Director of Sales

Circle Logistics•Fort Wayne, IN

8d•Onsite

About The Position

Circle Logistics is a third-party logistics firm focused on providing customers with no-fail service, personalized communication, and innovative solutions. The company uses technology, industry experience, and employee ingenuity to develop transportation solutions. It has been in business for more than 10 years, has grown to over 500 employees, and is a half-billion-dollar company. The Director of Sales will own go-to-market strategy and segmentation, including target markets, vertical focus, territory design, and quota setting. The role leads enterprise pursuits, pricing and margin discipline, pipeline and forecast processes, team and talent development, cross-functional coordination, and sales data and process improvement. The director will build, ramp, and develop 10 Inside Sales Managers, while establishing succession planning and career paths. The role is accountable for revenue and gross-profit growth with durable margins, forecast accuracy, clean and auditable pipeline, faster sales ramp and increasing win rates, and consistent team activity and disciplined deal execution.

Requirements

3–5+ years of sales leadership experience in 3PL, transportation, or adjacent B2B.
Enterprise and new-logo sales wins.
Proven ability to build teams through hiring, coaching, and performance management, with a scalable playbook.
Command of pricing strategy and gross-profit protection under market pressure.
Experience establishing pipeline inspection, stage criteria, and data-driven decision-making.
Executive presence with customers and cross-functional partners.

Responsibilities

Set target markets, vertical focus, territory design, and quotas.
Lead enterprise pursuits, including RFP strategy, executive selling, multi-stakeholder negotiations, and contract renewals.
Establish pricing guardrails, bid strategy, deal reviews, and walk-away criteria to protect margins.
Define pipeline stages and coverage expectations, conduct weekly pipeline inspections, and improve forecast accuracy.
Hire, coach, and develop managers and individual contributors; create ramp plans and repeatable sales playbooks.
Hire, ramp, and develop 10 Inside Sales Managers, and establish succession planning and career paths.
Partner with carrier operations, pricing, and finance to ensure coverage, service, and gross-profit growth.
Maintain CRM hygiene, activity standards, dashboards, and OKRs, and drive continuous improvement.
Deliver revenue and gross-profit growth with durable margins, accurate forecasts, clean pipeline, faster ramp, rising win rates, consistent activity, quality discovery, and disciplined deal execution.