Director of Sales

Director of Sales

About Serve Freight

Serve Freight is a US-based freight broker focused on complex, time-sensitive, coordination-heavy freight. We move project cargo, transactional truckload, and construction freight for customers who need a single accountable owner from quote to POD. We are growing fast, profitable, and building the operating systems behind the next phase of scale.

The role

The Director of Sales owns the sales team and the number it carries. You drive revenue and new business, and you hold the team accountable to executing every single day. This is the seat that makes sure no quote sits, no account goes dark, and every rep knows their target and hits it.

You partner closely with our leadership team to execute on the commercial strategy of the organization, including: pipeline management, forecasting, margin per load, and the dashboards that run the business.

This is a player-coach seat with teeth. You coach from data, not narrative, and you get on the phone with a customer yourself when a deal needs more weight in the room. You report directly to the CEO.

What you'll own

Sales team leadership (direct)

• Own the sales team: account executives and the account managers who carry a sales number report to you.
• Own new-customer acquisition and revenue growth. Drive the team to originate, close, and expand.
• Set the standard for accountability. Every account has a named owner, a documented status in HubSpot, and a next step. No exceptions, and no quote sits unanswered.
• Run weekly 1:1s with every rep. Coach from data, not narrative.
• Mentor and develop the team. Build the next generation of sellers at Serve Freight.
• Coordinate with overseas brokers running their own books. Build trust and shared standards across a distributed team.

Execute the commercial strategy

• Partner with leadership on the sales strategy, KPIs, and forecasting systems.
• Build and hold the cadence: pipeline reviews, deal reviews, and the weekly, monthly, and quarterly forecast the team commits to leadership.
• Run pipeline hygiene. Deals staged correctly, close dates accurate, stalled opportunities caught early.

Pricing and forecasting

• Own pricing discipline: lane pricing, bids, spot vs. contracted, and margin protection.
• Own the forecasting cadence and the accuracy of the number the team reports.

Retention and expansion

• Run QBRs with the top customers.
• Identify cross-sell and upsell across the book. Convert spot freight into contracted lanes where possible.
• Own the handoff and coverage model so no account goes unmanaged when a rep is out or transitions off.
• Resolve service escalations before they become churn risk.

Process and tooling

• Build SOPs covering onboarding, daily sales operations, escalation, handoffs, and QBRs.
• Stand up scorecards with metrics and SLAs tied to new business, retention, response time, and margin.
• Conduct CRM hygiene, pipeline stage discipline, and forecasting reports.

Cross-functional

• Partner with operations to ensure SLA commitments are met on every load.
• Coordinate with finance on customer billing, AR, and credit terms.
• Contribute to FY26 OKR delivery on commercial growth and gross margin protection.

What great looks like at 12 months

• No quote sits and no account goes unmanaged. Every account has a named owner and a documented status in HubSpot.
• The pipeline is clean, forecastable, and the team trusts the data they report on.
• Forecasting accuracy within 10% on a 30-day rolling basis.
• Sales SOPs, scorecards, and coverage model documented and in use.
• Top 20 customers in QBR cadence.
• Team headcount has grown and you've hired and developed at least one new seller.
• Revenue and new-business growth hit plan.

Required experience

• 5 years in freight brokerage or 3PL, including meaningful experience leading a sales team.
• Track record of holding a sales team accountable to a number and driving it, not just carrying your own book.
• Personally closing and growing revenue, with quantified gross margin growth.
• Pricing experience in brokerage: lane pricing, bids, spot vs. contracted, margin protection.
• Comfortable building KPIs, scorecards, and a forecasting cadence, and executing a strategy someone else designed.
• Experience writing SOPs and standing up sales process.
• Comfortable carrying key accounts while managing a team.
• HubSpot familiarity and TMS experience (Turvo a plus).

Preferred experience

• Multi-modal exposure (truckload, drayage, intermodal, project).
• Experience leading distributed or remote teammates.
• Construction, project, or industrial verticals.

Who this role is for

• An operator who holds a team accountable and won't let a quote or an account sit.
• A sales leader who executes a strategy on the floor, not just one who talks about it.
• Someone who will personally get on the phone with a customer when the deal needs it.
• Direct, decisive, and comfortable holding customers, reps, and AMs to the standard.
• Someone who wants to own and build up the sales function at a growing company.

Compensation

Competitive base, variable tied to team revenue, new business, and forecasting discipline. Details to be discussed during interviews.