Director of Sales
TrinityRail
RSI Logistics is seeking a Director of Sales to lead strategic platform sales across our software and logistics services solutions. This role is focused on winning and expanding large, multi-product enterprise deals with top-tier shippers. The Director will play a critical role in shaping and executing our enterprise go-to-market strategy, with a strong emphasis on solution-based selling, data monetization, and SaaS platform adoption. This role is accountable for delivering revenue growth and achieving defined sales performance objectives across enterprise platform solutions. What's You'll Do:
What You'll Have:
- Own and drive enterprise platform sales strategy across key verticals (industrial, energy, chemicals, agriculture, etc.)
- Lead the pursuit of large, complex, multi-year deals that integrate multiple RSI products and services
- Develop and execute account strategies targeting top-tier shippers
- Translate rail supply chain challenges (velocity, dwell, asset utilization, service variability) into quantifiable business outcomes (cost savings, working capital improvement, service reliability)
- Lead consultative sales engagements that align RSI solutions to executive-level priorities
- Position RSI's offerings as enterprise platforms and data-as-a-service solutions
- Identify key supply chain decision-makers and influencers within target accounts and develop strategies to effectively communicate and sell RSI's value proposition
- Build trusted relationships with supply chain leaders
- Lead executive presentations, business case development, and commercial negotiations
- Act as a senior voice of RSI in high-impact customer engagements
- Partner closely with Product, Engineering, Operations, and Account Management to shape solutions and ensure successful delivery
- Provide market feedback to influence product roadmap and pricing strategy
- Ensure seamless transition from sales to delivery with clear success criteria
What You'll Have:
- Bachelors degree required
- 10+ years of experience in B2B enterprise sales, preferably in: Rail transportation / freight rail ecosystem and/or Supply chain technology or logistics platforms
- Proven track record of closing large, complex, multi-stakeholder deals ($1M+ annually)
- Experience selling SaaS, data platforms, or analytics-driven solutions
- Deep understanding of rail supply chain operations, including: car cycles, velocity, dwell, and fleet utilization, network constraints and service variability, shipper, railroad, and 3PL dynamics
- Ability to connect operational metrics to financial and strategic outcomes
- Expertise in solution-based and value-based selling
- Strong executive presence and communication skills
- Experience leading cross-functional deal teams
- Ability to orchestrate complex, multi-product sales cycles
- Strategic thinking and market insight
- Commercial acumen and negotiation capability
- Executive storytelling and influence
- Collaboration and matrix leadership
- Wins and expands enterprise platform deals across RSI's top accounts
- Establishes RSI as a strategic partner, not a transactional vendor
- Drives adoption of multi-product solutions and data services
- Contributes to sustainable revenue growth and margin expansion
Vacancy posted 3 days ago
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