SR. DIRECTOR OF SALES

General Logistics Systems US, Inc.•Mesa, AZ

51m

About The Position

GLS Group is one of the largest parcel services providers in Europe, with a strong local presence in almost all countries across the continent. It also operates through wholly owned subsidiaries in Canada and on the USA’s West Coast within one GLS network. This allows GLS to seamlessly connect its customers and communities with millions of parcels and stories every day. GLS’ network connects its markets with high velocity and flexibility to respond to their fast-changing and dynamic nature. The company provides high quality service tailored to its customers’ needs across more than 50 countries. The GLS network consists of over 120 hubs and more than 1,600 depots, supported by more than 36,700 vans, light vehicles and walkers, and 6,400 trucks. This offers network resilience, superior flexibility, and extended reach. In 2024/25, GLS generated record revenues of 5.9 billion euros and delivered 926 million parcels across the markets. For more information, visit www.gls-group.com. The Sr. Director of Sales is a senior commercial leader responsible for architecting, scaling, and executing GLS’s national sales strategy across National, Commercial, and SMB segments. This role is accountable for delivering sustained, profitable revenue growth while building a scalable, high-performance sales organization. This is a build-and-scale leadership role, not a maintenance position. The ideal candidate brings deep experience leading sales transformations in competitive, high-growth parcel, logistics, or transportation environments and has a proven track record of: Winning market share against larger incumbents Driving disciplined revenue growth in dense and developing markets Balancing aggressive top-line expansion with margin and operational rigor Scaling sales organizations beyond founder- or personality-driven models Integrating direct and indirect revenue channels into a cohesive go-to-market strategy The Sr. Director of Sales is energized by building leaders, driving accountability at scale, and consistently outperforming ambitious revenue targets.

Requirements

12+ years of progressive sales leadership experience in parcel, logistics, last-mile, or transportation
Demonstrated success leading national or multi-segment sales organizations through growth and scale
Proven ability to deliver significant new revenue while maintaining margin discipline
Experience managing both direct and indirect (partner, reseller, platform) sales models
Strong command of value-based selling methodologies and enterprise sales motions
Advanced proficiency in Salesforce CRM, including forecasting, pipeline management, and analytics
Deep understanding of parcel pricing models, operational realities, and commercial tradeoffs
Executive presence with strong business judgment and data-driven decision-making
Bachelor’s degree required

Nice To Haves

MBA or equivalent preferred

Responsibilities

Own and execute the national sales strategy to exceed GLS revenue and growth objectives
Drive new revenue acquisition and expansion across National, Commercial, and SMB segments
Develop vertical-specific penetration strategies and enterprise account expansion plans
Ensure sales capacity models, headcount strategy, and quota design align with growth goal
Define and scale indirect revenue streams, including partnerships, resellers, and platform integrations
Align channel strategy with direct sales motions to maximize total addressable opportunity
Identify, negotiate, and activate strategic ecosystem relationships that generate incremental volume
Establish compensation, incentives, and governance models that drive partner performance
Lead and develop senior sales leaders across National, Commercial, and SMB teams
Assess and align talent to support accelerated growth and evolving organizational needs
Establish clear performance expectations, KPIs, quota rigor, and forecasting discipline
Build and sustain a culture of accountability, operational excellence, and high performance
Champion value-based and consultative selling methodologies focused on margin, service reliability, and network advantage
Ensure disciplined pipeline management, accurate forecasting, and data-driven decision-making
Drive consistent, advanced utilization of Salesforce as the core CRM platform
Implement standardized reporting, cadence reviews, and performance management frameworks
Partner closely with Operations, Pricing, Marketing, Finance, and Customer Experience to deliver profitable growth
Serve as the senior commercial voice of the customer across executive forums
Own executive-level relationships with key national, enterprise, and strategic accounts
Influence long-term commercial strategy, product positioning, and market prioritization
May be required to perform tasks beyond those explicitly listed in this role.