Account Executive, 3PL

This role sits at the center of our growth strategy within third-party logistics (3PL), responsible for expanding revenue while protecting margin integrity in a dynamic, competitive market. As customer expectations evolve and supply chain complexity increases, we need a commercially sharp operator who can identify high-value opportunities, convert them into long-term business, and maintain disciplined pricing strategies.

Success in this role means consistently generating profitable new business, deepening multi-level customer relationships, and serving as a trusted advisor across complex logistics environments. This is a high-impact, revenue-driving position with direct influence on market expansion, customer retention, and overall business performance.

What you'll do

Drive strategic revenue growth

Identify, qualify, and convert new 3PL opportunities using disciplined prospecting strategies

Build and manage a robust pipeline aligned to revenue and profitability targets

Maintain pricing discipline while scaling business across key accounts and target industries

Follow up on leads and emerging opportunities with urgency and precision

Build and expand account relationships

Develop and maintain relationships across multiple levels within customer organizations

Engage consistently through in-person and virtual communication to strengthen trust and visibility

Position company capabilities effectively through deep knowledge of service offerings

Serve as the primary commercial point of contact for assigned territory accounts

Own pricing, contracts, and commercial execution

Develop customer pricing strategies and submit for corporate approval

Interpret and manage pricing agreements, contractual terms, and commercial requirements

Balance competitiveness with margin protection in all deal structures

Collaborate cross-functionally to align pricing with operational capabilities

Partner cross-functionally to deliver results

Work closely with operations to understand customer needs and resolve service issues

Align customer expectations with operational realities to ensure consistent execution

Communicate internally across service centers and corporate stakeholders

Support collections efforts to maintain healthy account performance

Strengthen team capability and performance

Lead by example through professional conduct, accountability, and execution discipline

Share knowledge, insights, and best practices across the sales organization

Contribute to departmental initiatives and company-wide growth priorities

Operate independently while maintaining alignment with leadership objectives

What you bring

Bachelor's degree (BA/BS) or 5+ years of sales experience in transportation/logistics or equivalent combination

Proven track record of generating revenue growth and managing customer relationships in a 3PL environment

Strong commercial acumen with the ability to interpret pricing agreements, financial reports, and legal documents

Advanced communication and presentation skills across customer, executive, and operational audiences

Demonstrated sales negotiation expertise with the ability to close and expand accounts

Experience collaborating cross-functionally in fast-paced operational environments

Working knowledge of hazmat regulations (preferred)

Proficiency in Microsoft Office (Outlook, Word, Excel, Power BIStrong time management, prioritization, and organizational skillsAbility to manage multiple accounts, projects, and deadlines simultaneously

Valid driver's license and ability to travel within assigned territory

High level of discretion handling confidential customer and business information

How you operate

You think in terms of pipeline, margin, and lifetime value—not just deals

You take ownership of outcomes and operate with minimal oversight

You build trust quickly and maintain it through consistency and follow-through

You balance speed with discipline—moving quickly without compromising quality

You communicate clearly, directly, and with purpose

You navigate ambiguity and solve complex commercial challenges

You hold yourself accountable to measurable performance standards

Compensation & Setup
Pay:

$110,000 to $130,000 base salary

incentives:

Performance-based incentives aligned to revenue and profitability goals

Location:

Remote | Chicago, IL

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 service center 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 service center dock or when making outside sales calls.

Overnight travel (up to 50%) 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!

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.

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