Sales Director

Location: Arlington TX

Position Summary

Pronto Delivery is seeking an experienced, hands-on Director of Sales to lead revenue growth across both its Asset-based Delivery and Brokerage divisions. This role is responsible for managing sales execution, coaching teams, and aligning growth with operational capacity and margin objectives.

The Director of Sales manages six sales professionals (three asset-based, three brokerage) and two customer service representatives supporting the asset division. This is a working leadership role that requires active coaching, pipeline oversight, pricing discipline, and cross-functional collaboration.

Team Structure & Scope

Direct Reports:

·       3 Asset-based Sales Executives

·       4 Brokerage Sales Executives

·       2 Customer Service Representatives (Asset Division)

Primary Accountability:

·       Revenue growth across asset and brokerage divisions

·       Gross margin performanceSales execution consistency

·       Team development and productivity

Key Responsibilities

Revenue & Growth Leadership

·       Own revenue targets across asset and brokerage sales teams

·       Establish quotas, activity expectations, and performance standards

·       Drive new-logo acquisition and account expansion

·       Align sales commitments with operational capacity

Sales Management & Coaching

·       Recruit, onboard, train, and coach sales talent

·       Conduct pipeline reviews, deal inspections, and forecast calls

·       Enforce CRM usage and disciplined sales process

·       Coach pricing, margin management, and value-based selling

Asset vs. Brokerage Strategy

·       Define go-to-market strategies for asset and brokerage offerings

·       Guide sellers on positioning asset capacity vs. brokerage solutions

·       Optimize asset utilization and brokerage margin contribution

·       Partner with operations to balance capacity and profitability

Customer Service Leadership (Asset Division)

·       Oversee customer service representatives

·       Ensure smooth onboarding and issue resolution

·       Drive service quality, retention, and satisfaction

Cross-Functional Collaboration

·       Partner with Operations, Dispatch, and Finance

·       Provide market intelligence and customer feedback

·       Support process improvement initiatives

Reporting & Performance Management

·       Deliver accurate forecasts and executive reporting

·       Track KPIs: revenue, margin, win rates, pipeline velocity, retention

·       Implement corrective actions where needed

Qualifications

Required

·       7–12 years of B2B sales leadership experience, preferably in logistics or transportation

·       3–5 years of sales leadership experience

·       Experience managing hunter and customer service sales teams

·       Strong understanding of asset-based and brokerage models

·       Proven ability to coach consultative selling techniques

Preferred

·       Experience scaling sales teams in growth-stage companies

·       CRM-driven sales management experience

·       Strong financial and operational acumen

Leadership Competencies

·       Hands-on, accountable leader

·       Strong coach and talent developer

·       Data-driven decision maker

·       Clear communicator with executive presence

Performance Metrics

·       Revenue growth (asset brokerage)

·       Gross margin by division

·       New customer acquisition

·       Sales productivity per rep

·       Asset utilization and brokerage margin

·       Customer retention and service performance