Account Executive, Field

Sales Representative

This role sits at the front line of revenue generation, responsible for expanding market share and strengthening customer relationships in a highly competitive, logistics-driven environment. The business is scaling, and sustained growth depends on disciplined prospecting, structured account management, and strong alignment between Sales and Operations. Success in this role means consistently creating new revenue opportunities while protecting and expanding existing accounts. It requires the ability to operate independently in the field, build trusted relationships, and translate customer needs into commercially sound solutions. This is a mission-critical position that directly influences revenue performance, customer retention, and long-term market positioning.

What You'll Do

1. Drive New Business Acquisition

• Build and execute a disciplined prospecting strategy using cold outreach, appointments, and field engagement
• Identify, qualify, and convert new business opportunities within defined territories
• Maintain a strong sales pipeline with clear progression toward close
• Represent the company confidently in customer-facing interactions, from first contact through deal execution

2. Own and Grow Customer Accounts

• Develop and maintain high-trust relationships with customer accounts through consistent, professional engagement
• Conduct regular account reviews to identify expansion opportunities and mitigate risk
• Act as the primary commercial point of contact for customers, ensuring responsiveness and follow-through
• Deliver a high-quality customer experience that reinforces long-term partnership

3. Align Cross-Functionally to Deliver Results

• Partner closely with Operations to understand customer requirements and resolve service-related issues
• Communicate effectively with internal teams, terminals, and corporate stakeholders to ensure seamless execution
• Translate customer feedback into actionable insights that improve service delivery
• Coordinate internally on pricing, service capabilities, and account strategy

4. Manage Pricing and Commercial Execution

• Develop account pricing aligned with customer needs and company strategy
• Prepare and submit pricing requests for internal approval with accuracy and clarity
• Interpret agreements, financial data, and service parameters to ensure sound decision-making
• Support collections efforts to ensure revenue realization and account health

5. Maintain Operational Discipline and Reporting

• Produce weekly sales reports and account profiles with clear insights and action plans
• Track account activity, pipeline progress, and performance metrics
• Maintain accurate documentation and account records
• Operate with high attention to detail in managing sensitive commercial and customer data

What You Bring

• Bachelor's degree or a minimum of 2+ years of sales experience (or equivalent combination)
• Proven ability to generate new business and manage customer relationships independently
• Strong written and verbal communication skills, with the ability to present to customers and leadership
• Experience interpreting pricing agreements, financial reports, and contractual documents
• High level of business acumen and numerical proficiency (discounts, commissions, percentages, etc.)
• Strong time management and organizational skills with the ability to manage multiple priorities
• Proficiency in Microsoft Outlook, Word, and Excel
• Preferred knowledge of HazMat regulations and logistics/transportation environments
• Valid driver's license with the ability to travel for field-based sales activity
• Demonstrated ability to handle sensitive and confidential business information responsibly

How You Operate

• You operate with ownership and accountability for revenue outcomes
• You think in terms of systems and long-term account value, not short-term wins
• You balance speed and discipline in how you manage pipeline and customer commitments
• You communicate clearly, directly, and professionally across all levels
• You build trust quickly and maintain it through consistency and follow-through
• You stay organized and execute without constant oversight
• You solve problems pragmatically, even in ambiguous or unstructured situations

Compensation & Setup

• Pay: $85,000–$100,000 base salary
• Location: Hybrid (Field-based, customer engagement) | San Diego, CA
• Benefits: Full benefits package including medical, dental, vision, 401(k), and paid time off

Physical Demands and Work Environment

The physical demands and work environment described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

Physical Demands

• Daily outside travel to make sales calls in any weather.
• Light physical activity performing non-strenuous daily activities of an administrative nature.
• Outside salespeople are regularly required to sit, stand, travel to and from a customer's place of business, tour the place of business, work on a personal computer, reach and handle items, work with the fingers, see clearly at 20 feet or more, have depth perception, peripheral vision, adjust focus and talk and hear others in conversations via the phone or in person.

Work Environment

• The terminal is a well-lighted, heated and/or air-conditioned indoor office setting with adequate ventilation.
• The noise level is moderate based on general conversation tones, ringing phones and laser printer operation.
• Outside travel in all weather is required.
• Can be subject to occasional wet or humid conditions (non-weather), fumes or airborne particles, extreme cold (non-weather), and outdoor weather conditions when touring prospect or client plants.
• There may be slippery conditions or other hazardous footing on the terminal dock or when making outside sales calls.
• Minimal overnight travel (up to 10%) by land and/or air required.

* The above statements reflect the general details necessary to describe the principal functions of the position and are not intended to be all inclusive. The position and any of the requirements listed above are subject to change at any time according to the changing needs of the company.

* Roadrunner is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind.

* We will not accept unsolicited candidates from external recruiters or recruiting agencies. Thank you!

#LI-Hybrid San Diego, CA

About Roadrunner

Roadrunner is for ambitious, smart people who excel at execution over talking about it, and who would rather invent the next standard in freight than accept the status quo.

We are looking for the Best of the Best. Action driven leaders who want to be part of real change and help design the future of LTL in the U.S. This is a place where high performers can grow, influence outcomes, and make an impact while working directly with executives and smart people from across industries.

We bring a winner mindset. We take ownership, raise the bar, and measure ourselves by results. We Run Safe. We Run Smart. We Run Together. These principles create an environment of high standards, clear ownership, and direct collaboration. We trust data over intuition, move with urgency, and hold each other accountable because winning requires it.

Roadrunner exists to prove that LTL can be better than the industry has settled for. To be the best means we need to think bigger, look outside the box, and question every assumption: too many handoffs, limited visibility, and the quiet belief that "this is just how it works." We rejected that story. We built a proprietary Smart Network™ for direct, long haul, metro to metro service that delivers fewer touches, faster transit, real time visibility, and genuine accountability. We are the most tech forward company in LTL, and we are not finished widening the gap.

The foundation is already strong. Recognized as one of Built In Chicago's Best Large Places to Work. Earning top marks for improvement, quality, and service. The real opportunity is still ahead: helping invent what comes next.

If you want to be evaluated among the Best of the Best and help set the new standard in LTL, we should talk.