangar A helps shippers improve time in transit, expand geographic reach, create greater carrier and network optionality, and respond more quickly to changing inventory needs. We are building a new category within transportation and looking for an enterprise seller who is excited to help build it with us. The Role Hangar A is looking for a Director, Enterprise Account Executive to drive strategic new-logo acquisition across large enterprise shippers. This is a senior individual-contributor and true hunter role. You will own the enterprise sales process from identifying and engaging target accounts through discovery, solution development, commercial negotiation, contracting, and launch. This is not an inbound-heavy sales environment with a fully established playbook. Success requires the ability to create opportunities, build relationships with senior supply chain leaders, understand complex transportation networks, and develop compelling business cases around where Hangar A can create value. You will work closely with pricing, operations, product, technology, and executive leadership to develop customer-specific solutions and move complex enterprise opportunities forward. What You'll Do Build and Own Enterprise Pipeline Self-source and develop pipeline across high-value enterprise targets through direct outreach, industry relationships, referrals, partners, and account-based prospecting. Develop account strategies and build relationships with senior stakeholders across transportation, supply chain, fulfillment, operations, and executive leadership. Maintain disciplined pipeline management and forecasting. Lead Complex Enterprise Sales Cycles Own complex opportunities from discovery through solution development, commercial negotiation, contracting, and launch. Understand customer transportation networks and translate operational data and challenges into compelling business cases. Navigate multi-stakeholder buying processes, build internal champions, and lead commercial negotiations. Sell Hangar A's Transportation Strategy Identify where Hangar A's air-first middle-mile model can improve or complement a customer's existing transportation network. Sell with insight and credibility, creating urgency through business value rather than pressure. Collaborate Across Hangar A Partner with pricing, operations, product, technology, finance, and leadership to develop solutions that can be successfully operationalized. Bring customer and market intelligence back into the business to inform network strategy, product, pricing, and positioning. What We're Looking For 7+ years of enterprise B2B sales experience, ideally within transportation, logistics, supply chain technology, fulfillment, parcel, freight, or a related industry. Demonstrated success personally sourcing and closing net-new enterprise business. Experience managing complex, high-value sales cycles involving multiple stakeholders. Strong understanding of transportation and supply chain concepts. Experience selling to senior transportation, supply chain, fulfillment, operations, or eCommerce executives. Ability to use customer data and operational requirements to identify opportunities and build a business case. Strong commercial judgment with experience navigating pricing and contract negotiations. Executive-level communication skills. A disciplined approach to account planning, pipeline management, forecasting, and CRM usage. Ability to operate independently in a fast-moving, entrepreneurial environment. Existing relationships with enterprise retailers, consumer brands, manufacturers, shippers, or 3PLs are highly valued. What Success Looks Like Building a high-quality pipeline of enterprise opportunities aligned with Hangar A's ideal customer profile. Consistently generating self-sourced opportunities and engaging senior decision-makers. Progressing opportunities through disciplined discovery, solution development, validation, and commercial negotiation. Closing profitable new enterprise business with meaningful long-term revenue potential. Developing trusted customer relationships that create opportunities for future growth. Contributing market intelligence and customer insights that strengthen Hangar A's broader go-to-market strategy. The person who succeeds in this role will be a strong hunter, a thoughtful enterprise seller, and a self-directed builder who can open doors and turn complex transportation challenges into meaningful commercial opportunities.