Director of Sales

Cornerstone Systems•Memphis, TN

40d•Onsite

About The Position

Cornerstone Systems is seeking a Director of Sales to lead their existing sales team and focus on developing future sales talent. This role is more than just managing numbers; it involves building people, strengthening sales processes, leveraging technology, and improving pipeline generation and accountability. The Director of Sales will also play a crucial role in bridging the gap between sales and operations, enhancing cross-functional collaboration, and fostering an environment where employees can grow and build long-term careers. The company emphasizes a people-first approach, believing that transportation is a people business and that strong leadership creates environments where employees are valued and motivated.

Requirements

Understand that leadership is about building people, not just managing numbers.
Experience inheriting teams and earning credibility.
Ability to enter organizations with established personalities and habits without causing unnecessary disruption.
Proven ability to build trust.
Experience developing newer talent while earning respect from experienced professionals.
Experience creating structure where inconsistency existed.
Experience building accountability where expectations lacked clarity.
Experience strengthening pipeline quality, improving outbound discipline, and introducing process rigor.
Understanding that intentional process, not just activity, creates growth.
Experience partnering closely with marketing teams to build pipeline collaboratively.
Ability to lead through change, demonstrating patience, consistency, communication, and buy-in.
Understanding of competitive environments where differentiation can be service, responsiveness, execution, and relationships.

Nice To Haves

Transportation, logistics, freight brokerage, or intermodal experience.
Experience from adjacent service environments where coaching, talent development, process creation, and consultative selling are important.

Responsibilities

Report directly to the CEO and manage an existing team of approximately 10 salespeople.
Invest in strengthening sales operations, including process, technology, pipeline generation, accountability, and interdepartmental alignment.
Develop future sales talent by identifying and nurturing college graduates and professionals with potential.
Create and implement repeatable development rhythms to elevate both junior and senior sales talent.
Coach and develop team members, focusing on elevating everyone's performance.
Partner with marketing to improve lead generation quality and align sales and marketing execution.
Enhance CRM discipline and evaluate opportunities to strengthen technology and modernize sales support.
Create clarity around opportunity definition and build consistency in pipeline creation.
Improve communication and collaboration between sales and operations teams.
Build an environment where people grow, future leaders are developed intentionally, and accountability and culture coexist.