TransImpact

Director of Sales, Freight Audit Pay

TransImpact

full-time

Posted on:

Location Type: Hybrid

Location: Arizona • Colorado • United States

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Job Level

Lead

Tech Stack

ERPOracle

About the role

  • 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.

Requirements

  • 7–12+ years of B2B sales experience in Logistics SaaS, Transportation Technology, Freight Audit & Payment, or adjacent spend-management solutions.
  • Proven success as a top-performing individual contributor in mid-market and/or enterprise environments.
  • Experience selling to Finance, Transportation, and Operations executives.
  • Strong consultative selling, ROI modeling, and multi-threaded deal management skills.
  • Comfort operating in ambiguity and building repeatable sales motions from the ground up.
  • Direct Freight Audit & Pay experience (parcel and/or LTL strongly preferred).
  • Experience selling multi-module or platform SaaS solutions.
  • Prior informal leadership, mentoring, or player/coach experience.
  • Familiarity with ERP/TMS/AP integrations (NetSuite, SAP, Oracle, Dynamics, common TMS platforms).
Benefits
  • Generous Paid Time Off: Start with 3 weeks of PTO in your first year and enjoy 4 weeks in year two.
  • Give Back: Up to 20 hours of Volunteer Time Off (VTO) annually to support causes you care about.
  • Summer Fridays: Half-day Fridays during the summer (schedule permitting) for extra sunshine time.
  • Flexible Work Options: Hybrid schedule available for team members within 45 miles of the office.
  • Comprehensive Health Coverage: Affordable medical, dental, and vision plans for you and your family.
  • Retirement Savings: 6% 401(k) match after one year—fully vested from day one of eligibility.
  • Office Perks: Stocked snacks, drinks, fancy coffee, and even a putting green to keep things fun.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B salesconsultative sellingROI modelingmulti-threaded deal managementFreight Audit & PaySaaS solutionssales strategypipeline managementforecasting methodologydeal negotiation
Soft Skills
leadershipmentoringcoachingcommunicationproblem-solvingstrategic thinkingrelationship buildingadaptabilityteam collaborationexecutive alignment