Senior Ocean Freight Sales Lead - Pacific Trade

If you have built a mature ocean freight book across the Pacific Trade and you are auditing where that book belongs for the next five years, this role offers the operational fabric, the carrier relationships, and the equity structure that recognize what a senior portfolio is actually worth. About Skypace Skypace serves shippers whose freight programs depend on consistent execution across repeated ocean movements, multiple service providers, and constant commercial pressure on cost, timing, and space allocation. Performance is shaped by how systematically pricing, allocation, and milestone visibility move alongside the shipment itself. Skypace demonstrates a global operating environment where this coordination is built into the workflow as a structural standard. Shippers, carriers, drayage providers, and internal teams operate through a shared data structure that accumulates context, supports timely decisions, and preserves the operational record across the shipment lifecycle. Today, this model supports more than 150 customers across 18 countries through direct integrations with top 10 ocean carriers, including MSC, Maersk, CMA CGM, COSCO, and Hapag‑Lloyd. It optimizes shipper performance across freight cost, communication discipline, error reduction, booking speed, and visibility into how each party performs against commitment. Operational data accumulates as a clean, structured record that supports continuous process improvement today and becomes foundational as supply chains integrate AI‑driven decision agents into planning, execution, and exception handling. Operating Model Skypace operates on a proactive monitoring discipline. Milestones are tracked through live data across the entire shipment ecosystem. Deviations in schedule, cost, or capacity surface within the operating environment, and the next operational action is initiated before the client encounters the problem. The instant‑quote and online booking engine compresses commercial response time from days to minutes. The quote engine surfaces every accessorial at the quote stage, including peak surcharges, GRI, port congestion fees, drayage components, and reefer plug charges where applicable. Pricing integrity is treated as a commercial discipline, not a service feature. Why this Role Exists This role leads senior commercial coverage of Skypace’s Pacific Trade portfolio in California, covering machinery, electrical, paper, furniture, plastics, ceramics, and wood products. Senior coverage combines portfolio activation, retention discipline, and operational influence over the platform’s commercial roadmap. Responsibilities Manage a transitioning portfolio with full Year 1 sunset rate on every originated account; sunset rates continue through Years 2 and 3+ even when daily account management transfers to operations. Co‑design a 90‑day transition plan before signing, mapping accounts by lane, decision‑maker access, current pain patterns, and required operational cadence. Lead strategic California account development across the same commodity verticals where senior expertise has compounding value. Provide cross‑functional input on platform development; client‑facing observations reach the product team within a week, and renewal‑critical features enter the roadmap within the quarter. Mentor one or two junior sales representatives typically in months nine to twelve. Represent Skypace’s protection of senior commercial interests through transparent attribution, locked sunset rates, and freight audit defense across the lifecycle of every originated relationship. Qualifications 7+ years of ocean freight sales experience at one or more forwarders, NVOCCs, or 3PLs with a California or West Coast presence, including portfolio leadership at the trade‑lane level. A book that has compounded through retention, with a meaningful share of annual gross profit coming from accounts owned for twenty‑four months or longer. Operational fluency of a senior commercial professional: carrier contract structure, MQC commitments, D&D mitigation strategy, customs liability ownership, freight audit logic, and claims documentation discipline. Decision‑maker access at the top of accounts, such as supply chain VPs, operations directors, and owner‑operators. Ability to describe, at operational specificity, what top clients value in their forwarder relationship and the pattern of work that supports their retention. Compensation Base salary: $150,000 – $200,000 (final base reflects portfolio size and transition plan, finalized before signing) Commission Year 1: 15–20% of gross profit, no cap. Rate determined by portfolio scope and ramp commitment. Sunset rates: 12% (Year 2), 7% (Year 3+). Locked attribution across the lifecycle of originated accounts. Annual bonus accelerator: 10% of GP on three highest GP months. Distributed by February 1 of the following year. Phantom equity: up to 2.0% across four tranches, tied to gross profit milestones. Title Progression Senior Sales Manager → Director of Sales. 12‑month review against portfolio growth and commercial leadership. EEO Statement Skypace is an equal opportunity employer and does not discriminate on the basis of race, color, religion, gender, sexual orientation, national origin, age, disability, veteran status, marital status, or other protected category. #J-18808-Ljbffr Skypace