Director of Revenue Strategy and Sales Operations

PLS Logistics Services • Nashville, TN

12d

About The Position

The Director of Revenue Strategy and Sales Operations owns the cadence, processes, and accountability that turn pipeline into won business. The role runs the commercial operating rhythm, including RFI and RFP management, capabilities calls, customer follow-up discipline, pricing strategy governance, and revenue reporting. It works with branch sales and operations leaders, Pricing, Marketing, Finance, IT and AI Enablement, and the AGL integration team, and reports to the President.

The director drives revenue strategy by translating pipeline, win/loss, and margin data into recommendations about segments, accounts, and pricing. The role also supports revenue synergy execution from the AGL integration, including cross-selling, and builds the sales operations function through defining roles, playbooks, templates, and training, as well as hiring and developing the team as the function grows.

Requirements

• 10 or more years of experience in sales operations, revenue operations, business development, or commercial strategy.
• At least 3 years leading a team or function; this qualification is noted as to be calibrated.
• Hands-on experience running RFPs and bid processes in logistics, transportation, or a comparable services business.
• Strong command of Salesforce and sales reporting, including the ability to build and interpret a forecast and pipeline model.
• Track record of holding senior sales and operations leaders accountable without owning their reporting line.
• Excellent written communication skills, including concise briefs, clear escalations, and decision-ready recommendations.
• Comfort working directly with a President or CEO and experienced sales leaders.

Nice To Haves

• Freight brokerage, 3PL, or freight forwarding experience.

Responsibilities

• Own intake, go/no-go decisions, assignment, deadlines, and submissions for every RFI and RFP, and maintain a single source of truth for status, owners, and due dates.
• Ensure capabilities calls are scheduled and prepared, and that documented next steps are completed within agreed time frames.
• Run the bid desk process, approval thresholds, margin guardrails, and post-bid win/loss reviews in partnership with Pricing and branch leaders.
• Run weekly pipeline and pursuit reviews; assign every commitment to a named owner and date, and escalate missed commitments to the President before they cost a deal.
• Translate pipeline, win/loss, and margin data into recommendations on segments, accounts, and pricing.
• Support revenue synergy execution from the AGL integration, including cross-selling.
• Set Salesforce and CRM standards, maintain clean data, and build leadership dashboards and forecasts.
• Partner with IT and AI Enablement on sales tooling and automation.
• Build the sales operations function by defining roles, playbooks, templates, and training, and hiring and developing the team as the function grows.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed