Director of Revenue Strategy and Sales Operations

PLS Logistics Services • Nashville, TN

11d

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, follow-up discipline, pricing strategy governance, and revenue reporting. The Director reports to the President and works with branch sales and operations leaders, Pricing, Marketing, Finance, IT and AI Enablement, and the AGL integration team.

The role also drives revenue strategy by turning pipeline, win/loss, and margin data into recommendations on segments, accounts, and pricing. It supports revenue synergy execution from the AGL integration, including cross-selling, and owns Salesforce standards, sales data quality, dashboards, and forecasts used by leadership. The Director partners with IT and AI Enablement on sales tools and automation, and builds the sales operations function by defining roles, playbooks, templates, and training, then hiring and developing the team as the function grows.

Requirements

• 10+ years of experience in sales operations, revenue operations, business development, or commercial strategy.
• At least 3 years leading a team or function; the posting notes this is 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.
• A 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 the intake, go/no-go decisions, assignments, deadlines, and submissions for all RFIs and RFPs, maintaining 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.
• Govern pricing strategy by running the bid desk process, approval thresholds, margin guardrails, and post-bid win/loss reviews with Pricing and branch leaders.
• Run weekly pipeline and pursuit reviews, assign each commitment to a named owner and date, and escalate missed commitments to the President.
• Turn pipeline, win/loss, and margin data into recommendations on segments, accounts, and pricing.
• Support revenue synergy execution from the AGL integration, including cross-selling.
• Own Salesforce and sales data 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 hire and develop the team as it grows.

What This Job Offers

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