Director of Sales

Director Of Sales

The Director of Sales is a growth-oriented hunter responsible for building a sizeable new business pipeline while retaining and expanding an existing customer base. This role rewards tenacity, analytical thinking, and the ability to move fast in a competitive market.

Regardless of level, every successful NFI sales professional demonstrates the following:

• Hunter mentality — proactively pursues new logos rather than waiting for inbound opportunities
• C-suite credibility — comfortable presenting and negotiating at the executive level
• Supply chain fluency — deep understanding of 3PL solutions, warehousing, distribution, and transportation
• Solution architecting — ability to analyze a prospect's business challenge and design a compelling response
• Relentless follow-through — disciplined pipeline management, CRM hygiene, and closing tenacity
• Collaborative spirit — partners with operations, engineering, and peers to deliver differentiated proposals
• Professional presence — confident, organized, and well-prepared in every customer interaction
• Respectful Challenger — building rapport internally and externally to help reframe how others see challenges
• Emotional Intelligence — ability to self-regulate to help guide thinking, behaviors and relationships

Key Success Indicators:

• Maintains an active pipeline consistently exceeding $20M
• Executes $5M+ in annualized new business within the first 12–24 months
• Develops competitive, customized proposals that win new logos
• Manages account profitability with a businessperson's lens — knows which deals are worth pursuing
• Builds regular cadence with existing customers, including for expansion of business reviews
• Completes all CRM/Salesforce activity accurately and on time
• Engages in community and vertical market events to expand pipeline

Experience & Education:

• 3–5 years of logistics industry sales experience
• Demonstrated success prospecting and closing net new accounts
• Bachelor's degree preferred

Competency & Requirement Matrix:

• 5+ years logistics sales experience
• Bachelor's degree — Preferred
• Active pipeline $20M+
• New business development (hunting)
• $5M+ annualized new business (year 1–2)
• C-suite / executive selling
• Complex solution proposal writing
• Skillful contract negotiation
• CRM proficiency (Salesforce)
• Rate schedule development
• Challenger Sales approach
• Vertical market strategy
• Customer profitability management
• Willingness to travel 30–50%+

We are excited to share that the base salary range for this position is $150,000.00 – $175,000.00, based on the national average for the position. NFI takes into consideration applicants' qualifications, experience, education, and geographic location when determining a starting rate of pay.

Employees are also eligible for a robust benefit program, which includes Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Paid Time Off, and Paid Parental Leave, among other benefit plan options.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities