Head of Global Sales

GXO Logistics

1d•Remote

About The Position

The Head of Global Sales is a senior enterprise commercial leader accountable for defining and executing GXO’s global sales strategy to deliver sustainable revenue growth, expand market share and improve commercial performance across regions. Reporting to the Chief Commercial Officer, the role aligns regional execution around clear priorities, disciplined pipeline management and a consistent, customer-focused sales approach. This is a critical ‘build’ role responsible for designing and progressively scaling the global sales organization, operating model, governance, capabilities and performance routines. Working closely with regional leadership, strategic account teams, solutions design, operations, and marketing, the Head of Global Sales will drive greater alignment across geographies, improve commercial effectiveness, and foster a unified, customer-centric approach to business development. The role will be instrumental in creating a high-performing sales culture focused on accountability, collaboration, innovation, and disciplined execution. Through strong leadership, strategic influence, and commercial expertise, the Head of Global Sales will play a critical role in shaping GXO's future growth trajectory and strengthening its position as a global leader in contract logistics and supply chain solutions.

Requirements

Bachelor’s degree in Business, Sales, Marketing, Supply Chain, Logistics, International Business or a related discipline required, or equivalent relevant senior professional experience.
Minimum 10 years’ progressive experience in global sales leadership, business development, sales operations or a related commercial discipline, including substantial senior leadership experience.
Requires mastery-level knowledge of global contract logistics and supply-chain markets, complex B2B sales, customer solution development, sales governance, commercial risk and technology-enabled logistics.
The role must interpret geopolitical, regulatory and economic developments and apply them to market access, customer requirements, sales cycles and investment decisions.
Proven success leading complex multi-region B2B sales cycles, converting high-value pipelines into profitable revenue, building or scaling a global sales capability, leading regional managers and global teams, managing plans, budgets, forecasts and metrics, and building C-suite customer relationships.
Experience in contract logistics, supply chain, technology-enabled services or another complex outsourced-services environment is strongly preferred; global matrix leadership and major change or transformation experience are essential.
Mastery of global sales leadership, commercial strategy, strategic account development, complex outsourced-services selling, pipeline economics, pricing, deal structuring, margin management and return on investment.
Proficiency using CRM, forecasting, performance dashboards and business intelligence tools.
Strategic, commercial and financial acumen; data-driven decision-making; executive communication and negotiation; global matrix leadership; customer focus; resilience; and sound judgement.
Significant international travel is required for customer meetings, regional reviews, industry events and site visits.
Flexibility is required to operate across time zones and support critical pursuits and executive stakeholders.

Nice To Haves

Master’s degree or MBA preferred.
A recognized supply-chain or logistics certification, such as ASCM CSCP, is advantageous.
Change management or program leadership certification is desirable

Responsibilities

Define and own the global sales strategy, aligned to GXO’s growth and profitability ambitions, vertical priorities, and solution roadmap.
Responsible for more than $13 billion in revenue, with a mandate to establish a clear pathway to organic growth and double EBIT margin percentage.
Translate enterprise strategy into scalable sales plans, target markets, customer segments, vertical priorities and measurable execution roadmaps enabling regional and global alignment.
Act as the enterprise owner for “how we sell” globally, ensuring consistency while enabling regional flexibility.
Establish a clear global go-to-market approach that strengthens solution-based selling, cross-regional collaboration and disciplined pursuit of strategic opportunities.
Identify and prioritize organic growth opportunities, new logos and strategic vertical and expansion opportunities.
Partner with the Chief Commercial Officer and executive leadership to shape commercial investment priorities, resource allocation and long-range growth plans.
Design and build the target global sales organization, with structure, roles and headcount evolving in line with business needs and functional maturity.
Build succession plans and scalable sales capabilities through consistent onboarding, coaching, playbooks and development programs.
Build trusted executive-level relationships with strategic customers, premium prospects, partners and international stakeholders.
Lead the pursuit of new logos and accounts at regional and global levels, partnering with the Customer Success team to create a seamless growth model in which Sales wins new customers and Customer Success expands and deepens existing customer relationships.
Act as a senior external ambassador for GXO for major pursuits, ensuring a coordinated ‘One GXO’ customer experience.
Lead or support complex commercial negotiations, balancing customer value, operational deliverability, risk and profitable growth.
Capture and represent the global voice of the customer, ensuring insights shape propositions, solutions, technology priorities and service improvements.
Represent GXO at key customer forums, industry events and strategic partner engagements.
Monitor global logistics, supply-chain and sector trends, competitor activity, customer investment patterns and relevant local regulations.
Use market intelligence to identify emerging customer needs, capability gaps, partnership opportunities and new sources of profitable growth.
Assess geopolitical, regulatory and economic developments that may influence sales cycles, market access, customer requirements or commercial risk.
Translate regional insight into enterprise priorities and share global learning and best practice consistently across markets.
Set global and regional sales targets covering revenue, margin, pipeline health, win rate, conversion, account expansion and forecast accuracy.
In partnership with Commercial Excellence team, establish disciplined governance for opportunity qualification, pipeline reviews, bid prioritization, pricing, deal approvals and sales performance.
Use CRM data, analytics and forward-looking forecasts to focus resources, identify risks and improve predictability.
Provide concise, insight-led reports and recommendations.
Hold leaders accountable for outcomes, corrective actions and continuous improvement.
Partner closely with Regional CEO’s, Operations, Solutions, Marketing, Commercial Excellence, Technology, Engineering, Finance, Legal, Procurement and Human Resources to embed robust sales processes, tools and governance.
Influence across a complex global matrix, resolving competing priorities and creating shared accountability for customer and growth outcomes.
Champion the effective use of automation, AI, data and technology-enabled logistics within customer propositions.