SVP, Customer Sales

Edge Logistics•Scottsdale, AZ

About The Position

The SVP of Customer Sales sets Edge's enterprise-level new-business growth strategy and represents the sales function in executive and ownership-level strategic planning. Where the VP of Customer Sales runs the day-to-day sales organization, the SVP owns the multi-year growth strategy the VP executes against — market expansion, vertical prioritization, and the sales organization's long-term structure — and is the senior-most voice for new-business growth in company-wide strategic discussions. This role owns new-logo acquisition strategy exclusively; carrier procurement and existing-account growth remain owned by Carrier Sales and Account Management leadership.

Requirements

Bachelor's degree in Business, Supply Chain, Logistics, or related field; MBA or advanced degree strongly preferred
In lieu of a degree, 12+ years of progressive sales leadership experience within 3PL/transportation will be considered
Minimum 12–15 years of progressive leadership experience in sales within the 3PL or transportation industry, including experience building or scaling a sales organization
Proven track record of setting multi-year growth strategy, not just executing an existing one
Deep understanding of freight brokerage and asset-light transportation models
Demonstrated experience presenting to and influencing C-suite and/or board-level stakeholders
Strong analytical and strategic thinking skills with the ability to manage complexity and make data-driven decisions
Exceptional communication, negotiation, and interpersonal skills
Experience with CRM, TMS, and sales performance tools

Responsibilities

Set the multi-year new-business growth strategy — market expansion, vertical prioritization, and sales organization structure — in partnership with executive leadership and ownership.
Represent the Customer Sales function in company-wide strategic planning, including growth initiatives that may extend beyond the sales organization itself.
Present sales performance, pipeline health, and growth strategy directly to executive leadership and, where applicable, the board or ownership group.
Set the standards and expectations the VP of Customer Sales (or equivalent sales leadership) executes against day-to-day; this role is accountable for outcomes, not for running the daily pipeline personally.
Build and develop senior sales leadership bench strength across the organization, ensuring the function can scale beyond any single leader.
Foster a culture of accountability and performance at the organizational level — comp design, incentive structure, and KPI philosophy, not just individual coaching.
Own top-line new-business revenue and margin growth at the enterprise level, with accountability for the multi-year trajectory, not just period-over-period results.
Establish the KPI and performance-target philosophy used across the sales organization.
Set negotiation guardrails and approval thresholds for major new-customer contracts.
Serve as the senior-most executive sponsor for the largest and most strategically significant new-logo opportunities.
Ensure alignment between sales strategy and Account Management's ability to deliver on what's sold — the enterprise-level version of the VP's day-to-day handoff responsibility.
Monitor industry trends, competitive landscape, and macro market shifts to shape long-term growth strategy, not just near-term opportunity identification.
Champion technology and sales-enablement investment at the organizational level, partnering with Operational Excellence & Systems leadership on tooling that scales.
Partner with marketing and executive leadership to evolve Edge's market positioning as the business grows.