TransImpact

Sales

• Deliver new ARR and expansion revenue across Freight Audit & Pay offerings.
• Run full consultative sales cycles: discovery, solution design, ROI building, proposal, negotiation, and close.
• Manage complex, multi-stakeholder deals with Finance, Logistics, Transportation, and Procurement leaders.
• Build and maintain a strong pipeline with disciplined CRM usage and accurate forecasting.
• Diagnose customer challenges in freight billing, payment, auditing, compliance, accessorials, and analytics.
• Position key solution capabilities such as invoice ingestion, rate auditing, dispute workflows, approval routing, integrations, and analytics.
• Clearly articulate financial outcomes, including cost recovery, cash flow improvements, and reduced leakage.
• Execute territory and account strategies targeting high-value shippers.
• Identify and close expansion opportunities across modes, analytics, and services.
• Partner with Marketing and Sales Engineering on ICP refinement, messaging, and deal strategy.
• Lead, coach, and mentor a small team while maintaining a personal quota.
• Guide reps on discovery techniques, pricing, deal strategy, negotiation, and executive alignment.
• Establish consistent rhythms: pipeline reviews, forecasting, deal reviews, and win/loss analysis.
• Codify best practices for selling Freight Audit & Pay solutions.
• Refine sales stages, qualification criteria, and forecasting methodology.
• Provide feedback to Product, Marketing, and Implementation to strengthen go to market impact.
• Participate in interviewing and onboarding new sellers.
• Accelerate ramp through structured coaching and hands-on deal support.

Director of Sales, Freight Audit Pay