Head of Sales - Enterprise Sales for Secure Logistics at a 4PL (Commission-Only, Uncapped)

Company Description

We are a 4PL logistics company specializing in sensitive, time-critical, and high-value shipments. The company is purpose-built for logistics that cannot fail—moves where the consequences of delay, loss, mishandling, or exposure are operationally, financially, or reputationally unacceptable. We run one flagship service: Secure Ground Expedited. With an in-house fleet, a nationwide partner network, dedicated dispatch+support and compliance teams, we ensure visibility, security, and accountability throughout the logistics chain. Our mission is to provide high trust and precision in specialized freight, delivering exceptional service at every step. We are not competing in commodity freight. We win when the buyer is paying for certainty, discretion, chain-of-accountability, and response. Role Description This is a remote commission-only role as the Head of Sales (Player-Coach) for Manifest Logistics' secure enterprise logistics solutions. As a key stakeholder in building and leading the sales operation, you will be responsible for driving revenue growth by acquiring and managing enterprise-level clients. Day-to-day responsibilities include identifying and pursuing new business opportunities, managing key accounts, mentoring and developing the sales team, and collaborating with other departments to deliver top-tier logistics solutions. This role offers an uncapped earning potential and the opportunity to shape the future of our sales operations.

Qualifications

• Proven expertise in Sales and Sales Management, with a track record of achieving and exceeding revenue targets
• Experience in Account Management, building and maintaining strong client relationships to drive repeat business
• Strong Analytical Skills to evaluate performance metrics and develop data-driven sales strategies
• Team Management experience, including mentoring and leading sales teams to achieve collaborative success
• Excellent communication and negotiation skills, with the ability to build trust and deliver customized solutions
• Entrepreneurial mindset, self-motivated, and able to work independently in a remote setup
• Experience in the logistics or transportation industry is an advantage
• What You’ll Sell

Secure Ground Expedited (4PL-Managed Program) A premium managed freight solution typically defined by:

• Time-critical execution (tight windows, urgent deadlines, minimal tolerance for delays)
• Sensitive + discreet handling (prototypes, luxury goods, confidential IT assets)
• High-value accountability (documented handoffs, clear responsibility, audit-ready process)
• Escalation readiness (real humans, real response, structured exception management)
• Enterprise-grade coordination (stakeholder communication, scheduling, site access, SOPs)

Expansion path (how you build big accounts): Pilot → standard for “critical moves” → multi-site + multi-lane expansion → annualized program Target Verticals: You will focus on landing and expanding accounts across:

• Banks & Financial Services
• Sensitive infrastructure shipments
• Fortune 500 IT Asset Moves
• Servers/storage/network equipment, rollout/deploy, decommission/redeploy, AI/data center hardware moves
• Medical Equipment Transportation
• High-value devices, appointment-based deliveries, regulated receiving, careful handling requirements
• Luxury Product Moves & Distribution
• Wine collections, discreet prototype transport, executive-critical moves, concierge logistics
• Government Transportation Services
• Agency/primes/subs where compliance posture matters

Role Summary This is a Head of Sales (Player-Coach) role. You will:

• Sell personally first (originate, run, and close enterprise deals yourself)
• Land the first anchor accounts and turn them into program expansions
• Build the repeatable sales motion and, once proven, hire and lead the team

This is not a “strategy-only” leadership seat. You’re the closer who builds.

Key Responsibilities

Phase 1: Close (hands-on selling, first 60–120 days)

• Build a named-account plan and outreach engine (accounts + buying committees)
• Run enterprise discovery across Ops/Supply Chain, IT, Security/Risk, Procurement, Finance
• Package the offer as an enterprise program, not transactional shipments
• Navigate onboarding: vendor setup, insurance, security questionnaires, MSA/SOW, SOP alignment
• Close pilots that are intentionally structured for expansion and annualization
• Create internal proof assets: reliability metrics, response stories, references

Phase 2: Build (repeatability + scale)

• Codify ICP, messaging, qualification, and the “land → expand → annualize” playbook
• Implement pipeline discipline: stages, exit criteria, forecasting cadence, CRM hygiene
• Create enablement: talk tracks, objections, discovery framework, proposal templates
• Hire initial support (typically SDR/BDR first, then AEs as volume warrants)
• Maintain premium execution standards as volume grows (ops partnership is non-negotiable)

Typical Deal Structure (What You’ll Be Closing) We sell in enterprise-native structures (you can choose the best wedge per vertical): 1) Pilot Program (30–90 days) Goal: prove reliability + operational fit, then expand. Typical pilot patterns:

• IT/ITAD/Data center: defined rollout tranche (5–25 moves or site group/region)
• Financial services: region/branch group refresh phase
• Medical/luxury/sensitive: time-bound coverage or defined set of moves

Common pricing:

• Per-move premium service fee + transportation pass-through (with margin model), often with a pilot setup/onboarding fee

2) Program Retainer + Per-Move Goal: become the default partner for “critical moves.”

• Monthly program/control fee (ensures responsiveness + operational coverage)
• Per-move service fee by complexity tier + pass-through transportation economics

3) On-Demand Concierge Coverage (High margin) Goal: discreet, one-off sensitive moves where certainty is the product.

• Minimums + premium all-in service fee, with adders for after-hours/weekends/special handling/documentation

What Success Looks Like 30 Days

• 50–100 named accounts prioritized (banks + IT/ITAD/data center first)
• Multi-threaded conversations initiated (not just inbound quoting)
• Pilot packaging

60 Days

• 5–10 qualified opportunities in proposal/procurement motion
• 2+ in onboarding/legal/vendor setup motion

90 Days

• 1–3 pilots live or closed
• Expansion plan documented in each account (sites, lanes, annualization path)

Preferred Background We want someone who can sell premium outcomes into serious buying processes:

• Enterprise logistics / transportation / 3PL/4PL / managed transportation
• Security/compliance-heavy managed services (outcomes + SLAs + risk)
• Enterprise SaaS (only if you’re truly multi-thread/procurement fluent)
• High-ticket and/or luxury sales professionals who can defend premium pricing
• Government contracting familiarity is a plus

Required track record (choose one, ideally both)

• Closed $250k–$2M+ annualized deals (ARR, contract value, GP equivalent), and/or
• Consistently landed pilots and expanded them into multi-site, multi-department, annualized programs

Apply tot his job Apply To this Job