Role Overview
Essential Responsibilities****Team Leadership & Sales Development
- Lead, coach, and develop new and tenured Services Sales Representatives.
- Manage onboarding, training, and continuous skill development to elevate sales effectiveness.
- Establish clear performance expectations, KPIs, and accountability standards.
- Conduct regular performance reviews, pipeline coaching, and call evaluations.
- Build a culture of ownership, urgency, and continuous improvement.
Services Sales Management & Software Sales Support
- Own and manage the Services Sales pipeline to drive consistent revenue growth.
- Support the growth of Software Sales through alignment, cross-training, and strategic coordination.
- Ensure alignment between services offerings and compliance software management solutions.
- Identify expansion opportunities within the existing PrePass client portfolio.
Go-to-Market Strategy & New Business Development
- Develop and implement an efficient GTM strategy to secure new business.
- Refine targeting, segmentation, and outreach strategies to improve conversion rates.
- Partner with Marketing to align campaigns and lead-generation efforts.
- Monitor competitive landscape and adjust strategy to maintain market advantage.
Reporting, Analysis & Operational Excellence
- Analyze sales metrics, pipeline health, and conversion data to inform decision-making.
- Manage forecasting and reporting to ensure accurate revenue projections.
- Improve sales processes and workflows to increase efficiency and scalability.
- Ensure adherence to FMCSA and DOT compliance standards within sales messaging and positioning.
Requirements
**Qualifications **
- Bachelor’s degree in Business, Marketing, or a related field, or equivalent professional experience.
- 5+ years of experience in SaaS and/or services sales, preferably within transportation or compliance industries.
- 2+ years of experience leading and developing sales teams.
- Demonstrated experience building and executing GTM strategies.
- Proven success securing new business and driving revenue growth.
- Strong understanding of FMCSA and DOT requirements.
- Experience selling compliance services and compliance software management solutions.
- Proficiency with CRM systems and sales performance reporting tools.
- Strong leadership, coaching, and analytical skills.
Bonus Points For
- Experience with ATS, ELD, TMS, or Compliance Management Software.
- Background in SaaS, Transportation, or Compliance industries.
- Direct experience in FMCSA and DOT driver compliance.
Desired Characteristics
- Strategic thinker with a proactive, solution-oriented mindset.
- Strong coach and talent developer with a passion for building high-performing teams.
- Comfortable navigating change and scaling processes.
- Exceptional interpersonal and influencing skills.
- High degree of accountability and ownership.
- Ability to generate excitement around new products and services.
- Strong business acumen with clear, confident communication skills.
Tech Stack
Benefits
How We Will Take Care of You
- Robust benefit package that includes medical, dental, and vision that start on date of hire.
- Paid Time Off, to include vacation, sick, holidays, and floating holidays.
- Paid parental leave.
- 401(k) plan with employer match.
- Company-funded “lifestyle account” upon date of hire for you to apply toward your physical and mental well-being (i.e., ski passes, retreats, gym memberships).
- Tuition Reimbursement Program.
- Voluntary benefits, to include, but not limited to Legal and Pet Discounts.
- Employee Assistance Program (available at no cost to you).
- Company-sponsored and funded “Culture Team” that focuses on the Physical, Mental, and Professional well-being of employees.
- Community Give-Back initiatives.
- Culture that focuses on employee development initiatives.
- Company-wide bonus and commission plans.